Sales organization effectiveness in Indonesia life insurance industry : moderating role of salesforce automation

Sales organization effectiveness is a crucial factor of a successful company performance that can be enhanced by having an effective salesforce and technology. The present study was designed to examine the relationship between salesforce management, sales management control strategy, salesforce char...

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Main Author:	Syahputra,
Format:	Thesis
Language:	eng eng
Published:	2017
Subjects:	HF5001-6182 Business
Online Access:	https://etd.uum.edu.my/7368/1/s94962_01.pdf https://etd.uum.edu.my/7368/2/s94962_02.pdf
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id	my-uum-etd.7368
record_format	uketd_dc
institution	Universiti Utara Malaysia
collection	UUM ETD
language	eng eng
advisor	Othman, Abdul Rahim Abdul Rahman, Maria
topic	HF5001-6182 Business
spellingShingle	HF5001-6182 Business Syahputra, , Sales organization effectiveness in Indonesia life insurance industry : moderating role of salesforce automation
description	Sales organization effectiveness is a crucial factor of a successful company performance that can be enhanced by having an effective salesforce and technology. The present study was designed to examine the relationship between salesforce management, sales management control strategy, salesforce characteristics and sales organization effectiveness with salesforce automation as a moderating variable. The study was carried-out in life insurance companies in Indonesia. The study used the agency theory and the contingency theory to determine sales organization effectiveness. The quantitative approach was mainly used in this study. In order to achieve the main objectives of this study, data were collected from sales managers of life insurance in Indonesia. Hierarchical regression analysis was then conducted to examine the moderating effects of the salesforce automation on the relationship between salesforce management, sales management control strategy, salesforce characteristics and sales organization effectiveness. The results of the regression analysis revealed that salesforce performance, sales management control strategy and salesforce characteristics were positively associated with sales organization effectiveness. Moreover, the findings showed that salesforce performance, sales management control strategy and salesforce characteristics had a stronger effect on sales organization effectiveness. Furthermore, the results also showed that salesforce automation plays an important role in moderating the relationship between sales management control strategy and sales organization effectiveness. However, salesforce automation did not moderate the relationship between salesforce performance and salesforce effectiveness on sales organization effectiveness respectively. The study may contribute to the body of knowledge on sales management. Furthermore, it would be beneficial to the Indonesian life insurance industry to manage their salesforce better and be more focused on sales technology.
format	Thesis
qualification_name	Ph.D.
qualification_level	Doctorate
author	Syahputra, ,
author_facet	Syahputra, ,
author_sort	Syahputra, ,
title	Sales organization effectiveness in Indonesia life insurance industry : moderating role of salesforce automation
title_short	Sales organization effectiveness in Indonesia life insurance industry : moderating role of salesforce automation
title_full	Sales organization effectiveness in Indonesia life insurance industry : moderating role of salesforce automation
title_fullStr	Sales organization effectiveness in Indonesia life insurance industry : moderating role of salesforce automation
title_full_unstemmed	Sales organization effectiveness in Indonesia life insurance industry : moderating role of salesforce automation
title_sort	sales organization effectiveness in indonesia life insurance industry : moderating role of salesforce automation
granting_institution	Universiti Utara Malaysia
granting_department	Othman Yeop Abdullah Graduate School of Business
publishDate	2017
url	https://etd.uum.edu.my/7368/1/s94962_01.pdf https://etd.uum.edu.my/7368/2/s94962_02.pdf
_version_	1747828206772158464
spelling	my-uum-etd.73682021-08-18T07:52:56Z Sales organization effectiveness in Indonesia life insurance industry : moderating role of salesforce automation 2017 Syahputra, , Othman, Abdul Rahim Abdul Rahman, Maria Othman Yeop Abdullah Graduate School of Business Othman Yeop Abdullah Graduate School of Business HF5001-6182 Business Sales organization effectiveness is a crucial factor of a successful company performance that can be enhanced by having an effective salesforce and technology. The present study was designed to examine the relationship between salesforce management, sales management control strategy, salesforce characteristics and sales organization effectiveness with salesforce automation as a moderating variable. The study was carried-out in life insurance companies in Indonesia. The study used the agency theory and the contingency theory to determine sales organization effectiveness. The quantitative approach was mainly used in this study. In order to achieve the main objectives of this study, data were collected from sales managers of life insurance in Indonesia. Hierarchical regression analysis was then conducted to examine the moderating effects of the salesforce automation on the relationship between salesforce management, sales management control strategy, salesforce characteristics and sales organization effectiveness. The results of the regression analysis revealed that salesforce performance, sales management control strategy and salesforce characteristics were positively associated with sales organization effectiveness. Moreover, the findings showed that salesforce performance, sales management control strategy and salesforce characteristics had a stronger effect on sales organization effectiveness. Furthermore, the results also showed that salesforce automation plays an important role in moderating the relationship between sales management control strategy and sales organization effectiveness. However, salesforce automation did not moderate the relationship between salesforce performance and salesforce effectiveness on sales organization effectiveness respectively. The study may contribute to the body of knowledge on sales management. Furthermore, it would be beneficial to the Indonesian life insurance industry to manage their salesforce better and be more focused on sales technology. 2017 Thesis https://etd.uum.edu.my/7368/ https://etd.uum.edu.my/7368/1/s94962_01.pdf text eng public https://etd.uum.edu.my/7368/2/s94962_02.pdf text eng public Ph.D. doctoral Universiti Utara Malaysia Aaker, D. A., Kumar, V., & Day, G. S. (2008). Marketing research. John Wiley & Sons. Abidin, Z. (2011). Efficiency of Non-Life Insurance in Indonesia. Journal of Economics, Business and Accountancy Ventura, 14(3), 197-202. Adnan, A. (2013). What shapes Ethical Behavior of Sales Team? 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