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dc.contributor.authorMullins, Ryan
dc.contributor.authorMengüç, Bülent
dc.contributor.authorPanagopoulos, Nikolaos G.
dc.date.accessioned2020-12-12T10:46:57Z
dc.date.available2020-12-12T10:46:57Z
dc.date.issued2020
dc.identifier.issn0092-0703en_US
dc.identifier.issn1552-7824en_US
dc.identifier.urihttps://hdl.handle.net/20.500.12469/3523
dc.identifier.urihttps://doi.org/10.1007/s11747-019-00705-2
dc.description.abstractFirms 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 in a U.S.-based manufacturing and services provider, our findings illustrate drivers and outcomes of VBS. Specifically, we uncover a framework of salesperson, leader, customer, and team factors that help explain salesperson motivation for VBS. Importantly, we link VBS to customers' adoption of new products to support VBS's role for selling new products. Critical for sales team strategy, our model also integrates a team-level motivational mechanism to provide a comprehensive framework for salesperson and sales team motivations and outcomes.en_US
dc.language.isoengen_US
dc.publisherSpringeren_US
dc.rightsinfo:eu-repo/semantics/openAccessen_US
dc.subjectValue-based sellingen_US
dc.subjectSystems theoryen_US
dc.subjectSalesperson motivationen_US
dc.subjectSales teamsen_US
dc.subjectNew product sellingen_US
dc.subjectSales performanceen_US
dc.titleAntecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspectiveen_US
dc.typearticleen_US
dc.identifier.startpage1053en_US
dc.identifier.endpage1074en_US
dc.relation.journalJournal of The Academy of Marketing Scienceen_US
dc.identifier.issue6en_US
dc.identifier.volume48en_US
dc.departmentFakülteler, İşletme Fakültesi, İşletme Bölümüen_US
dc.identifier.wosWOS:000495208400001en_US
dc.identifier.doi10.1007/s11747-019-00705-2en_US
dc.identifier.scopus2-s2.0-85075124914en_US
dc.institutionauthorMengüç, Bülenten_US
dc.relation.publicationcategoryMakale - Uluslararası Hakemli Dergi - Kurum Öğretim Elemanıen_US


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