The Role of Organizational Culture and Management Strategies in Sales Employee Performance
Session
Management Business and Economics
Description
In today’s highly competitive economic environment, organizations encounter increasing challenges in managing human resources and sustaining high performance, particularly within the sales sector. This study examines the impact of organizational culture and management strategies on sales employees’ performance, aiming to provide a comprehensive understanding of the factors that drive motivation, engagement, and professional outcomes. A quantitative research design was employed, utilizing a structured questionnaire that combined closed-ended items with an open-ended question. This methodological approach allowed for the collection of robust statistical data to analyze the relationships between variables, while also capturing employees’ personal perceptions and experiences. The study offers both practical and academic contributions. For practitioners, the results deliver concrete recommendations for improving workplace climate, strengthening employee engagement, and adopting effective management strategies to enhance overall productivity. For scholars, the research enriches the literature by offering an in-depth analysis of the mechanisms underlying performance in the sales sector and by encouraging the development of innovative human resource management practices. By addressing the intersection of organizational culture, management strategy, and employee performance, this research provides valuable insights for leaders, professionals, and academics seeking to advance knowledge and practice in organizational performance improvement.
Keywords:
organizational culture, managerial strategies, employee performance, sales, distribution, quantitative methodology, human resource management
ISBN
978-9951-982-41-2
Location
UBT Lipjan, Kosovo
Start Date
25-10-2025 9:00 AM
End Date
26-10-2025 6:00 PM
DOI
10.33107/ubt-ic.2025.424
Recommended Citation
Feimi, Dorjana, "The Role of Organizational Culture and Management Strategies in Sales Employee Performance" (2025). UBT International Conference. 39.
https://knowledgecenter.ubt-uni.net/conference/2025UBTIC/MBE/39
The Role of Organizational Culture and Management Strategies in Sales Employee Performance
UBT Lipjan, Kosovo
In today’s highly competitive economic environment, organizations encounter increasing challenges in managing human resources and sustaining high performance, particularly within the sales sector. This study examines the impact of organizational culture and management strategies on sales employees’ performance, aiming to provide a comprehensive understanding of the factors that drive motivation, engagement, and professional outcomes. A quantitative research design was employed, utilizing a structured questionnaire that combined closed-ended items with an open-ended question. This methodological approach allowed for the collection of robust statistical data to analyze the relationships between variables, while also capturing employees’ personal perceptions and experiences. The study offers both practical and academic contributions. For practitioners, the results deliver concrete recommendations for improving workplace climate, strengthening employee engagement, and adopting effective management strategies to enhance overall productivity. For scholars, the research enriches the literature by offering an in-depth analysis of the mechanisms underlying performance in the sales sector and by encouraging the development of innovative human resource management practices. By addressing the intersection of organizational culture, management strategy, and employee performance, this research provides valuable insights for leaders, professionals, and academics seeking to advance knowledge and practice in organizational performance improvement.