Influence of sales support technologies on salesperson performance: A study of interpersonal and intrapersonal mediators

Influence des technologies d’aide à la vente sur les performances du commercial: étude des médiateurs interpersonnels et intrapersonnels

Romain Franck and Maud Dampérat (maud.damperat@gmail.com)
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Romain Franck: COACTIS - COnception de l'ACTIon en Situation - UL2 - Université Lumière - Lyon 2 - UJM - Université Jean Monnet - Saint-Étienne, UJM - Université Jean Monnet - Saint-Étienne
Maud Dampérat: UL2 - Université Lumière - Lyon 2, COACTIS - COnception de l'ACTIon en Situation - UL2 - Université Lumière - Lyon 2 - UJM - Université Jean Monnet - Saint-Étienne

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Abstract: This paper investigates the influence of the use of sales enablement technologies on the performance of the B2B salesperson, due to their growing importance and discussed effects. We examine the underlying mediating mechanisms between the use of sales enablement technologies and salesperson outcomes (i.e., job satisfaction and salesperson performance). Based on a sample of 196 B2B salespeople, our results validate the existence of a direct effect between the use of sales enablement technologies and the salesperson's performance, as well as the existence of indirect effects (1) via interpersonal mediators, i.e. successively adaptive selling behavior and relationship quality, and also (2) via intrapersonal mediators, i.e. successively role overload and the risk of salesperson burnout. The results also show the positive influence of job satisfaction on the salesperson's performance, and vice versa.

Keywords: sales support technologies; Burnout; adaptive selling behavior; relationship quality; sales performance; job satisfaction; use of sales support technologies (search for similar items in EconPapers)
Date: 2023-10-11
Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-04159504
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Published in Recherche et Applications en Marketing (French Edition), 2023, 37 (4), pp.63-92. ⟨10.1177/07673701221117602⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-04159504

DOI: 10.1177/07673701221117602

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