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1.
Babak Hayati Yashar Atefi Michael Ahearne 《Journal of the Academy of Marketing Science》2018,46(4):612-631
Many new marketing strategies falter in the execution phase where managers fail to make frontline employees fully committed to implementing the new initiatives. While formal managers can apply transformational and transactional leadership behaviors to increase salespeople’s strategy commitment, peers can also exert a great deal of informal influence on salespeople. Building on recent social network perspectives of leadership, this paper investigates the interplay between the sales manager’s leadership styles and peer effects during the implementation of a new strategy in a large sales organization. The authors find that salespeople with high network centrality but low strategy commitment not only lower their peers’ commitment but also hurt the effectiveness of a transformational manager. Specially, the influence of a central salesperson becomes stronger when the sales group has lower external connectivity. However, sales managers’ transactional leadership can decrease the non-committed central salesperson’s influence over peers. 相似文献
2.
Michael Ahearne Till Haumann Florian Kraus Jan Wieseke 《Journal of the Academy of Marketing Science》2013,41(6):625-648
In recent years, marketing research and practice have recognized the importance of managing frontline employees’ identification. However, investigations so far have focused on identification at the collective level of the self, such as organizational identification, thereby largely neglecting important interpersonal identification processes at the relational level. Using a large-scale dataset comprising information from sales managers and salespeople as well as company data on customer satisfaction and sales performance, the authors make a first attempt to address this neglect by exploring important phenomena of interpersonal identification in the sales manager–salesperson dyad. Results show that initial increases in the level of identification congruence between sales managers and their respective salespeople yield positive incremental effects on sales performance and customer satisfaction. Findings also show that interpersonal over-identification and identification incongruence are negatively related to both outcomes. Results demonstrate how sales managers could mitigate these negative effects. 相似文献
3.
The impact of how product line breadth affects a salesperson is unclear in the existing literature. While numerous product lines can provide certain benefits to the salesperson, they may also have a dark side. This research examines the impact of number product lines handled by the salespeople on their performance, role stress, and job satisfaction. Based on role and schema theories, we test a series of curvilinear and conditional effects, using data collected from salespeople across multiple industries. Our analysis indicates non-linear relationships between number of product lines handled by the salesperson and salesperson performance and role stress. Further, these relationships are contingent on the complexity of products, complementarity of product lines, and lines acquired through mergers and acquisitions. These results show the complex effects of product lines on the salesperson and recognize both the benefits and drawbacks of product line breadth. 相似文献
4.
Ron Hampton Alan J. Dubinsky Steven J. Skinner 《Journal of the Academy of Marketing Science》1986,14(3):33-43
Retail salespeople play an important role in a retailer’s marketing mix, yet little empirical research has examined how retail
managers might assist sales personnel in the performance of their jobs. This paper reports the results of a study that explored
a causal model of sales supervisor “leadership behavior” and seven job-related outcomes of retail salespeople. Implications
for retailers and researchers are provided. 相似文献
5.
Willem Verbeke Bart Dietz Ernst Verwaal 《Journal of the Academy of Marketing Science》2011,39(3):407-428
It has been 25 years since the publication of a comprehensive review of the full spectrum of sales-performance drivers. This
study takes stock of the contemporary field and synthesizes empirical evidence from the period 1982–2008. The authors revise
the classification scheme for sales performance determinants devised by Walker et al. (1977) and estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales
performance relationships. Based on multivariate causal model analysis, the results make two major observations: (1) Five
sub-categories demonstrate significant relationships with sales performance: selling-related knowledge (β = .28), degree of adaptiveness (β = .27), role ambiguity (β = −.25), cognitive aptitude (β = .23) and work engagement (β = .23). (2) These sub-categories are moderated by measurement method, research context, and sales-type variables. The
authors identify managerial implications of the results and offer suggestions for further research, including the conjecture
that as the world is moving toward a knowledge-intensive economy, salespeople could be functioning as knowledge-brokers. The
results seem to back this supposition and indicate how it might inspire future research in the field of personal selling. 相似文献
6.
The authors examine how the practice of personal selling and sales management is changing as a result of the increased attention
on long-term, buyer-seller relationships and identify some implications of these changes. Changes in the traditional personal
selling and sales management activities are needed to support the emergence of the part-nering role for salespeople. For salespeople
in the part-nering role, the personal selling shifts from a focus on influencing buyer behavior to managing the conflict inherent
in buyer-seller relationships. The emphasis on building relationships rather than making short-term sales and the use of sales
teams dictates changes in the way firms select, train, evaluate, and compensate salespeople and members of sales teams. In
this article, the authors have suggested some issues concerning the emerging partnering role for salespeople that deserve
the attention of scholars interested in personal selling and sales management research.
Barton A. Weitz is the J. C. Penney Eminent Scholar Chair in Retail Management at the Warrington College of Business Administration at the
University of Florida. He received his Ph.D. from Stanford University and his research interests are in the areas of personal
selling effectiveness, salesperson motivation, and channel relationships. His research has been published in theJournal of Marketing, theJournal of Marketing Research, Marketing Science, theJournal of the Academy of Marketing Science, andAdministrative Science Quarterly. He has coauthored two textbooks,Selling: Building Relationships andRetail Management.
Kevin D. Bradford is an assistant professor of marketing at the University of Notre Dame. He received his Ph.D. from the University of Florida.
His research interests include issues in buyerseller relationships and increasing salesperson effectiveness. 相似文献
7.
Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability
Ellen Bolman Pullins Leslie M. Fine Wendy L. Warren 《Journal of the Academy of Marketing Science》1996,24(2):125-136
There has been a high level of interest in the sales management practitioner literature in mentoring, but very little is known
about peer mentoring relationships between more experienced and less experienced salespeople. Sales organizations that wish
to initiate or encourage peer mentoring relationships must identify those salespeople who are both able and willing to mentor
less experienced salespeople. The results of an exploratory study to identify mentors in an industrial sales force are reported.
The authors find that job experience, job satisfaction, a measure of interpersonal competence, and role conflict are associated
with willingness to mentor; interpersonal competence and role conflict are associated with ability to mentor. Results are
discussed and opportunities for future research are offered.
She received her M.S. from Ohio State University and her M.B.A. from Wright State University. She has experience in personnel
training with an industrial sales organization. Her research interests are in the areas of salesperson communication competence,
buyer-seller interactions, and buyer-seller negotiation. Her research has been published in various conference proceedings.
She received her Ph.D. from University of Tennessee. She has experience in industrial sales and sales management. Her research
interests are in the area of buyer-seller interactions and managing sales relationships. Her research has been published inJournal of Personal Selling and Sales Management, Journal of Consumer Psychology, and various conference proceedings.
Wendy L. Warren is in management at Wal-Mart Stores, Inc., and has experience in new product development. She received her M.S. from Ohio
State University. Her research has been published inJournal of Consumer Research. 相似文献
8.
William A. Weeks Lawrence B. Chonko Lynn R. Kahle 《Journal of the Academy of Marketing Science》1989,17(4):345-351
The separate and joint impact of performance congruence (similarity between salespeople and their sales managers) and value
congruence on annual sales are investigated in a field study. Two hundred thirty-nine salespeople and their sales managers
from several industries participated in the study. A significant association was found for separate and joint associations
between performance congruence and value congruence and annual sales. More specifically, the more similar salespeople and
their sales managers are regarding performance congruence measures, “identifying new prospects” and “setting up an initial
appointment” and personal values, “warm relationships with others,” and “sense of belonging,” the higher annual sales. 相似文献
9.
Emin Babakus David W. Cravens Mark Johnston William C. Moncrief 《Journal of the Academy of Marketing Science》1999,27(1):58-70
Emotional exhaustion is a potentially important construct in examining sales force behavior and attitude relationships. A
conceptual model and hypotheses are developed to study the antecedents and consequences of the emotional exhaustion construct.
The hypotheses are tested using LISREL 7 to analyze data from a sample of field salespeople from a large international services
organization. The empirical results offer strong support for relationships involving role ambiguity and conflict antecedents
and organizational commitment, job satisfaction, performance, and intention-to-leave consequences of emotional exhaustion.
Emin Babakus (Ph.D. University of Alabama, 1985) is a professor of marketing and associate dean for faculty at the Fogelman College of
Business & Economics, University of Memphis. His research interests are in the areas of measurement, sales management, services,
and international marketing. His research has been published in a number of journals, including theJournal of Marketing Research, Journal of the Academy of Marketing Science, International Journal of Research in Marketing,
Journal of Retailing, andJournal of Advertising Research.
David W. Cravens holds the West Chair of American Enterprise Studies at Texas Christian University. He is a former editor of theJournal of the Academy of Marketing Science and serves on the editorial boards of several journals. He is the author ofStrategic Marketing (Irwin/McGraw-Hill).
Mark Johnston is a professor of marketing at the Roy E. Crummer Graduate School of Business, Rollins College. He earned his Ph.D. in marketing
in 1986 from Texas A&M University. Prior to receiving his doctorate, he worked in industry as a sales representative for a
leading distributor of photographic equipment. Dr. Johnston's research interests focus on sales force management issues that
include analyzing the affect of role stress on salesperson attitudes and behavior, reducing unwanted turnover, and improving
performance. In addition, he conducts research on a wide range of other topics, including international marketing management,
ethics, and promotional strategy. His research has been published in a number of professional journals such as theJournal of Marketing Research, Journal of Applied Psychology, International Journal of Management, Journal of Business Ethics,
Journal of Business Research, and theJournal of Personal Selling and Sales Management.
William C. Moncrief is a professor of marketing at Texas Christian University and former chair of the Marketing Department. He has published
extensively in the sales and sales management areas. He is coauthor ofSales Management (Addison-Wesley). 相似文献
10.
A lack of understanding of the relationships among measures of salesperson performance exists in practice and in the retailing/sales
management literature. This article examines the relationships among three commonly used measures—one outcome (sales volume)
and two judgmental measures (managerial evaluations and salesperson self-evaluations). We empirically demonstrate that not
all judgmental measures are related to outcome measures; that is, salesperson self-evaluations are significantly related to
sales volume, but managerial evaluations are not. The study also examines the efficacy of retailers using short outcome-measuring
periods for evaluation purposes. The results suggest that outcome measure variance within salespeople for short periods is
high and therefore these data should be used with caution.
He received his Ph.D. in marketing from The Ohio State University. His research interests are in the areas of retailing, logistics,
and sales management. He has published extensively in journals such as the Journal of Marketing Research, Journal of Marketing, Journal of the Academy of Marketing Science, and Journal of Retailing. He is co-author of Retailing Management.
He received his Ph.D. in marketing from the University of Illinois at Urbana-Champaign. His research interests are in the
area of sales management and organizational behavior. His has published in the Journal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, and International Journal of Physical Distribution and Logistics Management. 相似文献
11.
Relational communication traits and their effect on adaptiveness and sales performance 总被引:1,自引:0,他引:1
Michael L. Boorom Jerry R. Goolsby Rosemary P. Ramsey 《Journal of the Academy of Marketing Science》1998,26(1):16-30
Two relational communication traits, communication apprehension and interaction involvement, are investigated within an adaptive
selling framework to assess their impact on salesperson adaptiveness and sales performance. Using a sample of 239 insurance
salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved
in communication interactions, and higher involvement facilitates increased adaptiveness and sales performance. This research
highlights the importance of effective communication within sales interactions and offers suggestions to improve salesperson
communication skill.
Michael L. Boorom is an associate professor of marketing and associate dean of the school of business and public administration at California
State University, San Bernardino. He received his Ph.D. from the University of South Florida. His research interests are salesperson
and sales manager communication skills. His work has been published in theJournal of Personal Selling & Sales Management and several conferences.
Jerry R. Goolsby is an associate professor of marketing at the University of South Florida. He received his Ph.D. from Texas Tech University.
His research interests include sales interactions and salesperson burnout and coping strategies. His work has been published
in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and other marketing journals.
Rosemary P. Ramsey is a professor and chair of the management and marketing department at Eastern Kentucky University. She earned her Ph.D.
from University of Cincinnati. Her research interests include sales interactions and measurement issues. Her work has been
published in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Personal Selling & Sales Management,
Journal of Social Behavior and Personality. andJournal of Marketing Education. 相似文献
12.
The ability to cope effectively with job-related stress may be important if salespeople are to perform effectively. Therefore,
the specific nature of the coping tactics used by salespeople to deal with job-related stress and the use of certain coping
strategies associated with sales presentation effectiveness of salespeople were investigated. Data provided by salespeople
from three organizations were used to assess the degree to which specific coping strategies were related to sales presentation
effectiveness.
Before entering academe, Dr. Strutton was in sales with the Tenneco Corporation and was president of a retailing firm in North
Carolina. His research has been published in theJournal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Business Research, Journal of Macromarketing, andJournal of Personal Selling & Sales Management, among other scholarly journals. Dr. Strutton’s current research interests include issues relating to sales and channels
management.
He has a B.S. in chemistry and an M.B.A. in management and received his Ph.D. in marketing from the University of Arkansas.
Before entering academe, Dr. Lumpkin worked in marketing research for Phillips Petroleum Company. His primary research interests
include retail patronage theory, market segmentation, and research methodology, with recent research focused on the elderly
consumer. His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal
of Advertising, Journal of Advertising Research, and other scholarly journals. 相似文献
13.
Although social values have been used increasingly in consumer research, their utility in sales management research has received
little attention. Using a national sample of industrial salespeople, the authors evaluate several hypotheses, developed from
social adaptation theory and a theoretical framework of values domain, regarding the incremental ability of the List of Values
(LOV) to predict salesperson performance beyond adaptive selling (ADAPTS) and customer orientation (SOCO). The LOV shows promise
as a tool by which salesperson performance can be predicted. Managerial implications are discussed, and suggestions for future
research are presented.
He received his Ph.D. in 1989 from the University of Oregon. His experience includes five years in sales and sales management
with Xerox and Digital Equipment Corporation. His research interests include sales force management and marketing strategy.
He has published in theReview of Marketing, Journal of Personal Selling and Sales Management, Journal of Business Forecasting, Journal of Marketing
Education, and other journals.
He received his Ph.D. in 1989 from the University of Oregon. His current research interests include issues in cross-cultural
marketing strategy, global and domestic sales force management, and research methodology. His research has been published
in theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, Journal of Marketing Education, and other journals. 相似文献
14.
Michel van der Borgh Jeroen Schepers 《Journal of the Academy of Marketing Science》2018,46(5):857-878
A new product’s success in the marketplace largely depends on salesforce actions. Many B2B salespeople display conservatism when confronted with new products in their portfolio, such that they maximize their efforts to sell existing products before engaging in efforts to sell the new product. So far, it is unclear whether this conservative selling behavior (CSB) is harmful to new product selling performance, and how this behavior can be managed. Building on perceived risk processing theory, and employing multi-level structural equation modeling on a multi-source dataset, the authors empirically substantiate that salespeople’s CSB makes their effort to sell new products more effective. Remarkably, such effort is then valued less by sales managers. The authors also find that CSB is a result of a risk assessment and evaluation process, in which internal marketing efforts (i.e., providing salespeople with information on the new product) determine the weight of perceived performance risk (i.e., new product radicalness), social risk (i.e., managerial new product orientation), and financial risk (i.e., long-term rewards). Managers looking to control the levels of CSB in their salesforce should carefully align their information support activities with the perceived risk dimensions of the new product selling situation. 相似文献
15.
The moderating effects of insupplier/outsupplier status on organizational buyer attitudes 总被引:1,自引:0,他引:1
Steven P. Brown 《Journal of the Academy of Marketing Science》1995,23(3):170-181
A conceptual model of the relationships among buyers’ perceptions of and attitudes toward elements of a vendor company’s marketing
mix is developed and tested, and the moderating effects of insupplier/outsupplier status are assessed. Attitude centrality
and self-perception theories predict that buyer perceptions of and attitudes toward the company, the salesperson, and the
product will be more closely interlinked for insuppliers than for outsuppliers. Theory regarding category-based affect and
attitude accessibility predicts that buyers will use extrinsic cues to a greater extent when making judgments about outsupplier
as compared with insupplier salespeople. The results indicated significant moderating effects of insupplier/outsupplier status
and generally validated predictions made on the basis of attitude theory. Perceived company reputation was more strongly related
to salesperson and product attitudes for insuppliers than for outsuppliers. Extrinsic cues were used to a greater extent by
buyers evaluating outsuppliers. Implications of the findings for management and a more complete understanding of organizational
buying are discussed.
His research interests include attitudinal influences on consumer and organizational buying behavior, sales force motivation,
and job attitudes. His research has been published in theJournal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Journal of Personal Selling and Sales Management, andJournal of Advertising Research, as well asJournal of the Academy of Marketing Science. 相似文献
16.
Building on social capital theory, we view the marketing and sales interface as a set of inter-group ties and investigate how cross-functional relationships may facilitate the development of social capital associated with value creation. Our findings suggest that social capital embedded in marketing and sales relationships can inhibit a firm’s performance depending on the characteristics of its customers. Our results also demonstrate that managing the marketing and sales interface at different levels of customer concentration is critical to the success of a firm’s performance. 相似文献
17.
Firms are creating a digitized selling capability by developing Web sites designed to provide information and conduct transactions
with customers, replacing many routine sales force activities. The authors use the motivationability framework to shape a
conceptual model that examines the effects of the digitization of selling activity on two salesperson outcomes: salesperson
effectiveness and salesperson job-insecurity. Using data from salespeople in 168 firms, they assess the moderating effects
of environmental-level motivational factors and firm-level ability factors on the impact of digitization of selling activity
on salesperson effectiveness and job insecurity. The results reveal that digitization has the paradoxical effect of improving
salesperson effectiveness and heightening job insecurity concerns, and also that managers can improve the technology-enabled
multichannel capabilities of the firm by giving priority attention to human capital improvement, sales force control systems,
and communication of the digitization strategy.
Devon S. Johnson (Ph.D., London Business School, dj@devonjohnson.com) is currently an assistant professor of marketing at Northeastern University,
Boston. Previously, he was an assistant rofessor of marketing in the Giozueta Business School at Emory University. His research
interests are the role of social capital in relational exchange and technology consumption and implementation.
Sundar Bharadwaj (Sundar_Bharadwaj@bus.Emory.edu) is an associate professor of marketing in the Goizueta Business School at Emory University.
His general research interests focus on marketing strategy and performance and risk. His research has been published in theJournla of Marketing, Management Science, and theJournal of the Academy of Marketing Science, among others. 相似文献
18.
Sarath A. Nonis Jeffrey K. Sager Kamalesh Kumar 《Journal of the Academy of Marketing Science》1996,24(1):44-56
Researchers’ attentions have recently focused on how salespeople cope with role stress. This study focuses on salespersons’
use of six upward influence tactics (UITs) with the immediate sales manager, and how salespeople use UITs to lessen the impact
of two role stressors (perceived role conflict and role ambiguity) associated with the sales job. The study also evaluates
the potential moderating role of UITs on relationships between role stress and manager satisfaction and propensity to leave.
Analysis of data gathered from a heterogeneous sample revealed differences in use of UITs between salespeople classified as
either high or low in role stress. Salespeople who perceive high role conflict employ assertiveness and upward appeal UITs
more frequently. Salespeople who perceive high role ambiguity use exchange and coalition-building UITs more frequently. Results
also suggest that salespersons’ use of assertiveness and ingratiation UITs exacerbate relationships between perceived role
ambiguity and two outcomes: satisfaction with supervisor and propensity to leave. Implications of the study findings for sales
managers are reviewed, as are implications for further research.
His research interests are in the areas of personal selling and sales management. His work has appeared inJournal of Education for Business, Journal of Marketing Theory and Practice, and various national and international conference proceedings.
Jeffrey K. Sager, Ph. D., conducts research in the areas of salesperson turnover and job stress. His work has appeared in theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, andJournal of Business Research.
His research interests are in the fields of strategic management and organizational behavior. His research has been published
in theAcademy of Management Journal, Journal of Applied Psychology, and several other journals. 相似文献
19.
David Strutton James R. Lumpkin Lou E. Pelton 《Journal of the Academy of Marketing Science》1995,23(2):132-140
The issue of whether salespeople cope with sales stressors in ways consistent with their personality characteristics remains
largely unaddressed in the empirical literature. Should certain personality characteristics make salespeople more stress resistant,
implications for the selection of sales candidates already possessing such characteristics or for the cultivation of such
characteristics within existing salespeople could be developed. A framework is developed suggesting why salespeople with certain
personality characteristics—those high on challenge, self-determination, and involvement in self and surroundings—may employ
different coping strategies. Support for hypotheses was developed in a study that used a stratified random sample of 322 sales
organizations. Salespeople high on challenge, self-determination, and involvement were found to use more problem-focused coping
strategies.
He received his Ph.D. from the University of Mississippi. Before entering academe, he was in sales with the Tenneco Corporation
and was president of a retailing firm in North Carolina. His research has been published in theJournal of the Academy of Marketing Science, Journal of Advertising, Journal of Business Research, Journal of Macromarketing, andJournal of Personal Selling & Sales Management, among other scholarly journals. His current research interests include issues relating to sales and channels management.
He received his Ph.D. from the University of Mississippi in 1992. His research has appeared in theJournal of International Consumer Marketing, Developments in Marketing Science, Advances in Marketing, andHealth Marketing Quarterly, among others. His current research interests include business ethics and channels management. Prior to entering academe,
he was vice president of a marketing consulting firm in Lubbock, Texas.
He has a B.S. in chemistry, an M.B.A. in management, and received his Ph.D. in marketing from the University of Arkansas.
Before entering academe, he worked in marketing research for Phillips Petroleum Company. His primary research interests include
retail patronage theory, market segmentation, and research methodology, with recent research focused on the elderly consumer.
His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal
of Advertising, Journal of Advertising Research, and other scholarly journals. 相似文献
20.
Kirby L. J. Shannahan Alan J. Bush Rachelle J. Shannahan 《Journal of the Academy of Marketing Science》2013,41(1):40-54
In this two-part empirical study, a measure of athletic coachability is adapted and applied to salespeople in a business-to-business sales context. Relationships among salesperson coachability, salesperson trait competitiveness, sales manager leadership style, and sales performance are conceptualized and tested. Results suggest that sales performance is highest when salespeople are highly coachable, highly competitive, and under transformational leadership. Results also suggest that salesperson coachability fully mediates the relationship between transformational leadership and sales performance and partially mediates the relationship between salesperson trait competitiveness and sales performance. 相似文献