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.

Revisiting the relationship between marketing capabilities and firm performance: The moderating role of market orientation, marketing strategy and organisational power

This paper extends original insights of resource-advantage theory (Hunt & Morgan, 1995) to a specific analysis of the moderators of the capabilities-performance relationship such as market orientation, marketing strategy and organizational power. Using established measures and a representative sample of UK firms drawn from Verhoef and Leeflang’s data (2009), our study tests new hypotheses to explain how different types of marketing capabilities contribute to firm performance. The application of resource-advantage theory advances theorising on both marketing and organisational antecedents of firm performance and the causal mechanisms by which competitive advantage is generated.

Invited lectures from a spatial orientation symposium in honor of Frederick Guedry, Day 2

This report contains the invited lectures from day 2 of a Spatial Orientation Symposium in honor of the late Dr. Frederick Guedry, held at the Institute of Human and Machine Cognition (IHMC) in Pensacola, Florida in November of 2010. The conference was sponsored by the Coalition Warfare Program of the Office of the Under Secretary of Defense for Acquisition, Technology, and Logistics. It was organized by Drs. Angus Rupert and Ben Lawson (USAARL) and hosted by Drs. Anil Raj and Ken Ford (IHMC). The lectures from day 1 are in Lawson et al., 2014. Day 2 includes lectures by Drs. Scott, Ben Lawson, Angus Rupert, Owen Black, Karen Atkins, Kim Gottshall, Anil Raj, and Måns Magnusson. The lectures focus on the structure, function and reflexes of the vestibular system, orientation perceptions, motion sickness, adaptation, and rehabilitation. This report also features banquet talks given by Drs. Lawson and Rupert, in which they honor Dr. Fred Guedry. Also featured is an interview with Dr. Guedry, conducted by a Navy historian, in which the reader can catch a glimpse into Dr. Guedry's wartime experiences and early days as a researcher.