An exploratory taxonomic study of IMP Group conference papers

The paper describes exploratory research into the nature of IMP conference papers with particular focus on content. A qualitative analysis of the proceedings of the 16th annual IMP conference is presented. The results provide insights into the diversity of academic thought that fuels the development of the IMP network and allows us to begin charting the development of knowledge structures within past IMP conferences. Of particular interest are, firstly, the tentative knowledge structure that emerges, secondly, the depth of analysis that emerges from using multi dimension coding and thirdly the utility of the process of successive categorisation.

Managing sales people strategically when promoting new products: Incorporating market orientation into a sales management control framework

Salespeople play a pivotal role in promoting new products. Therefore, managers need to know what control mechanism (i.e., output-based control, behavior-based control, or knowledge-based control) can improve their salespeople's new product sales performance. Furthermore, managers may be able to assist salespeople in performing better by having a strong market orientation. The literature has been inconsistent regarding the effects of sales management control mechanisms and has not yet incorporated market orientation into a sales management control framework. The current study surveyed 315 Taiwanese salespeople from publicly traded electronics companies with the aim of contributing to the sales management literature. The results show that sales management controls can directly affect salespeople's innovativeness, which, in turn, affects new product sales performance. However, sales management controls cannot affect performance directly. Furthermore, market orientation can positively moderate the relationship between salespeople's innovativeness and new product sales performance.