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Journal of Personal Selling and Sales Management最新文献

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Work Motivation Through the Design of Salesperson Jobs 通过设计销售人员的工作动机
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1985.10754390
Pradeep K. Tyagi
{"title":"Work Motivation Through the Design of Salesperson Jobs","authors":"Pradeep K. Tyagi","doi":"10.1080/08853134.1985.10754390","DOIUrl":"https://doi.org/10.1080/08853134.1985.10754390","url":null,"abstract":"AbstractThe validity of a job diagnostic model to (re)-design salespersons' jobs is investigated. The model purports that a number of core job dimensions and individual differences interact to affect critical psychological states which, in turn, influence work motivation, satisfaction, and performance of people at work. The results indicate that the model holds promise in analyzing salespersons' jobs. Possible managerial implications and limitations are also discussed.","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":"86577013","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}
引用次数: 11
Key Account Management in the Business to Business Field: The Key Account's Point of View 企业对企业领域的大客户管理:大客户的观点
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1997.10754107
C. Pardo
{"title":"Key Account Management in the Business to Business Field: The Key Account's Point of View","authors":"C. Pardo","doi":"10.1080/08853134.1997.10754107","DOIUrl":"https://doi.org/10.1080/08853134.1997.10754107","url":null,"abstract":"A research program was set up three years ago at the “Institut de Recherche de l'entreprise” in Lyon. This program is aimed at improving the understanding of industrial key account management. This paper presents the outcomes of one of the studies carried out within this program. It focuses on the perceptions a key account may develop according to the treatment he receives from his supplier. The purpose of this research study is to shed new light on key account management from the key account's point of view. Until now, indeed, except for a few works (see for example the recent report from McDonald, Millman and Rogers [1996]) the literature on key account management has been focused on the supplier perspective. In other words, the aim of the great majority of the studies was to discuss the characteristics, the implications, the evolutions of a supplier from the moment he decided to implement a key account management program. Today, given the maturity that researchers are beginning to acquire on the subjec...","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":"86873892","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}
引用次数: 45
Increasing the Utility of the Application Blank: Relationship Between Job Application Information and Subsequent Performance and Turnover of Salespeople 增加应聘空白的效用:应聘信息与销售人员后续绩效及离职的关系
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1992.10753916
M. Gable, C. Hollon, F. Dangello
{"title":"Increasing the Utility of the Application Blank: Relationship Between Job Application Information and Subsequent Performance and Turnover of Salespeople","authors":"M. Gable, C. Hollon, F. Dangello","doi":"10.1080/08853134.1992.10753916","DOIUrl":"https://doi.org/10.1080/08853134.1992.10753916","url":null,"abstract":"This article determines if data on the employment application form can help predict applicants who will be good performers and not likely to voluntarily terminate their employment once hired. The results of the analyses indicate a two-stage selection procedure. Step one identifies high performers; step two identifies high performers with a propensity to remain with the firm. Findings are discussed in the context of the research, and implications are provided for salesforce management.","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":"83612865","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}
引用次数: 13
Survival Analysis: A New Approach to Analyzing Sales Force Retention 生存分析:分析销售人员保留的新方法
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1989.10754521
W. Moncrief, R. Hoverstad, G. H. Lucas
{"title":"Survival Analysis: A New Approach to Analyzing Sales Force Retention","authors":"W. Moncrief, R. Hoverstad, G. H. Lucas","doi":"10.1080/08853134.1989.10754521","DOIUrl":"https://doi.org/10.1080/08853134.1989.10754521","url":null,"abstract":"This paper examines the problems associated with traditional methodologies used to study turnover. Existing empirical research findings rely on “cross sectional window designs”. This paper describes design flaws in the traditional approaches and demonstrates how the flaws may have affected the validity of previous studies.Survival analysis is introduced and discussed as a valuable tool for sales force turnover research. Survival analysis traces the survival function of new hires over time. This study presents data from a large national insurance firm to introduce the methodology of survival analysis, and traces the retention of insurance sales agents over a two year period. The effect of independent variables on rentention using survival analysis is shown by examining effect of sales productivity on retention rates.","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":"75916561","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}
引用次数: 7
Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers 销售和销售管理在行动:销售主管和销售经理对配额的态度和应用
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1991.10753879
D. J. Good, R. W. Stone
{"title":"Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers","authors":"D. J. Good, R. W. Stone","doi":"10.1080/08853134.1991.10753879","DOIUrl":"https://doi.org/10.1080/08853134.1991.10753879","url":null,"abstract":"A survey of 186 sales managers and executives revealed that in setting sales quotas, factors such as the sales territory and the support provided by the manager were considered more important than the past performance of the sales representative. As would be expected, in an inspection of general opinions about sales quotas, the managers demonstrated a preference for linking the sales quota to the compensation of the salesperson.","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":"78683249","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}
引用次数: 6
Organizational Behavior Modification: A General Motivational Tool for Sales Management 组织行为修正:销售管理的通用激励工具
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1986.10754427
R. A. Scott, J. E. Swan, M. E. Wilson, Jenny J. Roberts
{"title":"Organizational Behavior Modification: A General Motivational Tool for Sales Management","authors":"R. A. Scott, J. E. Swan, M. E. Wilson, Jenny J. Roberts","doi":"10.1080/08853134.1986.10754427","DOIUrl":"https://doi.org/10.1080/08853134.1986.10754427","url":null,"abstract":"AbstractHow sales managers can effectively use rewards to shape the behavior or salespeople is the theme of this article. Organizational Behavior Modification specifies how rewards can be used to guide behavior. It has been tested and positive results have been found for a number of sales applications. The essential concepts of that method are explained and illustrations of sales force applications for each major concept are provided. A model for using the method in sales management is proposed. The fundamental purpose of this article is to convey a clear understanding of the technique to the practicing sales manager.","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":"91466029","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}
引用次数: 6
The Fortune 500 Companies' Selection Criteria for Promotion to First Level Sales Management: An Empirical Study 世界500强企业晋升一级销售管理的选择标准:实证研究
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1989.10754535
DonaldB. Guest, Havva J. Meric
{"title":"The Fortune 500 Companies' Selection Criteria for Promotion to First Level Sales Management: An Empirical Study","authors":"DonaldB. Guest, Havva J. Meric","doi":"10.1080/08853134.1989.10754535","DOIUrl":"https://doi.org/10.1080/08853134.1989.10754535","url":null,"abstract":"Since marketing, and particularly selling activities, determine the sources and size of a company's revenue, factors which vitally affect sales force performance are matters of crucial importance to corporate management.Predicting how a newly appointed first level sales manager will perform in the new leadership task remains a difficult problem and the determination and use of selection criteria appears not to be clearly defined in the literature. Previous research has identified desirable attributes as selection criteria though typically these are neither ranked in importance nor as attributes that “can be developed later through training/experience” or be “innate to the person selected.” This research focused upon the selection criteria and practices of the Fortune 500 companies in selecting/appointing their first level sales managers. The results revealed that (i) the Fortune 500 human resource managers are in agreement with the findings of previous research with regard to which personality and charact...","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":"85669610","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}
引用次数: 10
The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework 销售人员行为对顾客满意的影响:一个互动框架
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1991.10753875
Dhruv Grewal, Arun Sharma
{"title":"The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework","authors":"Dhruv Grewal, Arun Sharma","doi":"10.1080/08853134.1991.10753875","DOIUrl":"https://doi.org/10.1080/08853134.1991.10753875","url":null,"abstract":"Salesforce behavior can have a significant effect on customer satisfaction. This paper presents a conceptual framework examining the impact of the salesforce policy on customer satisfaction. Within the context of the framework, it is suggested that salespeople and sales managers can increase customer satisfaction through adaptive selling behavior and by developing customer feed-back systems respectively. Testable propositions are suggested for future research, and potential managerial implications of the research are discussed. The paper emphasizes that the determination and improvement of customer satisfaction should be essential goals of salesforce management.","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":"91202151","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}
引用次数: 95
Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures 选择合适的销售配额计划结构和配额设置程序
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1997.10754078
R. Darmon
{"title":"Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures","authors":"R. Darmon","doi":"10.1080/08853134.1997.10754078","DOIUrl":"https://doi.org/10.1080/08853134.1997.10754078","url":null,"abstract":"The typical objective of a sales quota-bonus plan (QBP) is to enhance salespeople's performance by granting them a bonus when they reach a prespecified performance level (a sales quota), set higher than the performance level they would achieve otherwise. Even though QBPs are short-term plans, they have long-run profit impacts through their effects on a sales force morale and feelings of equity (or inequity). This is why devising sales quota plans has always been a difficult task. This paper's objective is to discuss how different QBP structures and related quota setting procedures are likely to be selected by management, depending on such situational characteristics as management's objectives, constraints, and available (or collectible) information.","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":"85865584","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}
引用次数: 13
Selling & Sales Management in Action: Leadership Through Quality 销售和销售管理的行动:领导通过质量
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1990.10753814
J. F. Tanner
{"title":"Selling & Sales Management in Action: Leadership Through Quality","authors":"J. F. Tanner","doi":"10.1080/08853134.1990.10753814","DOIUrl":"https://doi.org/10.1080/08853134.1990.10753814","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":"86260292","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}
引用次数: 0
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