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How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market

Research output: Contribution to Journal/Magazine › Journal article › peer-review

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How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market. / Hultman, Magnus; Boso, Nathaniel; Yeboah-Banin, Abina et al.
In: European Management Review, Vol. 19, No. 3, 17.06.2022, p. 417-435.

Research output: Contribution to Journal/Magazine › Journal article › peer-review

Harvard

Hultman, M, Boso, N, Yeboah-Banin, A, Hodgkinson, IR, Souchon, A, Nemkova, E & Hughes, P 2022, 'How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market', European Management Review, vol. 19, no. 3, pp. 417-435. https://doi.org/10.1111/emre.12535

APA

Hultman, M., Boso, N., Yeboah-Banin, A., Hodgkinson, I. R., Souchon, A., Nemkova, E., & Hughes, P. (2022). How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market. European Management Review, 19(3), 417-435. https://doi.org/10.1111/emre.12535

Vancouver

Hultman M, Boso N, Yeboah-Banin A, Hodgkinson IR, Souchon A, Nemkova E et al. How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market. European Management Review. 2022 Jun 17;19(3):417-435. doi: 10.1111/emre.12535

Author

Hultman, Magnus ; Boso, Nathaniel ; Yeboah-Banin, Abina et al. / How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market. In: European Management Review. 2022 ; Vol. 19, No. 3. pp. 417-435.

Bibtex

@article{426dc98ad8474bb4a8e947b39104228d,
title = "How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market",
abstract = "This study develops and tests arguments that improvisation is not universal in its benefits for the firm, but rather its multidimensional characteristics (action-orientation, creativity, and spontaneity) hold differential performance effects. The study further examines whether these relationships are contingent upon individual agency and self-efficacy. Drawing on primary data from industrial sales account managers in Ghana, the study finds that an increasing level of action-orientation is associated with decreases in perceived sales performance and the decrease in performance is more pronounced under conditions of stronger sense of agency and self-efficacy. Similarly, an increasing level of creativity is associated with decreases in perceived sales performance when agency is stronger. However, an increasing level of spontaneity is associated with increases in performance and this increase is strengthened under conditions of stronger sense of self-efficacy. The study concludes that the effect of strategic improvisation on sales performance outcome within the context of an emerging economy (such as Ghana) is more nuanced than established improvisation literature suggests.",
keywords = "action-orientation, agency, creativity, emerging economy, improvisation, perceived sales performance, self-efficacy, spontaneity",
author = "Magnus Hultman and Nathaniel Boso and Abina Yeboah-Banin and Hodgkinson, {Ian R.} and Anne Souchon and Ekaterina Nemkova and Paul Hughes",
year = "2022",
month = jun,
day = "17",
doi = "10.1111/emre.12535",
language = "English",
volume = "19",
pages = "417--435",
journal = "European Management Review",
issn = "1740-4754",
publisher = "Wiley-Blackwell",
number = "3",

}

RIS

TY - JOUR

T1 - How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market

AU - Hultman, Magnus

AU - Boso, Nathaniel

AU - Yeboah-Banin, Abina

AU - Hodgkinson, Ian R.

AU - Souchon, Anne

AU - Nemkova, Ekaterina

AU - Hughes, Paul

PY - 2022/6/17

Y1 - 2022/6/17

N2 - This study develops and tests arguments that improvisation is not universal in its benefits for the firm, but rather its multidimensional characteristics (action-orientation, creativity, and spontaneity) hold differential performance effects. The study further examines whether these relationships are contingent upon individual agency and self-efficacy. Drawing on primary data from industrial sales account managers in Ghana, the study finds that an increasing level of action-orientation is associated with decreases in perceived sales performance and the decrease in performance is more pronounced under conditions of stronger sense of agency and self-efficacy. Similarly, an increasing level of creativity is associated with decreases in perceived sales performance when agency is stronger. However, an increasing level of spontaneity is associated with increases in performance and this increase is strengthened under conditions of stronger sense of self-efficacy. The study concludes that the effect of strategic improvisation on sales performance outcome within the context of an emerging economy (such as Ghana) is more nuanced than established improvisation literature suggests.

AB - This study develops and tests arguments that improvisation is not universal in its benefits for the firm, but rather its multidimensional characteristics (action-orientation, creativity, and spontaneity) hold differential performance effects. The study further examines whether these relationships are contingent upon individual agency and self-efficacy. Drawing on primary data from industrial sales account managers in Ghana, the study finds that an increasing level of action-orientation is associated with decreases in perceived sales performance and the decrease in performance is more pronounced under conditions of stronger sense of agency and self-efficacy. Similarly, an increasing level of creativity is associated with decreases in perceived sales performance when agency is stronger. However, an increasing level of spontaneity is associated with increases in performance and this increase is strengthened under conditions of stronger sense of self-efficacy. The study concludes that the effect of strategic improvisation on sales performance outcome within the context of an emerging economy (such as Ghana) is more nuanced than established improvisation literature suggests.

KW - action-orientation

KW - agency

KW - creativity

KW - emerging economy

KW - improvisation

KW - perceived sales performance

KW - self-efficacy

KW - spontaneity

U2 - 10.1111/emre.12535

DO - 10.1111/emre.12535

M3 - Journal article

VL - 19

SP - 417

EP - 435

JO - European Management Review

JF - European Management Review

SN - 1740-4754

IS - 3

ER -