Clara Hoffmann, Sascha Alavi and Christian Schmitz
Seeing past research, sales managers’ encouragement of their salespeople, tailored to the demands of value-creating sales, should constitute a key success factor for implementing…
Abstract
Purpose
Seeing past research, sales managers’ encouragement of their salespeople, tailored to the demands of value-creating sales, should constitute a key success factor for implementing value-centered business models. But prior research is largely silent on sales managers’ encouragement behavior for adopting value-centered business models regarding specific sales manager encouragement behaviors. Hence, this paper aims to examine the moderating effect of in-role and extra-role encouragement by sales managers in value-centered business models on financial firm performance.
Design/methodology/approach
The research model was tested empirically on a sample of key informants from 209 firms working in (sales) management positions using regression analysis.
Findings
The findings suggest that in-role encouragement behavior is more effective to achieve financial firm performance in value-centered business models. Sales managers should use in-role encouragement to provide their salespeople with a clear structure as a framework for their tasks and work environment and a strategic alignment along the sales organization.
Research limitations/implications
First, while the study included a variety of industries, it only covered countries from the Dach region (Germany, Austria, and Switzerland), which could limit the generalizability of the findings. To validate the results in additional countries, future research could replicate the research in a cross-country study to test whether the effects differ between countries. Second, the study surveys one key informant per firm on a firm-level leadership tendency. Although leadership culture may promote similar leadership styles or behaviors within one firm, individual leadership behaviors may still vary. Future research should validate the findings using individual sales managers data.
Practical implications
Firm managers must encourage sales managers in value-centered business models to engage in in-role encouragement and avoid extra-role encouragement and thus intensify their micromanagement. Micromanaging the salesforce comprises extensive guidance regarding their expectations and execution toward their salespeople’s work-related tasks and their way of thinking. Furthermore, firms must ask themselves whether their sales managers are capable of micromanaging at all and whether they have the capacity to do so. If not, they must create the appropriate capacities for this. Supplementary, firms should offer regular training for managers on the application of in-role encouragement.
Originality/value
To the best of the authors’ knowledge, this is the first study combining the two rather separately considered research streams of encouragement behavior and value-centered business models regarding the effects on firm performance outcomes.
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Roland Kassemeier, Sascha Alavi, Johannes Habel, Christian Schmitz and Jan Wieseke
Stephan Michels, Malaika Kurz‐Levin and Christian Schmitz
The use of drugs outside the approved indication, called off‐label use, is a growing phenomenon in medical practice. Especially, when a drug approved for systemic use is used…
Abstract
Purpose
The use of drugs outside the approved indication, called off‐label use, is a growing phenomenon in medical practice. Especially, when a drug approved for systemic use is used locally in small quantities, the drug price per treatment can fall far below the potential value of the drug. This paper aims to outline the potential value of off‐label Avastin® used for wet/neovascular age‐related macular degeneration (AMD), the leading cause of legal blindness in western countries.
Design/methodology/approach
The van Westendorp price sensitivity measurement (PSM) method was used to find an optimal price range for an Avastin formulation potentially approved by German regulatory authorities for neovascular/wet AMD. A survey was conducted among a majority of German AMD specialists as the central part of the buying center. Germany, the largest pharmaceutical market in Europe, was selected for the study.
Findings
The effective total response rate was 25.1 percent (51 questionnaires).The price range found is clearly above the price for currently used “off‐label” Avastin and far below the price for other comparable drugs approved for the treatment of neovascular AMD. The van Westendorp PSM method found for Avastin used in the eye the optimal price at €95 ($131), the indifference price at €200 ($276) and the acceptable price range between €90 ($124) and €310 ($428). The discussion provides further implications for pricing strategies for new drugs.
Originality/value
As price sensitivity and availability of drugs have become an increasingly political and public topic, off‐label application of drugs is turning into an important challenge for the pharmaceutical industry. Taken in total, the results provide support for the view that off‐label application not only creates major threats for pharmaceutical companies, but can also offer growth opportunities.
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First, this chapter traces how the concept of atmosphere has evolved in the fields of theology, philosophy, geography, sociology, psychology and architecture. Then it analyses the…
Abstract
First, this chapter traces how the concept of atmosphere has evolved in the fields of theology, philosophy, geography, sociology, psychology and architecture. Then it analyses the question of how to describe atmospheres and how to deepen the perception of atmospheres through market research. Finally, the chapter discusses the possibilities and limits of naming and typologising atmospheres.
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Valentina De Marchi, Eleonora Di Maria and Stefano Ponte
This paper aims at enriching the literature on international business (IB) studies to include insights from Global Value Chain (GVC) analysis to better explain how MNCs can…
Abstract
This paper aims at enriching the literature on international business (IB) studies to include insights from Global Value Chain (GVC) analysis to better explain how MNCs can orchestrate a global network organization. A first important contribution of the GVC literature is that it shifts the focus from single firms to their value chains, providing instruments to study how activities are split and organized among different firms at the industry level, and how MNCs can implement different governing mechanisms within a network-based setting. The GVC literature also highlights that retailers (as global buyers) often act as ‘lead firms’ in shaping the trajectories of global industries, while IB studies have so far focused predominantly on manufacturing firms. A fine-grained analysis of alternative forms of governance characterizing value chains can offer additional elements in explaining how MNCs can manage their network relationships in a global scenario. Finally, through their focus on upgrading, GVC studies suggest that knowledge flows and innovation dynamics taking place within value chains are as important as those taking place within the MNC’s organizational border. We conclude by arguing that these insights can help the IB literature to examine the challenges and opportunities MNCs face in engaging with suppliers and to explain the dynamic evolution of orchestrating global activities at the global level.
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Antje Bierwisch and Marina Schmitz
In an era of polycrisis, we argue that responsible leaders need to unlearn common thinking patterns imprinted by old (management) paradigms in order to find new solutions to the…
Abstract
In an era of polycrisis, we argue that responsible leaders need to unlearn common thinking patterns imprinted by old (management) paradigms in order to find new solutions to the grand challenges of our time. To be able to overcome the “crisis of the imagination” and spur narratives about more sustainable futures, leaders need to update and restructure their skill sets and invest in developing anticipatory and futures (thinking) skills, as well as futures literacy as a competence. To achieve this on the student level, we also need to rethink business and management education at the university level by challenging the ways we teach, i.e., teaching pedagogics, as well as the content and story we want to tell about the future of management. Thus, with this chapter, we aim to rethink pedagogical methods and tools by introducing educators to potential pathways for equipping students with adequate skills to be able to “use-the-future”. As the process of unlearning is difficult, we argue that we need to venture out of the business discipline and push the barriers of the business and management curriculum so as to be able to further unleash creativity and imagination. To achieve this aim, we propose the integration of methods and approaches from art-related disciplines, such as theater, visual arts, or design, into the business curriculum.
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Wiebke Unbehaun, Mailin Gaupp-Berghausen and Petra Jens
Vienna, Austria’s capital, is one of the most liveable cities worldwide and has undertaken various efforts to foster the attractiveness of walking. Although the share of walking…
Abstract
Vienna, Austria’s capital, is one of the most liveable cities worldwide and has undertaken various efforts to foster the attractiveness of walking. Although the share of walking in Vienna is already high, the city aims to further increase the level of walking trips, combined with the ambitious goal of 80 per cent of Eco mobility by the year 2025. In recent years walking has been integrated into different strategies and plans (such as Vienna’s smart City Framework Strategy, Urban Development Plan 2025 and Strategy Paper Pedestrian Traffic). In addition, the City of Vienna has instituted the Mobility Agency for Vienna with its own officers for walking and cycling. Infrastructure measures were complemented by strong communication activities. 2015 was declared as the ‘Year of Walking’, with a wide range of events, products and services to promote walking. To supplement these activities, a personalised travel planning campaign was integrated to encourage people to replace short car trips with active travel modes. The ‘Year of Walking’ 2015 campaign increased the awareness about the benefits of walking among citizens and improved Vienna’s image as a city suitable for walking. The latest modal split numbers and monitoring activities show the success of the integrated approach by an increase of walking trips. As walking has positive impacts on people’s health and the development of a healthier and more liveable urban environment, the City of Vienna is on the right path to foster a sustainable urban mobility lifestyle and quality of life for its citizens.
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Ayodele Adetuyi, Heather Tarbert and Christian Harrison
There seems to be no controversy about Nigeria being an agricultural country with food sufficiency up till the late 1970s. However, in recent times the country is finding it very…
Abstract
There seems to be no controversy about Nigeria being an agricultural country with food sufficiency up till the late 1970s. However, in recent times the country is finding it very difficult to provide sufficient food for the teeming population which has resulted in the majority of the country’s citizens slipping into poverty. The ability of the country to provide sufficiently for the citizens was a result of a lack of reliable and effective developmental and transformational strategies in the agricultural sector of the country which is a major employer of labour in the rural community. To this end, this chapter mainly focuses on factors inhibiting the development of agricultural companies in Nigeria and how to overcome the developmental barriers in the agricultural sector in Nigeria. The findings from the review show that the bane of the agricultural sector in Nigeria is due to the lack of an agricultural regulatory framework and policy transmission mechanism and over-dependence on oil revenue amongst other things (Adams, 2016). It is therefore imperative for the country to embark on the development of a reliable agricultural framework and model that will aid food sufficiency in the country.
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William Riggs and Ruth L. Steiner
This chapter introduces how the built environment and walking are connected. It looks at the interrelationships within the built environment, and how those are changing given…
Abstract
This chapter introduces how the built environment and walking are connected. It looks at the interrelationships within the built environment, and how those are changing given planning and policy efforts to facilitate increased walking for both leisure activity and commuting. Using a broad review and case-based approach, the chapter examines this epistemological development of walking and the built environment over time, reviews the connections, policies and design strategies and emerging issues. The chapter shows many cases of cities which are creating a more walkable environment. It also reveals that emerging issues related to technology and autonomous vehicles, vision zero and car-free cities, and increased regional policy may play a continued role in shaping the built environment for walking. This dialogue provides both a core underpinning and a future vision for how the built environment can continue to influence and respond to pedestrians in shaping a more walkable world.