They know what the customer wants! Proposal and validation of a scale to evaluate the sales force integration into the product development process
Autor(a) principal: | |
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Data de Publicação: | 2019 |
Outros Autores: | |
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. |
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REMark - Revista Brasileira de Marketing |
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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 |