The Impact of Personality Variables,Prior Experience,and Training on Sales Agents' Internet Utilization and Performance

ABSTRACT

Emerging literature on the impact of the Internet on business-to-business (B2B) marketing has primarily focused on examining this issue from the perspective of manufacturers and buyers. This study focuses on the sales agent, a third prominent actor in B2B markets, and tests a conceptual model that relates a sales agent's personality, demographic, and user-situational constructs to that sales agent's Internet utilization for selling activities. Further, the model tested in this study relates a sales agent's Internet utilization to perceived sales performance. Findings in this study indicate that internal locus of control, learning orientation, and sales related Internet training relate positively to a sales agent's Internet utilization, and that a sales agent's age relates negatively to Internet utilization. Further, the results support a positive relationship between a sales agent's Internet utilization and sales performance. This study emphasizes that the Internet can be a productive tool for sales agents. The implications of the results of this study for sales agents with respect to training and recruitment are discussed and avenues for future research are suggested.     

Editorial introduction

This special issue brings to a close a series of three issue of this journal that have sought to expand the philosophical vocabulary of those concerned with business ethics. Previous issues treated the work of Emmanuel Levinas (Business Ethics: A European Review 2007, 16:3) and Jacques Derrida (Business Ethics: A European Review 2010, 19:3), whereas this issue is organised around engagements with the work of Alain Badiou. The three issues together seek to show ways in which the idea of the ethical, in all of its variety, poses grave challenges to the continued practice of capitalist business enterprise. The editorial introduction to this issue introduces the work of Alain Badiou, some of the specific challenges his thought poses for business and business ethics and the papers included in the special issue.     

A Study on Ethically Problematic Selling Methods in China with a Broaden Concept of Gray-marketing

This paper expands the definition of gray-marketing to include some ethically problematic marketing activities and techniques used in personal selling in China. Based on this, a conceptual model of gray-marketing for a particular type of selling in which both the sellers and the buyers exhibit problematic ethics in an exchange and the associated hypotheses are developed and tested. The findings show that, first, the respondents have different ethical evaluations of different marketing practices used in personal selling such as giving and accepting gifts, buying and accepting meals, and offering and accepting kickbacks. Some of these practices may not be considered unethical. Second, in terms of ethical assessment, gray-marketing practiced by buying agents is more unacceptable than when practiced by sales agents. Third, a person’s ethical evaluation of gray-marketing behavior, empathy for gray-marketing, and belief that gray-marketing has serious consequences, significantly affects his inclination to use gray-marketing. This paper concludes with a discussion of some possible applications of our research findings. Both authors contributed equally to this work. Guijun Zhuang (Ph.D., City University of Hong Kong) is a professor of marketing in the School of Management, Xi’an Jiaotong University, Xi’an, the People’s Republic of China. His current research interests include marketing channel behaviors, relationship marketing, and consumer choice. He has published in European Journal of Marketing, Industrial Marketing Management, Journal of International Consumer Marketing, and many leading marketing and management journals in China. Alex S.L. Tsang (Ph.D., City University of Hong Kong) is an assistant professor at the Department of Marketing, Hong Kong Baptist University. His research currently focuses on cross-cultural consumer behavior, marketing in China, and marketing communication. He has published in Journal of Business Research, European Journal of Marketing, and Business Horizons, among others.     

Beer,brewing, and business history

Abstract

This editorial introduces the eight articles in the special issue on ‘Beer, brewing and business history’. Following the BEERONOMICS conference held at the University of York, 2013, and the subsequent approval of the editorial board of Business History, we received many submissions discussing beer, brewing, and their importance to business history (broadly defined). In this editorial we provide a brief overview of the historical development of beer and brewing; explain the appeal to business historians of the principal themes which have emerged in the historiography of this industry, and provide a short introduction to the articles accepted for publication in this special issue.     

Religion,humanism, marketing,and the consumption of socially responsible products,services, and ideas: Introduction to a special topic section

This introduction to the special issue provides an overview and brief summary of the eight articles that follow and take up the issue's theme. Despite the fact that religion and religious world views exert considerable influence on consumer attitudes and behavior, mainstream business journals have presented little research that explores the relationship between religion and marketing. Articles featured in this special issue examine three themes of interest: (1) the influence of strongly held religious or non-religious world views on the marketing of socially responsible behaviors; (2) how religious world views influence the conduct of marketing; and (3) what marketing scholars can learn from the marketing practices of various religious organizations. The authors extend a note of appreciation to the reviewers of the many papers submitted to the issue and to the editor-in-chief of the Journal of Business Research, Arch Woodside.     

New developments in modeling Internet consumer behavior: Introduction to the special issue

This first special issue of the Journal of Business Research on Internet consumer behavior features thirteen articles selected from the papers submitted following a call for submissions issued in January 2008. They cover topics related to new developments in modeling Internet consumer behavior, and the contributions are regrouped into three broad categories: modeling based on the S–O–R paradigm, modeling based on the TAM model and advances in online consumer information processing. It concludes with future research directions.     

Sales promotion practices of consumer goods companies in an advanced developing country

In recent years, manufacturers of consumer and industrial goods as well as service firms have been increasingly thinking in global terms and paying more attention to sales promotion in their overall promotional programmes and strategies. The purpose of this paper is to investigate the consumer sales promotion practices of consumer goods producing companies in the advanced developing country of Turkey. It was discovered that sales promotion activities are gaining importance in overall promotional practices of Turkish companies, though there are differences in its use by type of industry, size of company, area of business and locus of decision-making within the firm. Furthermore, differences were detected between companies using sales promotions versus other forms of promotional techniques such as mass media advertising, personal selling and publicity. Study findings may be applicable to other developing countries that are at a similar level of socio-economic, market and technological development as Turkey.     

Fostering creative selling through ethics. An emotion-based approach

Research on salesperson creativity remains as one of the most under-researched topics in the sales literature despite the evidence that encouraging creativity in the sales domain is a source of competitive advantage. This paper aims to fill this research gap by exploring the influence of perceived ethical climate on salesperson creative performance, paying special attention to the role that emotions play in this process. Data provided by 176 supervisor–salesperson dyads confirm that the trust/responsibility dimension of an ethical climate is positively related to salesperson creative selling by increasing salespeople's organizational pride. Similarly, the perception of unethical selling practices negatively affects salesperson organizational pride, reducing the expression of creative behaviors. Moreover, the negative effect of unethical selling practices on creative performance is stronger (more negative) when salespeople's identification with an organization increases. Managerial implications and future research directions are also addressed.     

Business Ethics in Transitional Economies: Introduction

This paper introduces the special issue of papers selected from those presented at the International Conference on Business Ethics in Transitional Economies, held March 20–22, 2002 in Celakovice and Prague, Czech Republic. A brief background on the conference is given, and a summary of the papers offered in this special issue is provided.     

Latin America: Environmental and firm-level challenges

During the last decades Latin America, as the rest of the world, has gone through a process of increased commercial openness and due to the commodities price boom of the last years the region has grown significantly. However competitiveness hasn't improved much, mostly due to lack of concern from governments. Companies, though, cope with the increase in competition resulting from the greater openness by refining their management practices in the different management areas: marketing, finance, information technology and strategy. Academics study these effects in the papers that comprise the special issue of the Journal of Business Research with the best papers from the conferences of the Business Association for Latin American Studies (BALAS).     

Firm growth and innovation

In recent years, there has been an increase in empirical and theoretical work that addresses the role of innovation as one of the main sources of firm growth. The purpose of this special issue is to strengthen the role played by innovation as a determinant of firm growth. Despite the emergence of a vast empirical literature on whether innovative firms grow more quickly in terms of sales and employees, a number of crucial questions and answers remain. While a large number of applied papers observe a positive link between innovation and firm growth, the complexity of R&D activities, together with the diversity of innovation strategies and the multiplicity of growth modes, requires a multidimensional approach to examine the contribution of innovations on firm growth. To shed light on the link between firm’ growth and innovation sources, we organized a meeting of leading scholars of firm’ growth and innovation. The papers of this special issue were presented at the workshop on ‘Firm growth and innovation’ held on 28 and 29 June, 2012, in Tarragona, Spain. The papers that compose this special issue deal in depth with innovation activity, firm growth and the interaction between firm growth and innovation.     

Revisiting the Purpose of Selling: Toward a Model of Responsible Selling

Selling as a profession and sales management as an organizational function have undergone major changes that were driven by the evolutionary journey of the marketing discipline. The extant value cocreation paradigm is recrafting the purpose of selling. This paper explores the conceptual development of a selling paradigm that is more responsible to its customers. Specifically, in Business-to-Business (B2B) context, the cost of any selling behavior that compromises customer interest could be of disastrous proportions. Building on the theoretical foundations of self-regulation and job demands-resources theory, this paper develops a conceptual model of responsible selling by integrating self-leadership literature with the emerging paradigm of value-based selling. The conceptual model outlines several research propositions for empirical validation and discusses its potential implications for sales managers and sales organizations.     

Anti-consumption beyond boundaries: From niche topic to global phenomena

The first anti-consumption special issue was published by Psychology & Marketing in 2002. More than a decade later, in 2018, the International Center for Anti-consumption Research held its seventh Symposium at the University of Almeria, Spain. This gathering was accompanied by an open call-for-papers in Psychology & Marketing to create a much-anticipated follow-up special issue. Many papers were received for both the symposium and official call. This editorial introduces the final 10 papers that comprise the Psychology & Marketing 2020 special issue on anti-consumption. While the area of anti-consumption has mushroomed into a vast array of work since 2002, this editorial provides four major themes that help to frame the contributions of the 10 new papers as well as set the scene for future work in anti-consumption. The four themes are: Conceptual clarity and refinement; ideological perspectives; environmental and sustainability focus; and novel outlooks on anti-consumption.     

Marketing research in Korea: Special joint issue of journal of business research and journal of the Korean academy of marketing science

This special joint issue of the Journal of Business Research with the Journal of the Korean Academy of Marketing Science contains nine articles that were originally presented at the Fall 2005 Korean Academy of Marketing Science (KAMS) International Conference and the Spring 2006 KAMS International Conference. After a blind review process, 120 papers were accepted for conference proceedings. Of these papers, the conference selection committee selected 20 papers as outstanding contributions to the marketing literature. A board of review members blind reviewed these 20 papers and accepted 9 of them for this special issue. Contributions to marketing literature are discussed.     

Demographics,job satisfaction,and propensity to leave of industrial salesmen

An extremely important and expensive promotional tool used by industrial marketers is personal selling. One of the major costs of personal selling is the cost associated with sales personnel turnover. Past studies in the sales management area have focused on the effect of organizational and psychological factors on the satisfaction of salespeople and their propensity to leave their organizations. However, no study has examined the interrelationships among salespeople's demographic variables, job satisfaction, and propensity to leave, even though such relationships have been studied for nonselling occupations. An empirical study done to at least partly fill this research void is described. The results provide new insights for researchers and practitioners with an interest in the sales management area.     

Advances in internet consumer behavior and marketing strategy: Introduction to the special issue

This second special issue of the Journal of Business Research on Internet consumer behavior features twelve articles selected from the papers submitted following a call for submissions issued in January 2008. They cover topics related to advances in internet consumer behavior and marketing strategy, and the contributions are regrouped into four broad categories: influence of trust and role of virtual communities; understanding the role of electronic word-of-mouth; understanding consumer reactions to pricing on the internet; consumer issues in marketing strategy. It concludes with future research directions.     

What Makes for a Contribution? Elaborating on Our Publication Expectations at JBL

This editorial elaborates on the expectations for research destined for publication in the Journal of Business Logistics (JBL). We explore the dimensions of topical coverage, theory, methods, and research implications. The purpose of expounding these expectations is twofold: (1) to inform prospective authors on how to best position their work for submission, and (2) to initiate our reviewers and associate editors (AEs) of the expectations for the evaluation of research. By better illuminating our expectations, authors will have a better experience with the journal, associated with higher levels of success. Also, reviewers and AEs will be better prepared to express their opinions in a constructive fashion, helping to nurture more impactful papers. The editorial concludes by introducing the articles appearing in the current issue of the journal.     

Introduction: Special issue on advances in brand management

This special issue of the Journal of Business Research contains 13 articles presented at the Spring 2007 Thought Leaders International Conference on Brand Management. Following a blind reviewing process 69 papers were presented at the conference then authors were invited to revise their papers for inclusion consideration for this special issue. A further round of blind reviewing resulted in the selection of those 13 articles. This introduction presents a review of the research into brand management.     

Latin American firms competing in the global economy

As part of a cooperative effort between the Journal of Business Research (JBR) and the Business Association of Latin American Studies (BALAS), this special issue brings updated research on the Latin American business environment. Out of 226 papers submitted to the BALAS 2012 conference, which was hosted by the Pontifical Catholic University of Rio de Janeiro (PUC-Rio), 22 were pre-selected to run for publication in this special issue — and only 14 actually were accepted after the demanding three rounds of a double blind review process that was run after the conference. This introduction to the special issue of the JBR on the BALAS 2012 conference brings an overview of the changes that have taken place in the business environment of Latin America, the evolution of the internationalization behavior of Latin American firms and the changes in their strengths to compete both domestically and abroad.