How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing

How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing

This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use...

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Bibliographic Details
Main Authors: Saïd Echchakoui, Rachid Ghilal
Format: Article
Language:Spanish
Published: Elsevier 2019-05-01
Series:European Research on Management and Business Economics
Online Access:http://www.sciencedirect.com/science/article/pii/S2444883418301098
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spelling doaj-dfe94da7af264bbab5b0af3f36481b4e2020-11-25T01:17:09ZspaElsevierEuropean Research on Management and Business Economics2444-88342019-05-0125299104How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketingSaïd Echchakoui0Rachid Ghilal1Management Department, University of Quebec at Rimouski, poste 3363, Quebec, Canada; Corresponding author.Management Department, University of Quebec at Rimouski, poste 3313, Quebec, CanadaThis study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use perceived sales force attributes to monitor and motivate employees during relationship marketing. This paper also demonstrates that optimal sales force compensation drives salespeople to enhance perceived attributes. Keywords: Sales force, Customer retention, Firm's financial value, Markov chain, Agency theory, JEL classification: M12, M31, M52http://www.sciencedirect.com/science/article/pii/S2444883418301098
collection DOAJ
language Spanish
format Article
sources DOAJ
author Saïd Echchakoui
Rachid Ghilal
spellingShingle Saïd Echchakoui
Rachid Ghilal
How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
European Research on Management and Business Economics
author_facet Saïd Echchakoui
Rachid Ghilal
author_sort Saïd Echchakoui
title How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
title_short How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
title_full How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
title_fullStr How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
title_full_unstemmed How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
title_sort how sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
publisher Elsevier
series European Research on Management and Business Economics
issn 2444-8834
publishDate 2019-05-01
description This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use perceived sales force attributes to monitor and motivate employees during relationship marketing. This paper also demonstrates that optimal sales force compensation drives salespeople to enhance perceived attributes. Keywords: Sales force, Customer retention, Firm's financial value, Markov chain, Agency theory, JEL classification: M12, M31, M52
url http://www.sciencedirect.com/science/article/pii/S2444883418301098
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AT rachidghilal howsalesmanagerscanusesalespeoplesperceivedattributestomonitorandmotivateasalesforceduringrelationshipmarketing
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