Satış Yönetimi Kontrol Sistemlerinin Satış Elemanı Özelliklerine ve Performansına Etkileri Üzerine Bir Saha Araştırması

Yıl 2008, Cilt: 3 Sayı: 2, 163 - 188, 13.08.2014

Selim Said Eren

Öz

Bu makalenin amacı, ilaç sektöründe faaliyet gösteren işletmelerde, satış yönetimi kontrol sistemlerinin, satış elemanı işle ilgili yönelimleri ve iş algıları üzerindeki etkisini ve bu faktörlerin de satış elemanı performansı üzerindeki etkilerini incelemektir. Makalenin teorik bölümünde ortaya atılan hipotezler, Türkiye’ de faaliyet gösteren 129 ilaç firmasında görev alan 561 adet satış elemanından toplanan verilerle test edilmektedir. Son bölümde ise araştırmada elde edilen genel sonuçlar, satış yöneticileri ve gelecekte yapılacak çalışmalar için öneriler yer almaktadır. Araştırma sonucunda satış elemanlarından elde edilen verilerle, süreç bazlı kontrol sistemlerinin öğrenme yönelimi, performans yönelimi, yöneticiye güven, örgütsel bağlılık, iç motivasyon, iş gerilimi ve satış elemanı performansı üzerinde etkili olduğu, çıktı bazlı kontrol sistemlerinin ise sadece örgütsel bağlılık üzerinde etkili olduğu bulgusu elde edilmiştir. Bunların yanı sıra öğrenme yönelimi, performans yönelimi, yöneticiye güven ve örgütsel bağlılığın da satış elemanı performansı üzerinde etkili olduğu bulgusu elde edilmiştir.

Anahtar Kelimeler

Satış Yönetimi Kontrolü, Satış Elemanı İşle İlgili Yönelimleri, İşle İlgili Algıları, Satış Elemanı Performansı

Satış Yönetimi Kontrol Sistemlerinin Satış Elemanı Özelliklerine ve Performansına Etkileri Üzerine Bir Saha Araştırması

Öz

The purpose of this study is to examine the effects of sales management control systems on salesperson job related orientations and job related perceptions and the effects of these factors on salesperson performance. The hypotheses proposed in this study are tested using data collected from 561 salespersons in 129 drug firms operating in Turkey. General findings of the study and suggestions for future studies are discussed in the final section. Findings indicate that pocess control systems have positive effects on learning orientation, performance orientation, supervisee trust, organizational commitment, intrinsic motivation, job tension and salesperson performance. Findings also suggest that output control systems have positive effects only on organizational commitment. Findings also indicate that learning orientation, performance orientatin, supervisee trust and organizational commitment have positive effect on salesperson performance.

Anahtar Kelimeler

Sales Management Control Systems, Salesperson Job Related Orientations, Salesperson Job Related Perception, Salesperson Performanc

Kaynakça

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