Journal of Information Technology Applications and Management

Korea Data Strategy Society (한국데이터전략학회)
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A Study on the Factors Affecting the Sales Performance of Business Software Salespersons

기업용 소프트웨어 영업 인력 영업 성과의 영향 요인에 관한 연구

  • Yeon, Kyu Seo (Dept. of MIS, Dongguk University-Seoul Campus) ;
  • Hwang, K.T. (Dept. of MIS, Dongguk University-Seoul Campus)
  • Received : 2016.05.02
  • Accepted : 2016.06.24
  • Published : 2016.06.30
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Abstract

This study identifies and validates the factors that affect sales performance of salespersons in the business software industry. In the study, in order to measure the dependent variable (performance of the salesperson) more comprehensively, multiple items are utilized and both outcome and behavior indicators are used. Independent variables are identified based on the classification of Verbeke et al. [(2011] including sales related knowledge, degree of adaptiveness, role ambiguity, and work engagement. Results of the hypotheses testing show that 'sales related knowledge' and 'work engagement' are statistically significant factors, but 'degree of adaptiveness' and 'role ambiguity' are not. This study has a few limitations and future research direction to overcome the limitation is suggested : use of both perceptions of the salesperson and objective measures in measuring the related variables; study including cognitive ability; analyses of the factors across various types of software companies; and analyses of the factors on the team level.

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