Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines

In this empirical study across four countries (India, China, Korea, and Philippines), we examine the impact of sales call adaptiveness and customer willingness on sales call length (duration) of salespersons in these four countries. Sales call length as well as sales call quality—although important...

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Main Authors: Sy-Changco, Joseph A, Singh, Ramendra, Gregorio, Rizalito L, Lu, Pierre-Xiao, Shin, Geon-Cheol
Format: text
Published: Archīum Ateneo 2016
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Online Access:https://archium.ateneo.edu/gsb-pubs/29
https://www.tandfonline.com/doi/full/10.1080/08911762.2016.1171940?casa_token=WHcvozpxHGAAAAAA%3ArLw8YBnQuGIdaP7L-pj-pXfbJY21bl-gQ7ncgBGFgiOSL5CEY8P6j6Wzj2Lt8VfUyirSZzd8H5vFtA
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Institution: Ateneo De Manila University
id ph-ateneo-arc.gsb-pubs-1028
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spelling ph-ateneo-arc.gsb-pubs-10282022-03-24T03:25:25Z Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines Sy-Changco, Joseph A Singh, Ramendra Gregorio, Rizalito L Lu, Pierre-Xiao Shin, Geon-Cheol In this empirical study across four countries (India, China, Korea, and Philippines), we examine the impact of sales call adaptiveness and customer willingness on sales call length (duration) of salespersons in these four countries. Sales call length as well as sales call quality—although important constructs in sales—are still underresearched in the domain of sales management. Our study in these four emerging markets sheds new light on enhancing sales force effectiveness. Using survey data from 847 salespersons in four countries, we analyze using multivariate analysis, and our results suggest that sales force effectiveness can be enhanced by giving them the autonomy to decide the sales call length based on the prospect quality. We also demonstrate that salespeople indulging in sales-oriented behaviors may be detrimental to the long-term relationship with customers. Emphasis on relational sales approaches would reduce sales practices such as pitching products or services to unwilling customers. Our study also highlights the interactive role of customer willingness and sales adaptiveness. We found several inter-country differences across sales practices in four countries, which have several meaningful managerial implications. 2016-01-01T08:00:00Z text https://archium.ateneo.edu/gsb-pubs/29 https://www.tandfonline.com/doi/full/10.1080/08911762.2016.1171940?casa_token=WHcvozpxHGAAAAAA%3ArLw8YBnQuGIdaP7L-pj-pXfbJY21bl-gQ7ncgBGFgiOSL5CEY8P6j6Wzj2Lt8VfUyirSZzd8H5vFtA Graduate School of Business Faculty Publications Archīum Ateneo Customer customer willingness emerging markets salesperson adaptiveness sales call length Strategic Management Policy
institution Ateneo De Manila University
building Ateneo De Manila University Library
continent Asia
country Philippines
Philippines
content_provider Ateneo De Manila University Library
collection archium.Ateneo Institutional Repository
topic Customer
customer willingness
emerging markets
salesperson adaptiveness
sales call length
Strategic Management Policy
spellingShingle Customer
customer willingness
emerging markets
salesperson adaptiveness
sales call length
Strategic Management Policy
Sy-Changco, Joseph A
Singh, Ramendra
Gregorio, Rizalito L
Lu, Pierre-Xiao
Shin, Geon-Cheol
Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines
description In this empirical study across four countries (India, China, Korea, and Philippines), we examine the impact of sales call adaptiveness and customer willingness on sales call length (duration) of salespersons in these four countries. Sales call length as well as sales call quality—although important constructs in sales—are still underresearched in the domain of sales management. Our study in these four emerging markets sheds new light on enhancing sales force effectiveness. Using survey data from 847 salespersons in four countries, we analyze using multivariate analysis, and our results suggest that sales force effectiveness can be enhanced by giving them the autonomy to decide the sales call length based on the prospect quality. We also demonstrate that salespeople indulging in sales-oriented behaviors may be detrimental to the long-term relationship with customers. Emphasis on relational sales approaches would reduce sales practices such as pitching products or services to unwilling customers. Our study also highlights the interactive role of customer willingness and sales adaptiveness. We found several inter-country differences across sales practices in four countries, which have several meaningful managerial implications.
format text
author Sy-Changco, Joseph A
Singh, Ramendra
Gregorio, Rizalito L
Lu, Pierre-Xiao
Shin, Geon-Cheol
author_facet Sy-Changco, Joseph A
Singh, Ramendra
Gregorio, Rizalito L
Lu, Pierre-Xiao
Shin, Geon-Cheol
author_sort Sy-Changco, Joseph A
title Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines
title_short Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines
title_full Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines
title_fullStr Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines
title_full_unstemmed Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines
title_sort impact of sales call adaptiveness and customer willingness on sales call length: a cross-country study of india, china, korea, and philippines
publisher Archīum Ateneo
publishDate 2016
url https://archium.ateneo.edu/gsb-pubs/29
https://www.tandfonline.com/doi/full/10.1080/08911762.2016.1171940?casa_token=WHcvozpxHGAAAAAA%3ArLw8YBnQuGIdaP7L-pj-pXfbJY21bl-gQ7ncgBGFgiOSL5CEY8P6j6Wzj2Lt8VfUyirSZzd8H5vFtA
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