Factors of Activating Sales Organizations: Findings from Survey on Marketing Capabilities of Japanese Firms

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  • Sasaki Masato
    Graduate School of Commerce and Management, Hitotsubashi University
  • Uehara Wataru
    Graduate School of Commerce and Management, Hitotsubashi University
  • Fukutomi Gen
    Faculty of Business Administration, Kyoto Sangyo University
  • Yamashita Yuko
    Graduate School of Commerce and Management, Hitotsubashi University
  • Fukuchi Hiroyuki
    Faculty of Business Administration, Toyo Gakuen University

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Other Title
  • 営業組織の活性化要因：日本企業のマーケティング力調査から
  • エイギョウ ソシキ ノ カッセイカ ヨウイン : ニホン キギョウ ノ マーケティングリョク チョウサ カラ

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Description

This study examines how sales support systems and the involvement of salespeople in the decision-making process revitalize activities in sales organizations. While existing researches mainly focus on personal motivation of salespeople, the mechanism of activating sales organizations remains unclear. The results of our analyses show that sales support systems have a direct impact on sales activation, and that the salespeopleʼs involvement in decision-making process has an indirect effect through promoting sales autonomy.

Journal

  • Organizational Science

    Organizational Science 47 (2), 37-46, 2013

    The Academic Association for Organizational Science

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