The Role of Consensus in Sales Team Performance

Journal of Marketing Research, Vol. XLVI, 2009

49 Pages Posted: 6 Apr 2010

See all articles by Michael Ahearne

Michael Ahearne

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

Scott B. MacKenzie

Indiana University - Kelley School of Business - Department of Marketing

Philip M. Podsakoff

Indiana University - Kelley School of Business - Management & Entrepreneurship

John Mathieu

University of Connecticut - Department of Management

Son K. Lam

University of Georgia - Department of Marketing

Date Written: 2009

Abstract

While team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, we propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team effectiveness. Using survey and archival data from a sample of 185 pharmaceutical sales teams, we found that high team consensus of team-level leader empowerment behaviors (LEBs) and team interpersonal climate quality enhances team potency given high LEBs, but weakens team potency given low LEBs. Team potency in turn translates into sales team performance through both team extra-role (helping behavior) and in-role behavior (team effort). Implications of these findings are discussed.

Keywords: team selling, team consensus, empowerment, pharmaceutical selling

JEL Classification: M30

Suggested Citation

Ahearne, Michael and MacKenzie, Scott B. and Podsakoff, Philip M. and Mathieu, John and Lam, Son K., The Role of Consensus in Sales Team Performance (2009). Journal of Marketing Research, Vol. XLVI, 2009. Available at SSRN: https://ssrn.com/abstract=1584702

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

Scott B. MacKenzie

Indiana University - Kelley School of Business - Department of Marketing ( email )

Kelley School of Business
Bloomington, IN 47405
United States

Philip M. Podsakoff

Indiana University - Kelley School of Business - Management & Entrepreneurship ( email )

Bloomington, IN 47405
United States

John Mathieu

University of Connecticut - Department of Management ( email )

Storrs, CT 06269-1041
United States

Son K. Lam

University of Georgia - Department of Marketing ( email )

GA
United States

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