Browsing by Author "Mullins, Ryan"
Antecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspective Authors:Mullins, Ryan; Mengüç, Bülent; Panagopoulos, Nikolaos G.
Publisher and Date:(Springer, 2020)Firms are increasingly deploying a value-based selling (VBS) approach in their sales organizations to drive growth for new offerings. However, VBS adoption remains challenging, signaling that leaders need guidance to motivate VBS. Drawing from the systems theory of motivation, we examine motivational mechanisms at two levels-salesperson and sales team-to understand how to motivate, and benefit from, VBS. Using multisource data (i.e., salespeople, managers, archival performance) from 70 sales teams ...