Managing Sales Teams in a Virtual Environment

Rapp, A., Ahearne, M., Mathieu, J.E., & Rapp, T.L. (2010). Managing sales teams in a virtual environment. International Journal of Research in Marketing, 27, 213-224, DOI/10.1016/j.ijresmar.2010.02.003

Posted: 2 Aug 2018

See all articles by Adam Rapp

Adam Rapp

Independent

Michael Ahearne

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

John Mathieu

University of Connecticut - Department of Management

Tammy Rapp

Ohio University

Date Written: Sept 1, 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: Teams, Leadership, Empowerment, Virtual Teams, Performance

Suggested Citation

Rapp, Adam and Ahearne, Michael and Mathieu, John and Rapp, Tammy, Managing Sales Teams in a Virtual Environment (Sept 1, 2010). Rapp, A., Ahearne, M., Mathieu, J.E., & Rapp, T.L. (2010). Managing sales teams in a virtual environment. International Journal of Research in Marketing, 27, 213-224, DOI/10.1016/j.ijresmar.2010.02.003, Available at SSRN: https://ssrn.com/abstract=3213602

Adam Rapp

Independent ( email )

Michael Ahearne

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 (Contact Author)

Ohio University ( email )

Athens, OH 45701-2979
United States

HOME PAGE: http://https://business.ohio.edu/about/faculty-staff/rapp-tammy/

Here is the Coronavirus
related research on SSRN

Paper statistics

Abstract Views
192
PlumX Metrics