Journal of Personal Selling & Sales Management最新文献_第6页

The moderating role of self-efficacy in the relationship between control systems and sales performance 自我效能感在控制系统与销售业绩关系中的调节作用

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-02-16 DOI: 10.1080/08853134.2022.2037435

V. Vieira, Eli Jones, Valter da Silva Faia, Juliano Domingues da Silva, Letícia Fernandes de Negreiros

{"title":"The moderating role of self-efficacy in the relationship between control systems and sales performance","authors":"V. Vieira, Eli Jones, Valter da Silva Faia, Juliano Domingues da Silva, Letícia Fernandes de Negreiros","doi":"10.1080/08853134.2022.2037435","DOIUrl":"https://doi.org/10.1080/08853134.2022.2037435","url":null,"abstract":"Abstract Drawing on control systems and self-efficacy theories, the authors propose two alternative perspectives: a control systems convergence, which refers to a salesperson’s perception of their sales manager’s use of both behavior-based and outcome-based controls together, and a control systems divergence, which is an unbalanced and more traditional view toward one dimension or the other. Using multi-sourced data, this research examines two frameworks: (1) the moderating role of self-efficacy on the main effects of control systems convergence and divergence on sales performance, and alternatively (2) the moderating role of past performance on the pattern of relationships leading to self-efficacy. The results suggest that control systems convergence has a significant impact on sales performance. Furthermore, self-efficacy moderates the main effect of control systems convergence whereas high (vs. low) levels of self-efficacy generate greater levels of performance in low (vs. high) levels of convergence. Moreover, high (vs. low) levels of self-efficacy generate greater levels of performance in high (vs. low) levels of divergence toward outcome-based control (i.e., when outcome-based control is greater than behavior-based control). In the alternative model, we found that performance explains self-efficacy, generating something like a reciprocal causality).","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-02-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45429864","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: 9

Improving assessment center criterion validity for salesperson selection: a socioanalytic approach 基于社会分析的方法提高销售人员选择评估中心标准的有效性

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-02-16 DOI: 10.1080/08853134.2022.2037436

Bastian P Kückelhaus, J. Titze, G. Blickle

{"title":"Improving assessment center criterion validity for salesperson selection: a socioanalytic approach","authors":"Bastian P Kückelhaus, J. Titze, G. Blickle","doi":"10.1080/08853134.2022.2037436","DOIUrl":"https://doi.org/10.1080/08853134.2022.2037436","url":null,"abstract":"Abstract Assessment centers (ACs) are one of the most common selection and recruitment methods in today’s business world, with very high acceptance in practice. The AC research literature, however, has focused on managerial performance and neglected sales performance. Therefore, we assessed the features of ACs for sales positions. The results indicated that AC ratings designed for sales positions exhibited good interrater agreement and were distinct. The criterion-related validity of AC observer ratings was in the normal range of ACs designed for managerial jobs in terms of overall assessment rating scores. Additionally, we tested a new approach to ACs for salesperson selection based on the socioanalytic theory of personality. We hypothesized and found that motivation for sales success combined with social competence predicts field sales performance one year later. This interaction effect explained incremental variance in objective performance above and beyond exercises and overall assessment rating scores. Operational validity compared to the traditional approach increased by 25%. The true score criterion validity of the new approach was .49. We discuss implications and limitations.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-02-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49558606","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

The impact of salespeople’s social media adoption on customer acquisition performance – a contextual perspective 销售人员采用社交媒体对客户获取绩效的影响——背景视角

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-02-11 DOI: 10.1080/08853134.2022.2033624

Dennis Schendzielarz, S. Alavi, J. H. Guba

{"title":"The impact of salespeople’s social media adoption on customer acquisition performance – a contextual perspective","authors":"Dennis Schendzielarz, S. Alavi, J. H. Guba","doi":"10.1080/08853134.2022.2033624","DOIUrl":"https://doi.org/10.1080/08853134.2022.2033624","url":null,"abstract":"Abstract Even as salespeople increasingly adopt social media, sales research and practice struggle to understand how their application can help salespeople acquire customers. This article therefore explores empirically under which conditions social media adoption enhances or impedes the customer acquisition performance of salespeople. According to motivation literature, the outcomes of salespeople’s social media adoption should depend fundamentally on the interplay of the level and direction of social media adoption. Based on a multi-level data set containing objective performance data and surveys of salespeople, the results of this study reveal that salespeople’s social media adoption increases customer acquisition performance if salespeople communicate in a customized way (indicated by customer orientation). Strikingly, the study also unveils that this effect is negative if salespeople communicate in a standardized way (indicated by, for example, performance orientation). These findings in turn offer several managerial and theoretical implications. Supplemental data for this article is available online at https://doi.org/10.1080/08853134.2022.2033624 .","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-02-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45170728","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

Toward a shared leadership environment: insights into retail salespeople’s work environment 走向共享的领导环境:对零售销售人员工作环境的洞察

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-02-02 DOI: 10.1080/08853134.2021.2017295

A. M. van der Berg, J. N. Foege, Stephan Nüesch

{"title":"Toward a shared leadership environment: insights into retail salespeople’s work environment","authors":"A. M. van der Berg, J. N. Foege, Stephan Nüesch","doi":"10.1080/08853134.2021.2017295","DOIUrl":"https://doi.org/10.1080/08853134.2021.2017295","url":null,"abstract":"Abstract The growing digitization puts more pressure on brick-and-mortar businesses in the retail sector by creating new and more complex customer demands that increase the need for cooperative and trustful exchange relationships between supervisors and salespeople. A promising approach to tackle these challenges lies in implementing less hierarchical leadership structures. While sharing leadership on the team level gains traction among practitioners as a viable form of horizontal leadership, research provides little evidence on the conditions and mechanisms that enable a shared leadership work environment for retail salespeople. Especially the role of formal leaders in such a transition remains unclear. To fill this void, we followed a two-study design. We conducted a large-scale survey with 1,527 salespeople of a German fashion retailer to analyze how formal leadership contributes to the existence of a less hierarchically structured work environment for retail salespeople. Our multiple mediation analysis provides in-depth and context-sensitive insights into conditions and mechanisms that facilitate a shared leadership environment. A subsequent online-based scenario experiment confirms that transformational leadership is a driver for a shared leadership environment. We contribute to the literature by showing that transformational leadership matters not only in business-to-business (B2B) settings but also in traditionally more transactional business-to-consumer (B2C) retail sales settings to create a shared leadership environment.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-02-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46135179","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: 3

Drivers of salespeople’s AI acceptance: what do managers think? 销售人员接受人工智能的驱动因素：经理们是怎么想的？

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-01-19 DOI: 10.1080/08853134.2021.2016058

Jing Chen, Wenkai Zhou

引用次数: 5

Editorial: upcoming changes to the journal 社论：即将对期刊进行修改

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-01-02 DOI: 10.1080/08853134.2022.2043756

N. Lee, Adam Rapp

{"title":"Editorial: upcoming changes to the journal","authors":"N. Lee, Adam Rapp","doi":"10.1080/08853134.2022.2043756","DOIUrl":"https://doi.org/10.1080/08853134.2022.2043756","url":null,"abstract":"The area of sales has continued to grow over the past several years despite a global pandemic. While the state of the world has wreaked havoc in some areas (i.e., the supply chain) we have seen the demand and need for salespeople grow. The global pandemic has helped spotlight the importance of a strong frontline and reinforced that investing in human capital to build and develop customer relationships is critical for firm success. We have also witnessed increased demand for talent due to demographic shifts on a near global level. As tremendous amounts of sales talent are leaving the workforce, organizations are scrambling to replace individuals that have decades of relationship-capital and are the backbone of industry. Responding to these shifts, academicians have increased research productivity within the sales discipline. This journal has been the benefactor of these recent changes. Our submissions are up, and the quality of those submissions is also continuously increasing. Our citations are increasing, and in particular we are getting cited more often in the top marketing journals, as well as more specialized B2B and industrial marketing journals. JPSSM articles are getting downloaded more often, and the reach of the journal is increasingly global. These are exciting times. As the journal has continued to grow, we have sought insight from our senior advisory board, and determined that it would be valuable to evolve in two key areas: associate editor structure and conceptual submissions. While both of these currently exist within the journal, consensus suggests that further developing these areas could be beneficial to the journal. Below, we briefly outline what these changes encompass and what readers, authors, and reviewers for the journal can expect.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46762447","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

Роль социальной ответственности бренда в формировании лояльности потребителей косметической продукции и продуктов личной гигиены 该品牌的社会责任在塑造美容产品和个人卫生产品消费者的忠诚方面起着重要作用。

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-2-2-138-145

Е Н Москвитина, А.М. Пахалов

引用次数: 0

Система тренировок, геймификация и crm-система: как предупредить выгорание сотрудников отдела продаж 培训系统，游戏玩法和crm系统:如何警告销售人员燃烧

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-4-4-304-309

Александр Высоцкий

引用次数: 0

Диагностика отдела продаж 销售部门诊断

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-4-4-264-271

Галина Машницкая

引用次数: 0

Принципы системного и грамотного управления отделом продаж 销售管理系统及良好管理原则

IF 4.4

Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-4-4-252-257

Андрей Емец

引用次数: 0