They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process

Detalhes bibliográficos
Autor(a) principal: Barrichello, Alcides
Data de Publicação: 2019
Outros Autores: Huertas, Melby Karina Zuniga
Tipo de documento: Artigo
Idioma: eng
por
Título da fonte: REMark - Revista Brasileira de Marketing
Texto Completo: https://periodicos.uninove.br/remark/article/view/13991
Resumo: Objective: To propose and test a scale to measure the salesperson’s integration into the product development process (PDP), considering the perspective of salespeople.Methodology: The data were collected through a survey applied to 258 salespeople from medical device industry and analyzed using exploratory and confirmatory factor analysis.Main results: The analysis of the scale’s psychometric properties was satisfactory, with good reliability and validity parameters.Contributions: The study provides an instrument for measuring salesperson’s integration into the PDP, considering the perspective of salespeople, since much of what is in the literature is based on managers and supervisors’ opinions. Also, the study can help organizations design PDPs that effectively integrate the salesperson, covering a range of meaningful information for the company, as well as helping to maintain employees with a broader view of sales activity.Relevance / originality: Lack of clarity regarding sales force integration into the PDP indicates that the salesperson may receive non-effective training, resources may be invested incorrectly, and worthy information may be lost simply because there is no understanding on the part of the salesperson that they are part of the product development process.
id RBM-1_138f4bceaffd86b2d0add6df4b329ac9
oai_identifier_str oai:https://periodicos.uninove.br:article/13991
network_acronym_str RBM-1
network_name_str REMark - Revista Brasileira de Marketing
repository_id_str
spelling They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development processEles sabem o que o cliente quer! Proposta e validação de uma escala para avaliar a integração da força de vendas ao processo de desenvolvimento de produtosSalesforce; Product development process; Salesman and product development; Salesforce and PDPForça de vendas; Processo de desenvolvimento de produtos; Vendedor e desenvolvimento de produto; Força de vendas e PDPObjective: To propose and test a scale to measure the salesperson’s integration into the product development process (PDP), considering the perspective of salespeople.Methodology: The data were collected through a survey applied to 258 salespeople from medical device industry and analyzed using exploratory and confirmatory factor analysis.Main results: The analysis of the scale’s psychometric properties was satisfactory, with good reliability and validity parameters.Contributions: The study provides an instrument for measuring salesperson’s integration into the PDP, considering the perspective of salespeople, since much of what is in the literature is based on managers and supervisors’ opinions. Also, the study can help organizations design PDPs that effectively integrate the salesperson, covering a range of meaningful information for the company, as well as helping to maintain employees with a broader view of sales activity.Relevance / originality: Lack of clarity regarding sales force integration into the PDP indicates that the salesperson may receive non-effective training, resources may be invested incorrectly, and worthy information may be lost simply because there is no understanding on the part of the salesperson that they are part of the product development process.Objetivo: Propor uma escala para mensurar a integração do vendedor ao Processo de Desenvolvimento de Produtos (PDP), considerando a perspectiva deste profissional.Metodologia: Por meio de técnicas de análise fatorial exploratória e confirmatória e estudos de validade foram analisados dados colhidos de 258 vendedores do segmento médico-hospitalar.Principais resultados: A escala desenvolvida apresentou propriedades psicométricas adequadas para a finalidade proposta, com bons parâmetros de confiabilidade e validade.Contribuições: Proposta de uma forma de mensuração da integração do vendedor ao PDP, segundo a perspectiva desse ator, uma vez que muito do que há na literatura se baseia na opinião de gerentes e supervisores. Paralelamente, o estudo poderá ajudar as organizações a projetar e implantar PDPs nos quais a integração do vendedor possa se dar de maneira efetiva, cobrindo uma gama de informações significativa para a empresa, assim como ajudá-la a manter funcionários com uma visão ampliada a respeito da atividade de vendas.Relevância / originalidade: A falta de clareza quanto à integração da força de vendas ao PDP, indica que o vendedor pode receber treinamentos que eventualmente sejam desperdiçados, recursos podem ser investidos nele incorretamente e informações muito ricas podem ser perdidas simplesmente porque não há entendimento por parte do profissional de vendas de que ele é um elemento integrante do processo.Universidade Nove de Julho - UninoveBarrichello, AlcidesHuertas, Melby Karina Zuniga2019-05-28info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionAvaliado por ParesPeer-reviewed Articleapplication/pdfapplication/pdfhttps://periodicos.uninove.br/remark/article/view/1399110.5585/remark.v18i1.3851ReMark - Revista Brasileira de Marketing; v. 18, n. 1 (2019): (jan./mar.); 86-1012177-5184reponame:REMark - Revista Brasileira de Marketinginstname:Universidade Nove de Julho (UNINOVE)instacron:RBMengporhttps://periodicos.uninove.br/remark/article/view/13991/6752https://periodicos.uninove.br/remark/article/view/13991/6753Direitos autorais 2019 Revista Brasileira de Marketing – Remarkhttps://creativecommons.org/licenses/by-nc-sa/4.0info:eu-repo/semantics/openAccess2022-01-18T16:20:20Zoai:https://periodicos.uninove.br:article/13991Revistahttps://periodicos.uninove.br/remarkPRIhttps://periodicos.uninove.br/remark/oaiclaudiaraac@uol.com.br || admin@revistabrasileiramarketing.org || admin@revistabrasileiramarketing.org2177-51842177-5184opendoar:2022-01-18T16:20:20REMark - Revista Brasileira de Marketing - Universidade Nove de Julho (UNINOVE)false
dc.title.none.fl_str_mv They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
Eles sabem o que o cliente quer! Proposta e validação de uma escala para avaliar a integração da força de vendas ao processo de desenvolvimento de produtos
title They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
spellingShingle They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
Barrichello, Alcides
Salesforce; Product development process; Salesman and product development; Salesforce and PDP
Força de vendas; Processo de desenvolvimento de produtos; Vendedor e desenvolvimento de produto; Força de vendas e PDP
title_short They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
title_full They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
title_fullStr They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
title_full_unstemmed They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
title_sort They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
author Barrichello, Alcides
author_facet Barrichello, Alcides
Huertas, Melby Karina Zuniga
author_role author
author2 Huertas, Melby Karina Zuniga
author2_role author
dc.contributor.none.fl_str_mv

dc.contributor.author.fl_str_mv Barrichello, Alcides
Huertas, Melby Karina Zuniga
dc.subject.por.fl_str_mv Salesforce; Product development process; Salesman and product development; Salesforce and PDP
Força de vendas; Processo de desenvolvimento de produtos; Vendedor e desenvolvimento de produto; Força de vendas e PDP
topic Salesforce; Product development process; Salesman and product development; Salesforce and PDP
Força de vendas; Processo de desenvolvimento de produtos; Vendedor e desenvolvimento de produto; Força de vendas e PDP
description Objective: To propose and test a scale to measure the salesperson’s integration into the product development process (PDP), considering the perspective of salespeople.Methodology: The data were collected through a survey applied to 258 salespeople from medical device industry and analyzed using exploratory and confirmatory factor analysis.Main results: The analysis of the scale’s psychometric properties was satisfactory, with good reliability and validity parameters.Contributions: The study provides an instrument for measuring salesperson’s integration into the PDP, considering the perspective of salespeople, since much of what is in the literature is based on managers and supervisors’ opinions. Also, the study can help organizations design PDPs that effectively integrate the salesperson, covering a range of meaningful information for the company, as well as helping to maintain employees with a broader view of sales activity.Relevance / originality: Lack of clarity regarding sales force integration into the PDP indicates that the salesperson may receive non-effective training, resources may be invested incorrectly, and worthy information may be lost simply because there is no understanding on the part of the salesperson that they are part of the product development process.
publishDate 2019
dc.date.none.fl_str_mv 2019-05-28
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
Avaliado por Pares
Peer-reviewed Article
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv https://periodicos.uninove.br/remark/article/view/13991
10.5585/remark.v18i1.3851
url https://periodicos.uninove.br/remark/article/view/13991
identifier_str_mv 10.5585/remark.v18i1.3851
dc.language.iso.fl_str_mv eng
por
language eng
por
dc.relation.none.fl_str_mv https://periodicos.uninove.br/remark/article/view/13991/6752
https://periodicos.uninove.br/remark/article/view/13991/6753
dc.rights.driver.fl_str_mv Direitos autorais 2019 Revista Brasileira de Marketing – Remark
https://creativecommons.org/licenses/by-nc-sa/4.0
info:eu-repo/semantics/openAccess
rights_invalid_str_mv Direitos autorais 2019 Revista Brasileira de Marketing – Remark
https://creativecommons.org/licenses/by-nc-sa/4.0
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
application/pdf
dc.publisher.none.fl_str_mv Universidade Nove de Julho - Uninove
publisher.none.fl_str_mv Universidade Nove de Julho - Uninove
dc.source.none.fl_str_mv ReMark - Revista Brasileira de Marketing; v. 18, n. 1 (2019): (jan./mar.); 86-101
2177-5184
reponame:REMark - Revista Brasileira de Marketing
instname:Universidade Nove de Julho (UNINOVE)
instacron:RBM
instname_str Universidade Nove de Julho (UNINOVE)
instacron_str RBM
institution RBM
reponame_str REMark - Revista Brasileira de Marketing
collection REMark - Revista Brasileira de Marketing
repository.name.fl_str_mv REMark - Revista Brasileira de Marketing - Universidade Nove de Julho (UNINOVE)
repository.mail.fl_str_mv claudiaraac@uol.com.br || admin@revistabrasileiramarketing.org || admin@revistabrasileiramarketing.org
_version_ 1799138641592713216