The value of the sales function: A multilevel examination of the effect of strategic marketing ambidexterity and industry contingencies
研究了企业战略营销双元性（SMA）和行业环境如何影响销售职能的相对薪酬水平，基于法国B2B制造企业的面板数据，发现SMA的两个维度（创新性和营销资源禀赋）对销售薪酬有相反影响，且行业条件会调节这种关系。
This paper investigates the effect of firm strategic marketing ambidexterity (SMA) and industry contingencies on the sales function’s relative compensation level within organizations. It draws on longitudinal secondary panel data from two different sources, based on a sample of all business-to-business manufacturing firms with more than 100 salespeople in France across several years, and perform a hierarchical linear model (HLM) analysis. The model, tested on multilevel data, shows that SMA and its interaction with industry munificence and dynamism are significant determinants of the relative compensation of the sales function (RCSF). Results show that innovativeness and marketing resource endowment (two dimensions of SMA) have opposite effects on RCSF. Additionally, different industry contingencies—industry munificence, dynamism, and competitiveness—interact differently with SMA when explaining RCSF. This study highlights the relevance of the sales function in firms’ pay practices and advances the understanding of variations in RCSF.