Title: Performance resilience of sales-force through a business innovation model: a study by TISM approach

Authors: Suman De; Laxmikant Pattnaik; Padmalita Routray; Saroj Kumar Sahoo

Addresses: Department of Business Administration, Sambalpur University, Sambalpur, Odisha, 768019, India ' Department of Business Administration, Sambalpur University, Sambalpur, Odisha, 768019, India ' Department of Business Management, Fakir Mohan University, Balasore, Odisha, 756019, India ' Department of Business Administration, Sambalpur University, Sambalpur, Odisha, 768019, India

Abstract: This study's main aim is to analyse the relationship between the dimensions of business model innovation, and their driving properties for performance resilience of sales-force, working in the industries of financial products. This study follows total interpretative structural modelling (TISM), a qualitative technique to examine the dependency power of performance resilience and driving power of business model innovation. The said technique is executed based on the extensive literature review and experts' opinion. Major findings of this study state that performance resilience of the sales-force of financial products can be established through the strategic relationship of components of business model innovation with components of performance resilience. The new model of said strategic relationship is the contribution/novelty of this study. Industrial implications refer that the components of business model innovation can be strategised by the marketers of financial products to enable their sales-force to withstand the business uncertainty and tough competition.

Keywords: performance resilience; business model innovation; BMI; sales-force; financial products; total interpretative structural modelling; TISM; sustainability; ISM; organisational resilience; strategic relationship.

DOI: 10.1504/IJMCP.2025.145425

International Journal of Management Concepts and Philosophy, 2025 Vol.18 No.2, pp.145 - 163

Received: 11 Jul 2023
Accepted: 18 Jul 2023
Published online: 01 Apr 2025 *

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