The effects of competitive intelligence on sales efficiency: an essay on manager tenure and the dispersion of competitive intelligence

Ana Carolina Molina, Valter Afonso Vieira
DOI: https://doi.org/10.21529/RECADM.2021021

Abstract

This paper suggests a theoretical model, in which the manager's tenure and the dispersion of competitive intelligence have effects on sales efficiency. The dispersion of competitive intelligence consists of how much variation there is in the knowledge and the manager's tenure means the time that the manager is working in the firm. The paper brings the following contributions: first, by the theoretical model of competitive intelligence, the greater the dispersion of competitive intelligence, the lower the sales efficiency at individual level. Second, the greater the manager experience, the better the direct relationship between competitive intelligence and efficiency. Opportunities for future research are suggested.


Keywords

efficiency; competitive intelligence; dispersion; tenure

Compartilhe

References


Acqaah, M. (2007). Managerial social capital, strategic orientation, and organization performance in an emerging economy. Strategic Management Journal, 28(1), 1235-1255.

Adler, P. S., & Kwon, S. (2002). Social capital: prospects for a new concept. Academy of Management Review, 27(1), 17-40.

Agnihotri, R., & Rapp, A. (2011) Perspectives on competitive intelligence within a business: a tactical tool for salespeople to gain a competitive advantage. The Marketing Review, 11(4), 363-380.

Ahearne, M., Jones, E., Rapp, A., & Mathieu, J. (2008). High touch through high tech: the impact of salesperson technology usage on sales performance via mediating mechanisms. Management Science, 54(4), 671–685.

Ahearne, M., Lam, S. K., Hayati, B., & Kraus, F. (2013). Intrafunctional competitive intelligence and sales performance: a social network perspective. Journal of Marketing, 77(5), 37–56.

Ali, A., & Zhang, W. (2015). CEO tenure and earnings management. Journal of Accounting and Economics, 59(1), 60–79.

Babakus, E., Cravens, D.W., Grant, K., Ingram, T.N., & LaForge, R.W. (1996). Investigating the relationship among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness. International Journal of Research in Marketing, 13(1), 345-63.

Bartkus, K., Peterson, M., & Bellenger, D. (1989) Type a behavior, experience, and salesperson performance. Journal of Personal Selling & Sales Management, 9(2), 11-18.

Bonfim, W. & Silva, I. (2003) Instituições políticas, cidadania e participação: a mudança social ainda possível? Revista Sociologia e Política, 21(1), 109-123.

Buehrer (2002). Realistic sales experience: providing feedback by integrating buying, selling, and managing experiences. Journal of Personal Selling and Sales Management, 22(2), 33-40.

Burt, R. S. (1992). Structural Holes: The social structure of competition. Cambridge

Massachusetts: Harvard University Press. 313p.

Campos, M.M. (2003). Processos de desenvolvimento local: uma análise da implementação do projeto aliança com o adolescente. Dissertação de mestrado, Universidade Federal da Bahia, Salvador, BA, Brasil.

Canongia, C., Santos, D., Santos, M., & Zackiewicz, M. (2004). Foresight, inteligencia competitiva e gestão do conhecimento: instrumentos para a gestão da inovação. Revista Gestão e Produção, 11(1), 232-238.

Carroll, G., & Mosakowski, E. (1987). The career dynamics of self-employment, administrative. Science Quarterly, 32(1), 570–89

Chan, D. (1998). Functional relations among constructs in the same content domain at different levels of analysis: a typology of composition models. Journal of Applied Psychology, 83(2), 234-246.

Chen M. J. (1996). Competitor analysis and interfirm rivalry: toward a theoretical integration. Academy of Management Review, 21(1), 100-134.

Coleman, J. S. (1988). Social capital in the creation of human capital. The American Journal of Sociology, 94(1), 95-120.

Crossan, M. M., Lane, H. W., & White, R. E. (1999). An organizational learning framework: from intuition to institution. The Academy of Management Review, 24(3), 522-537.

Daft, R. L., & Lengel, R. (1984). Information richness: a new approach to managerial behavior and organizational design. Greenwich, CT: JAI Press.

Day, G. S., & Wensley, R. (1988). Assessing advantage: a framework for diagnosing competitive superiority. Journal of Marketing, 52(1), 1–20.

Delmar, F., & Shane, S. (2006). Does experience matter? The effect of founding team experience on the survival and sales of newly founded ventures. Strategic Organization, 4(3), 215-247.

Djalo, A. B., & Procopiuck, M. (2010). Teoria e prática na construção do conhecimento em administração. Revista Eletrônica de Ciência Administrativa, 9(1), 90-103.

Eklinder-Frick, J., Eriksson, l. T., & Hallén, l. (2012). Effects of social capital on processes in a regional strategic network. Industrial Marketing Management, 41(5), 800–806.

Fang, E., Palmatier, R. W., & Evans, K. R. (2004). Goal-setting paradoxes? Trade-offs between working hard and working smart: The United States versus China. Journal of the Academy of Marketing Science, 32(2), 188-202.

Grizzle, Iheanacho, Saxton, Broaden. (1990) Nutritional and environmental factors involved in the eggshell quality of laying hens. British Poultry Science, 33(1), 781-794.

Grizzle, J., Zablah, A., Brown, T., & Mowen, J. (2009). Employee customer orientation in context: how the environment moderates the influence of customer orientation on performance outcomes. Journal of Applied Psychology, 94(5), 1227–42.

Harrington, B. (2001). Organizational performance and corporate social capital: a contingency model. In S. M. Gabbay. & Leenders, R. (Orgs.). Research in the sociology of organizations: the social capital of organizations (Vol.18, n.1). Oxford-UK: Elsevier Science.

Hughes, D. E., Le Bon, J., & Rapp, A. (2012). Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills. Journal of the Academy of Marketing Science, 41 (1), 91–110.

Jaworski, B. J., MacInnis, D. J., & Kohli, A. (2002). Generating competitive intelligence in organizations. Journal of Market-Focused Management, 5(4), 279–307.

Jovanovic, B. (1982). Selection and the evolution of industry, Econometrica, 50(3), 649–70.

Mariadoss, B. J., Milewicz, C., Lee, S., & Sahaym, A. (2014). Salesperson´s competitive intelligence and performance: the role of product knowledge and sales force automation usage. Industrial Marketing Management, 43(1), 136–145.

Mattos, J., & Guimarães, L. (2005). Gestão da tecnologia e informação: uma abordagem prática. São Paulo: Editora Saraiva.

Murphy, C. (2006). Competitive intelligence: what corporate documents can tell you. Business. Information Review, 23(1), 35-42.

Nahapiet, J., & Ghoshal, S. (1998). Social capital, intellectual capital, and the organizational advantage. Academy of Management Review, 23(2), 242-266.

Peyrot, M., Childs, N., Van Doren, D., & Allen, K. (2002). An empirically-based model of competitor intelligence use. Journal of Business Research, 55(9), 747–758.

Piercy, N. F., Cravens, D. W. & Morgan, N. A. (1999). Relationships between sales management control, territory design, salesforce performance and sales organization effectiveness”. British Journal of Management, 10(1), 95-111.

Plank, R.E., & Greene, J.N. (1996). Personal construct psychology and personal selling performance. European Journal of Marketing, 30(7), 25-48.

Pozzebon, M., Freitas, H. M. R., & Petrini, M. (1997). Pela integração da inteligência competitiva nos Enterprise Information Systems (EIS). Ciência da Informação, 26(3), 243-254.

Prescott, J., & Miller, S. (2002). Inteligência competitiva na prática: técnicas e práticas bem sucedidas para conquistar mercados. Rio de Janeiro: Editora Campos.

Prescott, J. E., & Gibbons, P. T. (1993). Global competitive intelligence: an overview. In J. E. Prescott, & P. T. Gibbons. (Eds.). Global perspectives on competitive intelligence. Alexandria, VA: Society of competitive intelligence professionals.

Procópio, M. L. (2012). Administração e valores: em busca de novos caminhos para a compreensão do comportamento administrativo. Revista Eletrônica de Ciência Administrativa, 11(2), 233-254.

Putnam, R. (1995). Bowling alone: America’s declining social capital. Journal of Democracy, 6(1), 65-78.

Rapp, A., Agnihotri, R., & Baker, T. L. (2011). Conceptualizing salesperson competitive intelligence: an individual-level perspective. Journal of Personal Selling & Sales Management, 31(2), 141–155.

Rapp, A., Ahearne, M., Mathieu, J., & Schillewaert, N. (2006). The impact of knowledge and empowerment on working smart and working hard: the moderating role of experience. International Journal of Research in Marketing, 23(1), 279–293.

Santiago, A., & Tassigny, M. (2010). Capital Social e desenvolvimento local: perspectivas de combate à pobreza nos países periféricos e de fortalecimento das instituições democráticas. In Anais do XIX Encontro Nacional do CONPEDI 2010, Fortaleza,CE, Brasil, 19.

Seevers, M. T., Skinner, S. J., & Dahlstrom, R. (2010) Performance implications of a retail purchasing network: the role of social capital. Journal of Retailing, 86(4),356–367.

Sinkula, J. M. (1994). Market information processing and organizational learning. Journal of Marketing, 58(1), 35 – 45.

Sirmon, D. G., & Hitt, M. A. (2003). Managing resources: linking unique resources, management, and wealth creation in family firms. Entrepreneurship. Theory and Practice, 27(4), 339-358.

Sniezek, J., & Henry, R. (1989). Accuracy and confidence in group judgment. Organizational Behavior and Human Decision Processes, 43(1), 1–28.

Son, B. G., Hillmer, K. C., & Roden, S. A. (2016). Dyadic perspective on retailer-supplier relationships through the lens of social capital. International Journal of Production Economics, 178(1), 120–131.

Sujan, H., Weitz, B. A., & Kumar, N. (1994). Learning orientation, working smart, and effective selling. Journal of Marketing, 58(3), 39-52.

Van Knippenberg, D., De Dreu, C., & Homan, A. (2004). Work group diversity and group performance: an integrative model and research agenda. Journal of Applied Psychology, 89(6), 1008–1022.

Vieira, V., Silva, J., & Negreiros, L. (2019). When the alignment of salesforce control system improves salespeople’s self-efficacy and sales efficiency. In Anais do XLIII Encontro da ANPAD, São Paulo, Sp, Brasil, 43.

Weitz, B. A. (1981). Effectiveness in sales interactions: a contingency framework. Journal of Marketing, 45(2), 85–103.

White, J. C., Varadarajan, P., & Dacin, P. (2003). Market situation interpretation and response: the role of cognitive style, organizational culture, and information use. Journal of Marketing, 67(2), 63–79.

Zallocco, R., Pullins, E. B., & Mallin, M. L. (2009). A re-examination of B2B sales performance. Journal of Business & Industrial Marketing, 24(8), 598-610.




Creative Commons License
This work is licensed under a Creative Commons Attribution 4.0 International License.