49
Views
0
CrossRef citations to date
0
Altmetric
Research Article

An FsQCA Exploration of Multiple Paths to Sales Performance: Evidence from China

, ORCID Icon, &

References

  • Altenburg, T., A. Hampel-Milagrosa, and M. Loewe. 2016. A decade on: How relevant is the regulatory environment for micro and small enterprise upgrading after all? European Journal of Development Research 49 (2):457–75. doi:10.1057/s41287-016-0010-2.
  • Amabile, T. 1997. Motivating creativity in organizations: On doing what you love and loving what you do. California Management Review 40 (1):39–58. doi:10.2307/41165921.
  • Amabile, T. M. 2018. Creativity in context: Update to the social psychology of creativity. London: Routledge.
  • Bandura, A., and R. H. Walters. 1977. Social learning theory. Englewood Cliffs, NJ: Prentice Hall.
  • Blair, K., H. Jonathan, T. Broderick, D. M. Hardesty, and Z. A. Ricardo. 2021. Emotional calibration and salesperson performance. Journal of Marketing 85 (6):141–61. doi:10.1177/0022242921999603.
  • Douglas, E., D. Shepherd, and C. Prentice. 2020. Using fuzzy-set qualitative comparative analysis for a finer-grained understanding of entrepreneurship. Journal of Business Venturing 35 (1):105970. doi:10.1016/j.jbusvent.2019.105970.
  • Epler, R. T., and M. P. Leach. 2021. An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic. Industrial Marketing Management 95:114–27. doi:10.1016/j.indmarman.2021.04.002.
  • Estevão, J., J. Dias Lopes, D. Penela, and J. Soares. 2019. The doing business ranking and the GDP. A qualitative study. Journal of Business Research 115:435–42. doi:10.1016/j.jbusres.2019.11.067.
  • Fiss, P. 2011. Building better causal theories: A fuzzy set approach to typologies in organization research. Academy of Management Journal 54 (2):393–420. doi:10.5465/amj.2011.60263120.
  • Furnari, S., D. Crilly, V. Misangyi, T. Greckhamer, P. Fiss, and R. Aguilera. 2020. Capturing causal complexity: Heuristics for configurational theorizing. Academy of Management Review. doi:10.2139/ssrn.4158028.
  • Gerich, J., and C. Weber. 2020. The ambivalent appraisal of job demands and the moderating role of job control and social support for burnout and job satisfaction. Social Indicators Research 148 (1):251–80. doi:10.1007/s11205-019-02195-9.
  • Gligor, D., S. Bozkurt, and I. Russo. 2019. Achieving customer engagement with social media: A qualitative comparative analysis approach. Journal of Business Research 101:59–69. doi:10.1016/j.jbusres.2019.04.006.
  • Good, V., D. Hughes, and A. Labrecque. 2021. Understanding and motivating salesperson resilience. Marketing Letters 32 (2):1–13. doi:10.1007/s11002-020-09552-6.
  • Habel, J., S. Alavi, and K. Linsenmayer. 2021. Variable compensation and salesperson health. Journal of Marketing 85 (3):130–49. doi:10.1177/0022242921993195.
  • He, P., T. Wu, H. Zhao, and Y. Yang. 2019. How to motivate employees for sustained innovation behaviour in job stressors? A cross-level analysis of organizational innovation climate. International Journal of Environmental Research and Public Health 16 (23):4608. doi:10.3390/ijerph16234608.
  • Hu, H., S. Chuang, and S. Lin. 2021. How adaptive selling behaviour influences performance: Complementary roles of salespeople skills and service leadership. International Journal of Technology and Human Interaction 17 (1):75–89. doi:10.4018/IJTHI.2021010105.
  • Hu, M., M. Zhang, and N. Luo. 2016. Understanding participation on video sharing communities: The role of self-construal and community interactivity. Computers in Human Behaviour 62:105–15. doi:10.1016/j.chb.2016.03.077.
  • Itani, O. S., E. A. Goad, and F. Jaramillo. 2019. Building customer relationships while achieving sales performance results: Is listening the holy grail of sales? Journal of Business Research 102:120–30. doi:10.1016/j.jbusres.2019.04.048.
  • Johannes, H., A. Sascha, and L. Kim. 2021. Variable compensation and salesperson health. Journal of Marketing 85 (3):130–49. doi:10.1177/0022242921993195.
  • Johns, L., and R. Wellhausen. 2021. The price of doing business: Why replaceable foreign firms get worse government treatment. Economics & Politics 33 (2):209–43. doi:10.1111/ecpo.12172.
  • Kang, K., J. Lu, L. Guo, and J. Zhao. 2020. How to improve customer engagement: A comparison of playing games on personal computers and on mobile phones. Journal of Theoretical & Applied Electronic Commerce Research 15 (2):76–92. doi:10.4067/S0718-18762020000200106.
  • Kim, R., B. Matt, and W. Stuart. 2021. Reciprocal causation and the effect of environmental determinants upon the technology beliefs and practice of career-change pre-service teachers. Technology, Pedagogy & Education 30 (2):323–44. doi:10.1080/1475939X.2021.1879925.
  • Kumar, S., S. Sahoo, W. M. Lim, S. Kraus, and U. Bamel. 2022. Fuzzy-set qualitative comparative analysis (fsQCA) in business and management research: A contemporary overview. Technological Forecasting and Social Change 178:121599. doi:10.1016/j.techfore.2022.121599.
  • Lepine, M., W. Boswell, M. Roehling, and J. Boudreau. 2000. An empirical examination of self-reported work stress among U.S. managers. Journal of Applied Psychology 85 (1):65–74. doi:10.1037/0021-9010.85.1.65.
  • Li, M., W. Huang, C. Zhang, and Z. Yang. 2019. How union participation influences union commitment and job involvement. Employee Relations: The International Journal 41 (6):1348–63. doi:10.1108/ER-06-2018-0170.
  • Locander, D. A., J. A. Locander, and F. J. Weinberg. 2020. How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective. Journal of Business Research 118 (1):452–62. doi:10.1016/j.jbusres.2020.07.013.
  • Lou, C., and G. Zhang. 2018. Research on the construction of business environment assessment framework based on the subjective perception of the market subject: A review of business environment assessment model of the World Bank (in Chinese). Contemporary Economy and Management 40 (6):60–68.
  • Mangus, S., E. Jones, J. A. Folse, and S. Sridhar. 2020. The interplay between business and personal trust on relationship performance in conditions of market turbulence. Journal of the Academy of Marketing Science 48 (6):1–18. doi:10.1007/s11747-020-00722-6.
  • Mayberry, R., J. S. Boles, and N. Donthu. 2018. An escalation of commitment perspective on allocation-of-effort decisions in professional selling. Journal of the Academy of Marketing Science 46 (5):879–94. doi:10.1007/s11747-018-0591-8.
  • Menges, J., D. Tussing, A. Wihler, and A. Grant. 2017. When job performance is all relative: How family motivation energizes effort and compensates for intrinsic motivation. Academy of Management Journal 60 (2):695–719. doi:10.5465/amj.2014.0898.
  • Miranda, S., P. Tavares, and R. Queiró. 2017. Perceived service quality and customer satisfaction: A fuzzy set QCA approach in the railway sector. Journal of Business Research 89 (1):371–77. doi:10.1016/j.jbusres.2017.12.040.
  • Pangarkar, A., V. Arora, and Y. Shukla. 2022. Exploring phygital omnichannel luxury retailing for immersive customer experience: The role of rapport and social engagement. Journal of Retailing and Consumer Services 68:103001. doi:10.1016/j.jretconser.2022.103001.
  • Pappas, I. O., and A. G. Woodside. 2021. Fuzzy-set Qualitative Comparative Analysis (FsQCA): Guidelines for research practice in Information Systems and marketing. International Journal of Information Management 58:102310. doi:10.1016/j.ijinfomgt.2021.102310.
  • Rabbia, Z., A. Ghulam, R. Maryam, A. Muhammad, H. Qandeel, and A. M. Farhan. 2022. So hard to say goodbye: Impact of punitive supervision on turnover intention. Total Quality Management & Business Excellence 33 (5–6):614–36. doi:10.1080/14783363.2021.1882844.
  • Ragin, C. C. 2008. Redesigning social inquiry: Fuzzy sets and beyond. Chicago, IL: University of Chicago Press.
  • “Research on Evaluation of Doing Business in Chinese Cities” Research Group. 2021. Theoretical logic, comparative analysis, and the countermeasures of doing business assessment in Chinese cities. Management World 37 (5):98–112. in Chinese.
  • Rodell, J., and T. Judge. 2009. Can good stressors spark bad behaviours? The mediating role of emotions in links of challenge and hindrance stressors with citizenship and counterproductive behaviours. Journal of Applied Psychology 94 (6):1438–51. doi:10.1037/a0016752.
  • Schneider, C. Q., and C. Wagemann. 2012. Set-theoretic methods for the social sciences: A guide to qualitative comparative analysis. Cambridge: Cambridge University Press.
  • Schrock, W. A., D. E. Hughes, Y. Zhao, C. Voorhees, and J. R. Hollenbeck. 2021. Self-oriented competitiveness in salespeople: Sales management implications. Journal of the Academy of Marketing Science 49 (6):1–21. doi:10.1007/s11747-021-00792-0.
  • Scott, S. G., and R. A. Bruce. 1994. Determinants of innovative behaviour: A path model of individual innovation in the workplace. Academy of Management Journal 37 (3):580–607. doi:10.2307/256701.
  • Spiro, R. L., and B. A. Weitz. 1990. Adaptive selling: Conceptualization, measurement, and nomological validity. Journal of Marketing Research 27 (1):61–69. doi:10.1177/002224379002700106.
  • Sujan, H., B. Weitz, and N. Kumar. 1994. Learning orientation, working smart, and effective selling. Journal of Marketing 58 (3):39–52. doi:10.1177/002224299405800303.
  • Tariq, H., and D. Ding. 2018. Why am I still doing this job? The examination of family motivation on employees’ work behaviours under abusive supervision. Personnel Review 47 (2):378–402. doi:10.1108/PR-07-2016-0162.
  • Tuan, L. T. 2020. Can sales leaders with humility create adaptive retail salespersons? Psychology & Marketing 37 (9):1291–315. doi:10.1002/mar.21365.
  • Urry, J. 2005. The complexity turn. Theory, Culture & Society 22 (5):1–14. doi:10.1177/0263276405057188.
  • Verbeke, W., B. Dietz, and E. Verwaal. 2011. Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers? Journal of the Academy of Marketing Science 39 (3):407–28. doi:10.1007/s11747-010-0211-8.
  • Wang, G., and R. G. Netemeyer. 2004. Salesperson creative performance: Conceptualization, measurement, and nomological validity. Journal of Business Research 57 (8):805–12. doi:10.1016/S0148-2963(02)00483-6.
  • Webster, J., T. Beehr, and K. Love. 2011. Extending the challenge-hindrance model of occupational stress: The role of appraisal. Journal of Vocational Behaviour 79 (2):505–16. doi:10.1016/j.jvb.2011.02.001.
  • Weitz, B. A., H. Sujan, and M. Sujan. 1986. Knowledge, motivation, and adaptive behaviour: A framework for improving selling effectiveness. Journal of Marketing 50 (4):174–91. doi:10.1177/002224298605000404.
  • Yang, F., R. Chu, Y. Cai, and Z. Chen. 2022. Breadwinning: Migrant workers’ family motivation in facing life-threatening events and its performance implications. Journal of Business Research 150:491–502. doi:10.1016/j.jbusres.2022.06.038.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.