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Journal of Personal Selling and Sales Management最新文献

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Evaluating Sales Personnel: An Attribution Theory Perspective 销售人员评价:归因理论视角
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1989.10754509
Alan J. Dubinsky, S. Skinner, Tommy E. Whittler
{"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}
引用次数: 32
Personal Moral Philosophies and the Moral Judgments of Salespeople 个人道德哲学与销售人员的道德判断
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1994.10753976
R. Tansey, Gene Brown, M. Hyman, Lyndon E. Dawson
{"title":"Personal Moral Philosophies and the Moral Judgments of Salespeople","authors":"R. Tansey, Gene Brown, M. Hyman, Lyndon E. Dawson","doi":"10.1080/08853134.1994.10753976","DOIUrl":"https://doi.org/10.1080/08853134.1994.10753976","url":null,"abstract":"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.","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":"90080000","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: 57
Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates 销售人员绩效归因过程与期望估计的形成
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1997.10754096
Thomas E. Decarlo, R. K. Teas, James C. McElroy
{"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}
引用次数: 27
Sales Force Control: A Synthesis of Three Theories 销售人员控制:三个理论的综合
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1996.10754049
V. Stathakopoulos
{"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}
引用次数: 38
Job Analysis and Hiring Practices for National Account Marketing Positions 全国客户营销职位的工作分析和招聘实践
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1993.10753957
T. Wotruba, Stephen B. Castleberry
{"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}
引用次数: 37
Ethical Climate, Organizational Commitment, and Indebtedness Among Purchasing Executives 采购主管的道德氛围、组织承诺与负债
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1991.10753890
S. Kelley, Michael Dorsch
{"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}
引用次数: 44
Leaders in selling and sales management: The sales program at northern illinois university 销售和销售管理的领导者:北伊利诺伊大学的销售课程
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 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}
引用次数: 0
Sales Management As An Entrepreneurial Activity 作为企业活动的销售管理
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1990.10753819
Michael H. Morris, Ramon A. Avila, Eugene Teeple
{"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}
引用次数: 30
The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople 工业销售人员角色模糊的多维度及其对心理和行为结果的影响
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1994.10753990
G. K. Rhoads, Jagdip Singh, P. Goodell
{"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}
引用次数: 57
The Current Status of Women in Professional Selling 女性在职业销售中的现状
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1987.10754445
M. Gable, B. J. Reed
{"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}
引用次数: 18
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