Pub Date : 2013-10-24DOI: 10.1080/08853134.1989.10754509
Alan J. Dubinsky, S. Skinner, Tommy E. Whittler
Using attribution theory, this study examines the influence internal (salesperson) and external (situation) information has on sales managers' causal attributions of and reactions to a salesperson's failure to close a sale. The findings of the investigation suggest that sales managers were more likely to make internal attributions for failure when the salesperson had a poor, rather than a good, work history and external attributions when the salesperson had a good, rather than a poor, work history. In addition, sales managers were more likely to make external attributions for failure when the salesperson faced a high, rather than a low, task difficulty and internal attributions when the salesperson faced a low, rather than a high, task difficulty. Finally, sales managers responded to the failure by directing their attention at the salesperson or the situation.
{"title":"Evaluating Sales Personnel: An Attribution Theory Perspective","authors":"Alan J. Dubinsky, S. Skinner, Tommy E. Whittler","doi":"10.1080/08853134.1989.10754509","DOIUrl":"https://doi.org/10.1080/08853134.1989.10754509","url":null,"abstract":"Using attribution theory, this study examines the influence internal (salesperson) and external (situation) information has on sales managers' causal attributions of and reactions to a salesperson's failure to close a sale. The findings of the investigation suggest that sales managers were more likely to make internal attributions for failure when the salesperson had a poor, rather than a good, work history and external attributions when the salesperson had a good, rather than a poor, work history. In addition, sales managers were more likely to make external attributions for failure when the salesperson faced a high, rather than a low, task difficulty and internal attributions when the salesperson faced a low, rather than a high, task difficulty. Finally, sales managers responded to the failure by directing their attention at the salesperson or the situation.","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":"86081290","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: 10.1080/08853134.1994.10753976
R. Tansey, Gene Brown, M. Hyman, Lyndon E. Dawson
During the last decade, Donelson R. Forsyth has developed a taxonomy of personal moral philosophies of relevance to sales managers and sales researchers concerned about the ethicality of salespeople's decisions. Forsyth's Ethical Position Questionnaire (EPQ), which measures a respondent's tendency to consider injury to others (idealism) and/or to disregard universal moral rules (relativism) when making moral judgments, can be used to classify salespeople into one of four personal moral philosophies: situationists, subjectivists, absolutists, and exceptionists. After a brief overview of Forsyth's work and its place within sales research on ethics, the results of an empirical study of life insurance agents show that agents with different moral philosophies a la Forsyth's taxonomy differ in their moral judgments about some ethically- questionable actions by life insurance agents.
在过去的十年里，Donelson R. Forsyth发展出了一套个人道德哲学的分类学，与销售经理和销售研究人员有关，他们关注销售人员决策的道德问题。福赛斯的道德立场问卷(EPQ)测量了被调查者在做出道德判断时考虑伤害他人(理想主义)和/或无视普遍道德规则(相对主义)的倾向，可以用来将销售人员分为四种个人道德哲学:情境主义者、主观主义者、绝对主义者和例外主义者。在简要概述福赛斯的工作及其在伦理学销售研究中的地位之后，对人寿保险代理人的实证研究结果表明，具有不同道德哲学(福赛斯分类法)的代理人对人寿保险代理人的一些道德可疑行为的道德判断不同。
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Pub Date : 2013-10-24DOI: 10.1080/08853134.1997.10754096
Thomas E. Decarlo, R. K. Teas, James C. McElroy
This study examines the relationships among salesperson performance outcomes, causal attributions, and expectancy estimates. The authors extend the conceptual work of Teas and McElroy (1986) and the empirical work of Johnston and Kim (1994) by deriving and testing a more parsimonious attribution process model. The survey findings suggest that performance and skill/knowledge attributions have a direct relationship with salesperson expectancy estimates. In addition, the findings suggest organizational support attributions moderate the linkage between performance and salespeople's expectancies. Implications for research and practice are developed that recognize the importance of salesperson performance and cognitive processing on the motivation of sales personnel.
{"title":"Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates","authors":"Thomas E. Decarlo, R. K. Teas, James C. McElroy","doi":"10.1080/08853134.1997.10754096","DOIUrl":"https://doi.org/10.1080/08853134.1997.10754096","url":null,"abstract":"This study examines the relationships among salesperson performance outcomes, causal attributions, and expectancy estimates. The authors extend the conceptual work of Teas and McElroy (1986) and the empirical work of Johnston and Kim (1994) by deriving and testing a more parsimonious attribution process model. The survey findings suggest that performance and skill/knowledge attributions have a direct relationship with salesperson expectancy estimates. In addition, the findings suggest organizational support attributions moderate the linkage between performance and salespeople's expectancies. Implications for research and practice are developed that recognize the importance of salesperson performance and cognitive processing on the motivation of sales personnel.","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":"86678475","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: 10.1080/08853134.1996.10754049
V. Stathakopoulos
This article, first, synthesizes three theoretical approaches to salesforce control systems and, second, examines the effect of the control mechanisms on key consequence variables. More specifically, the manuscript develops a comprehensive model of salesforce control by integrating key constructs from three alternative theories: organization theory, agency theory, and transaction cost analysis. The constructs are (1) outcome observability from organization theory, (2) behavior observability from agency theory, (3) transaction-specific assets (TSA) from transaction cost analysis, and (4) task programmability or environmental task uncertainty, a key construct in all three theories. In addition, the study examines the effects of controls on certain consequence variables: salesperson-customer relationships and salespersons' motivation and organizational commitment.
{"title":"Sales Force Control: A Synthesis of Three Theories","authors":"V. Stathakopoulos","doi":"10.1080/08853134.1996.10754049","DOIUrl":"https://doi.org/10.1080/08853134.1996.10754049","url":null,"abstract":"This article, first, synthesizes three theoretical approaches to salesforce control systems and, second, examines the effect of the control mechanisms on key consequence variables. More specifically, the manuscript develops a comprehensive model of salesforce control by integrating key constructs from three alternative theories: organization theory, agency theory, and transaction cost analysis. The constructs are (1) outcome observability from organization theory, (2) behavior observability from agency theory, (3) transaction-specific assets (TSA) from transaction cost analysis, and (4) task programmability or environmental task uncertainty, a key construct in all three theories. In addition, the study examines the effects of controls on certain consequence variables: salesperson-customer relationships and salespersons' motivation and organizational commitment.","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":"89817030","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: 10.1080/08853134.1993.10753957
T. Wotruba, Stephen B. Castleberry
National Account Marketing (NAM), a selling method growing in importance across virtually every product and service classification, has received little attention in the sales management literature. This exploratory study was undertaken to learn how firms plan and carry out the hiring of people for NAM positions. In addition, relationships were explored between performance in the NAM job and personal as well as organizational variables. Implications for NAM managers and recommendations for further research are also offered.
{"title":"Job Analysis and Hiring Practices for National Account Marketing Positions","authors":"T. Wotruba, Stephen B. Castleberry","doi":"10.1080/08853134.1993.10753957","DOIUrl":"https://doi.org/10.1080/08853134.1993.10753957","url":null,"abstract":"National Account Marketing (NAM), a selling method growing in importance across virtually every product and service classification, has received little attention in the sales management literature. This exploratory study was undertaken to learn how firms plan and carry out the hiring of people for NAM positions. In addition, relationships were explored between performance in the NAM job and personal as well as organizational variables. Implications for NAM managers and recommendations for further research are also 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":"74466011","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: 10.1080/08853134.1991.10753890
S. Kelley, Michael Dorsch
The common sales practice of providing gifts to purchasing executives often results in feelings of indebtedness on the part of the purchasing executive. This research utilizes a symbolic interactio...
向采购主管提供礼物的常见销售做法往往会导致采购主管产生负债感。本研究利用了符号互动…
{"title":"Ethical Climate, Organizational Commitment, and Indebtedness Among Purchasing Executives","authors":"S. Kelley, Michael Dorsch","doi":"10.1080/08853134.1991.10753890","DOIUrl":"https://doi.org/10.1080/08853134.1991.10753890","url":null,"abstract":"The common sales practice of providing gifts to purchasing executives often results in feelings of indebtedness on the part of the purchasing executive. This research utilizes a symbolic interactio...","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":"74610190","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: 10.1080/08853134.1990.10753837
Stephen B. Castleberry
{"title":"Leaders in selling and sales management: The sales program at northern illinois university","authors":"Stephen B. Castleberry","doi":"10.1080/08853134.1990.10753837","DOIUrl":"https://doi.org/10.1080/08853134.1990.10753837","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":"78274429","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: 10.1080/08853134.1990.10753819
Michael H. Morris, Ramon A. Avila, Eugene Teeple
This article approaches entrepreneurship as an organizational phenomenon which has both attitudinal and behavioral components. It is argued that organizational entrepreneurship has relevance for all levels of the corporate hierarchy, and for most functional areas in a business. Results are reported of a survey directed at managers from a cross-section of firms regarding the role of entrepreneurship within the sales function. The findings indicate that factors viewed as most critical for success in sales also tend to be associated with entrepreneurship. Areas within sales where entrepreneurship is especially applicable include strategy development, recruitment, salesforce motivation, and design of compensation programs. Leading obstacles to entrepreneurship are identified, and managerial implications are drawn. Based on the results, a research agenda is proposed.Entrepreneurship has been the focus of much recent attention by academics and practitioners. The resurgence in interest has been driven, in part, ...
{"title":"Sales Management As An Entrepreneurial Activity","authors":"Michael H. Morris, Ramon A. Avila, Eugene Teeple","doi":"10.1080/08853134.1990.10753819","DOIUrl":"https://doi.org/10.1080/08853134.1990.10753819","url":null,"abstract":"This article approaches entrepreneurship as an organizational phenomenon which has both attitudinal and behavioral components. It is argued that organizational entrepreneurship has relevance for all levels of the corporate hierarchy, and for most functional areas in a business. Results are reported of a survey directed at managers from a cross-section of firms regarding the role of entrepreneurship within the sales function. The findings indicate that factors viewed as most critical for success in sales also tend to be associated with entrepreneurship. Areas within sales where entrepreneurship is especially applicable include strategy development, recruitment, salesforce motivation, and design of compensation programs. Leading obstacles to entrepreneurship are identified, and managerial implications are drawn. Based on the results, a research agenda is proposed.Entrepreneurship has been the focus of much recent attention by academics and practitioners. The resurgence in interest has been driven, in part, ...","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":"80797536","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: 10.1080/08853134.1994.10753990
G. K. Rhoads, Jagdip Singh, P. Goodell
Role ambiguity is often thought to be a pervasive aspect of boundary spanning and sales positions in marketing. Surprisingly, few studies have examined how various types or dimensions of role ambiguity impact the salespersons' psychological (e.g., job satisfaction, tension and commitment) and behavioral (e.g., performance and turnover) outcomes. Because proper intervention begins with an accurate assessment, the purpose of this paper is to measure the various types of role ambiguities experienced by industrial salespeople and to examine their relative effects on psychological and behavioral job outcomes. Specifically, we demonstrate how multidimensional role ambiguity can pinpoint specific dimensions of ambiguity that are dysfunctional to the salesperson and organization. The results underscore the managerial and theoretical insights obtained from utilizing a multidimensional view of role ambiguity as part of a broader survey for examining the dysfunctional effects of role ambiguity dimensions in sales or...
{"title":"The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople","authors":"G. K. Rhoads, Jagdip Singh, P. Goodell","doi":"10.1080/08853134.1994.10753990","DOIUrl":"https://doi.org/10.1080/08853134.1994.10753990","url":null,"abstract":"Role ambiguity is often thought to be a pervasive aspect of boundary spanning and sales positions in marketing. Surprisingly, few studies have examined how various types or dimensions of role ambiguity impact the salespersons' psychological (e.g., job satisfaction, tension and commitment) and behavioral (e.g., performance and turnover) outcomes. Because proper intervention begins with an accurate assessment, the purpose of this paper is to measure the various types of role ambiguities experienced by industrial salespeople and to examine their relative effects on psychological and behavioral job outcomes. Specifically, we demonstrate how multidimensional role ambiguity can pinpoint specific dimensions of ambiguity that are dysfunctional to the salesperson and organization. The results underscore the managerial and theoretical insights obtained from utilizing a multidimensional view of role ambiguity as part of a broader survey for examining the dysfunctional effects of role ambiguity dimensions in sales or...","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":"76077044","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: 10.1080/08853134.1987.10754445
M. Gable, B. J. Reed
AbstractThis article examines the status of women in professional selling careers. First, reasons women have not made more rapid movement into the selling profession are examined. Second, women's progress into professional sales jobs are explored. Lastly, suggestions are made for sales managers on how to attract and retain capable women in selling positions.
{"title":"The Current Status of Women in Professional Selling","authors":"M. Gable, B. J. Reed","doi":"10.1080/08853134.1987.10754445","DOIUrl":"https://doi.org/10.1080/08853134.1987.10754445","url":null,"abstract":"AbstractThis article examines the status of women in professional selling careers. First, reasons women have not made more rapid movement into the selling profession are examined. Second, women's progress into professional sales jobs are explored. Lastly, suggestions are made for sales managers on how to attract and retain capable women in selling positions.","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":"74232724","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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