Patience, consideration and responsibility (P.C.R.): emerging psychological capacities for coping with crisis and persistent changes in personal selling

IF 3.9 Q2 BUSINESS
Soo Yeong Ewe, Helen Hui Ping Ho
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引用次数: 6

Abstract

Abstract The COVID-19 pandemic altered buyers’ concerns and resulted in more complex demand for high-involvement goods, such as financial products. These changes seem likely to persist after the pandemic. Additionally, other unforeseen events, although likely not as pervasive as the pandemic, could occur at any time. In this context, the ability of salespeople to keep their mental abilities sharp is vital in overcoming challenges and moving forward. This study highlights the emerging psychological capacities that help salespeople cope with new work circumstances following the COVID-19 pandemic, as well as dealing with other unforeseen events, and identifies ways to develop these psychological capabilities. Findings from in-depth interviews with 20 salespeople suggest that patience (P), consideration (C), and responsibility (R) are the emerging psychological capacities that motivate salespeople to achieve positive outcomes during and after the pandemic. These capacities can be developed through the exercise of passion and purpose, gratitude, long-term thinking, self-reflection, and self-compassion. We found the P.C.R. framework to fit the existing psychological capital (PsyCap) model, providing nuances to our understanding of PsyCap by proposing a framework with the emerging psychological capacities that salespeople require to succeed in the post-COVID personal selling environment. The study’s limitations and future research directions are also discussed.
耐心、考虑和责任(P.C.R.):应对危机的新兴心理能力和个人销售的持续变化
摘要新冠肺炎疫情改变了买家的担忧,并导致对金融产品等高参与度商品的需求更加复杂。这些变化似乎在新冠疫情之后会持续下去。此外,其他不可预见的事件,尽管可能没有疫情那么普遍,但随时都可能发生。在这种情况下,销售人员保持敏锐的心理能力对于克服挑战和前进至关重要。这项研究强调了新出现的心理能力,这些能力有助于销售人员应对新冠肺炎大流行后的新工作环境,以及应对其他不可预见的事件,并确定了发展这些心理能力的方法。对20名销售人员的深入采访结果表明,耐心(P)、体贴(C)和责任感(R)是新出现的心理能力,激励销售人员在疫情期间和之后取得积极成果。这些能力可以通过锻炼激情和目标、感恩、长期思考、自我反思和自我同情来发展。我们发现P.C.R.框架符合现有的心理资本(PsyCap)模型,通过提出一个具有销售人员在新冠肺炎后个人销售环境中取得成功所需的新兴心理能力的框架,为我们理解PsyCap提供了细微差别。并对本研究的局限性和未来的研究方向进行了讨论。
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来源期刊
CiteScore
5.70
自引率
36.40%
发文量
32
期刊介绍: As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.
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