MEASUREMENT OF THE THRESHOLD VALUES OF SALES PERFORMANCE FACTORS: A FORMATIVE SCALE CONSTRUCTION IN ONYX

for Commercial Sale Not dated 12-May-2023 on .163.118.10 Purpose - Research has shown a requirement to create the performance measurement scale for the industry decision-makers to take an informed decision. This paper aims to construct and validate a newly created measurement scale's aspects, conditions, reliability and validity check. This research is deeply based on the practical aspects of the researchers and is not explored in many books and literature. Design/methodology/approach - A new scale building is in mind. This is exploratory research to identify the first the final sales performance determinants in IT/ITes companies through Factor Analysis. The 307 final data sets and responses were considered for the analysis and to form the final four factors. 'Mahalanobis Distance Test' for multivariate analysis helped the Researcher identify the study's unique outliers and delete them from the last data set. Post EFA for Confirmatory factor analysis data is analysed in the Onyx environment to create the model, after the validity and reliability check to make the final scale.Findings - Formative Scale is constructed in ONYX to measure the sales performance factors threshold values. It's named as sales performance Index of the industry.Research limitations/implications - The main importance of this paper is that the CEOs and decision-makers of the IT companies will be well equipped in advance to know their company sales performance with respect to similar industries in advance. Also, this research supports researchers in developing and validating their measurement scale in the ONYX environment for the betterment of future research help.Originality/Value - The created scale itself became a measurement tool for industry performance measurement. Management will be well equipped in advance to understand the business situation with respect to the industry. This will help to identify exactly which department needs more focus or changes that need to be done in case of improvement is required as per the above-created scale. for CommercialSale a e 12-M v on da i

Automated summary

This research aims to construct and validate a newly created measurement scale for industry decision-makers. Based on practical aspects and not explored in existing literature, the study identifies key determinants of sales performance and creates a measurement scale named "Industry Sales Performance Index" through factor analysis.