Managing sales teams in a virtual environment

被引：60

作者：

Rapp, Adam ^{[2
]}

Ahearne, Michael ^{[1
]}

Mathieu, John ^{[3
]}

Rapp, Tammy ^{[3
]}

机构：

[1] Univ Houston, Sales Excellence Inst, Houston, TX 77004 USA

[2] Clemson Univ, Clemson, SC 29631 USA

[3] Univ Connecticut, Storrs, CT 06269 USA

来源：

INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING | 2010年 / 27卷 / 03期

关键词：

Sales; Virtual teams; Team processes; Virtuality; Empowerment; Experience; Team performance; MODERATING ROLE; DECISION-MAKING; PERFORMANCE; LEADERSHIP; MANAGEMENT; KNOWLEDGE; EMPOWERMENT; IMPACT; ANTECEDENTS; DIVERSITY;

D O I：

10.1016/j.ijresmar.2010.02.003

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

We investigate the linear and interactive influences of leader-empowering behaviors, team experience, and the degree of virtuality on team planning processes and performance among virtual sales teams. Collecting data across three separate time periods with 218 pharmaceutical sales teams, our results indicate that empowering leadership improves team planning processes and is moderated by the team's experience. Interestingly, it seems that, as teams gain more experience, they are less likely to engage in effective planning; however, these effects are attenuated as the team becomes more virtual in nature. Our findings have relevance for sales managers and salespeople in terms of leveraging team processes to influence performance as well as in terms of presenting the issues associated with virtual means of interaction. (C) 2010 Elsevier B.V. All rights reserved.

引用

页码：213 / 224

页数：12

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