Managing Sales Teams in a Virtual Environment

International Journal of Research in Marketing, Forthcoming

45 Pages Posted: 6 Apr 2010 Last revised: 19 Jun 2014

See all articles by Adam Rapp

Adam Rapp

Clemson University - Department of Marketing

Michael Ahearne

University of Houston - C.T. Bauer College of Business

John Mathieu

University of Connecticut - Department of Management

Tammy Rapp

University of Connecticut - Department of Management

Date Written: March 31, 2010

Abstract

We investigate the linear and interactive influences of leader-empowering behaviors, team experience, and the degree of virtuality on team planning processes and performance among virtual sales teams. Collecting data across three separate time periods with 218 pharmaceutical sales teams, our results indicate that empowering leadership improves team planning processes and is moderated by the team’s experience. Interestingly, it seems that, as teams gain more experience, they are less likely to engage in effective planning; however, these effects are attenuated as the team becomes more virtual in nature. Our findings have relevance for sales managers and salespeople in terms of leveraging team processes to influence performance as well as in terms of presenting the issues associated with virtual means of interaction.

Keywords: sales, virtual teams, team processes, virtuality, empowerment, experience, team performance

JEL Classification: M30, O30

Suggested Citation

Rapp, Adam and Ahearne, Michael and Mathieu, John and Rapp, Tammy, Managing Sales Teams in a Virtual Environment (March 31, 2010). International Journal of Research in Marketing, Forthcoming. Available at SSRN: https://ssrn.com/abstract=1582465

Adam Rapp

Clemson University - Department of Marketing ( email )

United States

Michael Ahearne (Contact Author)

University of Houston - C.T. Bauer College of Business ( email )

334 Melcher Hall
Houston, TX 77204-6021
United States
713-743-4155 (Phone)
713-743-4572 (Fax)

HOME PAGE: http://www.bauer.uh.edu/Directory/profile.asp?firstname=Michael&lastname=Ahearne

John Mathieu

University of Connecticut - Department of Management ( email )

Storrs, CT 06269-1041
United States

Tammy Rapp

University of Connecticut - Department of Management ( email )

Storrs, CT 06269-1041
United States

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