Pub Date : 2013-10-24DOI: 10.1080/08853134.1994.10753981
P. Knowles, S. Grove, Kay L. Keck
The salesperson who is engaged in an adaptive selling effort often finds him/herself in a complex circumstance wrought with uncertainty. To negotiate the sales encounter successfully, the individual must call upon perceptual and cognitive skills in order to respond effectively to cues of possible events. The dynamics of this elaborate process are aptly detailed in a framework from psychophysics called “Signal Detection Theory” (SDT). The following article explores the potential contribution that SDT offers for adaptive selling and sales management. Explanations of why SDT is a reasonable addition to the adaptive selling literature are presented, propositions concerning SDT's role in effective selling are posited, and SDT-related sales management issues and implications are examined.
{"title":"Signal Detection Theory and Sales Effectiveness","authors":"P. Knowles, S. Grove, Kay L. Keck","doi":"10.1080/08853134.1994.10753981","DOIUrl":"https://doi.org/10.1080/08853134.1994.10753981","url":null,"abstract":"The salesperson who is engaged in an adaptive selling effort often finds him/herself in a complex circumstance wrought with uncertainty. To negotiate the sales encounter successfully, the individual must call upon perceptual and cognitive skills in order to respond effectively to cues of possible events. The dynamics of this elaborate process are aptly detailed in a framework from psychophysics called “Signal Detection Theory” (SDT). The following article explores the potential contribution that SDT offers for adaptive selling and sales management. Explanations of why SDT is a reasonable addition to the adaptive selling literature are presented, propositions concerning SDT's role in effective selling are posited, and SDT-related sales management issues and implications are examined.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"74243764","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1988.10754491
L. Boone, D. Kurtz
{"title":"Selling & Sales Management in Action: BIRTH ORDER AND THE SALES PROFESSIONAL","authors":"L. Boone, D. Kurtz","doi":"10.1080/08853134.1988.10754491","DOIUrl":"https://doi.org/10.1080/08853134.1988.10754491","url":null,"abstract":"","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"74390373","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1991.10753876
Michael H. Morris, D. Davis, Jeff Allen, Ramon A. Avila, Joseph D. Chapman
The performance appraisal practices used by industrial firms when evaluating members of the sales force are investigated. A formal model of the relationships among major aspects of the appraisal process is proposed and tested. Results are presented from a survey of 104 senior sales managers. Significant relationships are identified between what is being measured, how the appraisal is conducted, and managerial satisfaction. The findings also suggest that evaluation programs remain relatively unsophisticated and unsystematic in most firms.
{"title":"Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension","authors":"Michael H. Morris, D. Davis, Jeff Allen, Ramon A. Avila, Joseph D. Chapman","doi":"10.1080/08853134.1991.10753876","DOIUrl":"https://doi.org/10.1080/08853134.1991.10753876","url":null,"abstract":"The performance appraisal practices used by industrial firms when evaluating members of the sales force are investigated. A formal model of the relationships among major aspects of the appraisal process is proposed and tested. Results are presented from a survey of 104 senior sales managers. Significant relationships are identified between what is being measured, how the appraisal is conducted, and managerial satisfaction. The findings also suggest that evaluation programs remain relatively unsophisticated and unsystematic in most firms.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"81686877","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1995.10754010
T. Wotruba, L. Rochford
This paper investigates how firms modify their sales management strategy when new products are added to the product line sold by their sales force. Comparisons are made between the sales management strategy options utilized by organizations prior to launching a new product or service and subsequent changes occurring in these elements as a result of launching the new product. Results indicate that organizations make a significant number of changes in all areas of the sales management mix. In comparing among these areas, organizations are most likely to change sales management mix elements related to quotas and least likely to make changes in sales organization structure.
{"title":"The Impact of New Product Introductions on Sales Management Strategy","authors":"T. Wotruba, L. Rochford","doi":"10.1080/08853134.1995.10754010","DOIUrl":"https://doi.org/10.1080/08853134.1995.10754010","url":null,"abstract":"This paper investigates how firms modify their sales management strategy when new products are added to the product line sold by their sales force. Comparisons are made between the sales management strategy options utilized by organizations prior to launching a new product or service and subsequent changes occurring in these elements as a result of launching the new product. Results indicate that organizations make a significant number of changes in all areas of the sales management mix. In comparing among these areas, organizations are most likely to change sales management mix elements related to quotas and least likely to make changes in sales organization structure.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88158938","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1991.10753888
R. R. Lagace, R. Dahlstrom, Jule B. Gassenheimer
There has obviously been a recent increased concern over unethical business practices. Certainly, in this era of customer-orientation and emphasis on long-term business relationships, unethical salesperson behavior would be a detriment. We extend the model of relationship quality as developed by Crosby, Evans and Cowles (1990) to include ethical salesperson behavior. In regression analyses, ethical behavior and expertise of pharmaceutical salespersons impact both trust of the salesperson and satisfaction with the exchange as reported by physicians. Implications and suggestions for the pharmaceutical industry are offered.
{"title":"The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry","authors":"R. R. Lagace, R. Dahlstrom, Jule B. Gassenheimer","doi":"10.1080/08853134.1991.10753888","DOIUrl":"https://doi.org/10.1080/08853134.1991.10753888","url":null,"abstract":"There has obviously been a recent increased concern over unethical business practices. Certainly, in this era of customer-orientation and emphasis on long-term business relationships, unethical salesperson behavior would be a detriment. We extend the model of relationship quality as developed by Crosby, Evans and Cowles (1990) to include ethical salesperson behavior. In regression analyses, ethical behavior and expertise of pharmaceutical salespersons impact both trust of the salesperson and satisfaction with the exchange as reported by physicians. Implications and suggestions for the pharmaceutical industry are offered.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"84698010","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1985.10754391
E. Randall, Ernest F. Cooke, Lois Smith
AbstractThe selection of successful salespeople has been a problem defying solution for American industry. In this study, an assessment center technique was applied to the selection process of newly hired salespeople coming into the life insurance industry. An in-basket exercise was created that incorporated telephone call roleplaying exercises. Eighty percent of those agents evaluated who were still employed in the insurance industry were correctly identified through assessment center scores. Of those agents who had quit, 79.2 percent would have been rejected for employment. This prediction rate is well above reported rates for other life insurance sales personnel selection procedures, suggesting that assessment centers should be tested for use in selecting sales personnel in other industries.
{"title":"A Successful Application of The Assessment Center Concept To The Salesperson Selection Process","authors":"E. Randall, Ernest F. Cooke, Lois Smith","doi":"10.1080/08853134.1985.10754391","DOIUrl":"https://doi.org/10.1080/08853134.1985.10754391","url":null,"abstract":"AbstractThe selection of successful salespeople has been a problem defying solution for American industry. In this study, an assessment center technique was applied to the selection process of newly hired salespeople coming into the life insurance industry. An in-basket exercise was created that incorporated telephone call roleplaying exercises. Eighty percent of those agents evaluated who were still employed in the insurance industry were correctly identified through assessment center scores. Of those agents who had quit, 79.2 percent would have been rejected for employment. This prediction rate is well above reported rates for other life insurance sales personnel selection procedures, suggesting that assessment centers should be tested for use in selecting sales personnel in other industries.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86217164","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1989.10754508
Jon M. Hawes, Kenneth E. Mast, J. E. Swan
Success in selling demands effective trust earning behavior. This article examines and compares the perceptions of manufacturers' reps and purchasing executives in relation to this process of earning the buyer's trust. The results indicate statistically significant differences over the two groups in their perceptions of how various trust earning components contribute to the development of buyer trust. Manufacturers' reps overestimated the trust earning potential of the “likeable,” “competent,” and “dependable” constructs. Manufacturers' reps also held an inflated view of the overall extent to which they were trusted by purchasing executives.
{"title":"Trust Earning Perceptions of Sellers and Buyers","authors":"Jon M. Hawes, Kenneth E. Mast, J. E. Swan","doi":"10.1080/08853134.1989.10754508","DOIUrl":"https://doi.org/10.1080/08853134.1989.10754508","url":null,"abstract":"Success in selling demands effective trust earning behavior. This article examines and compares the perceptions of manufacturers' reps and purchasing executives in relation to this process of earning the buyer's trust. The results indicate statistically significant differences over the two groups in their perceptions of how various trust earning components contribute to the development of buyer trust. Manufacturers' reps overestimated the trust earning potential of the “likeable,” “competent,” and “dependable” constructs. Manufacturers' reps also held an inflated view of the overall extent to which they were trusted by purchasing executives.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85480684","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1985.10754405
Robert H. Collins
{"title":"Enhancing Spreadsheets for Increased Productivity","authors":"Robert H. Collins","doi":"10.1080/08853134.1985.10754405","DOIUrl":"https://doi.org/10.1080/08853134.1985.10754405","url":null,"abstract":"","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"91159856","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1996.10754056
J. Comer, J. E. Swan, Cecilia V. McInnis-Bowers, I. Trawick
Ethnography has deepened the understanding of consumer behavior, and has rich potential for sales force research. Sales researchers can use ethnography to broaden their understanding of selling in terms of both topics investigated and conceptual frameworks employed. Ethnography, an inductive method, is described and compared to traditional deductive research approaches. Illustrations from the literature show how ethnography can broaden inquiry beyond the dominant psychological and individualistic view of human behavior that currently guides sales research. Finally, criteria for selecting sales topics for ethnographic inquiry, and other considerations such as limitations, costs, and advantages of using ethnography are given.
{"title":"Methods in Sales Research: Ethnography as a Method for Broadening Sales Force Research: Promise and Potential","authors":"J. Comer, J. E. Swan, Cecilia V. McInnis-Bowers, I. Trawick","doi":"10.1080/08853134.1996.10754056","DOIUrl":"https://doi.org/10.1080/08853134.1996.10754056","url":null,"abstract":"Ethnography has deepened the understanding of consumer behavior, and has rich potential for sales force research. Sales researchers can use ethnography to broaden their understanding of selling in terms of both topics investigated and conceptual frameworks employed. Ethnography, an inductive method, is described and compared to traditional deductive research approaches. Illustrations from the literature show how ethnography can broaden inquiry beyond the dominant psychological and individualistic view of human behavior that currently guides sales research. Finally, criteria for selecting sales topics for ethnographic inquiry, and other considerations such as limitations, costs, and advantages of using ethnography are given.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89539134","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1981.10754211
Donald w. Jackson, W. Cunningham, W. Crissy
{"title":"Leaders in sales and sales management","authors":"Donald w. Jackson, W. Cunningham, W. Crissy","doi":"10.1080/08853134.1981.10754211","DOIUrl":"https://doi.org/10.1080/08853134.1981.10754211","url":null,"abstract":"","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89780776","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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