推进以服务为导向、以解决方案为中心的创造力模式：销售人员直觉、情商和认知懒惰的作用

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management Pub Date : 2025-06-26 DOI:10.1016/j.indmarman.2025.06.004

David A. Locander , Barry J. Babin , John M. Galvan

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引用次数: 0

摘要

本研究借鉴了特定服务和以解决方案为中心的创造力模型。具体来说，该研究考察了销售人员对直觉、认知懒惰和基于客观能力的情商的依赖如何共同塑造了销售人员的创造性销售，这是一个众所周知的销售业绩驱动因素。173名B2B销售人员的研究结果表明，直觉和认知懒惰是截然不同的，它们对创造性销售产生独特的影响，进而影响销售业绩。特别是，依赖直觉对创造性销售有积极影响，而认知懒惰对创造性销售有消极影响。此外，与以往使用主观情商量表的研究结果不同，本研究采用客观的情商评估来测试情商对创意销售的影响。此外，创造性销售对行为销售绩效和结果销售绩效都有积极影响，促进了直觉依赖和认知懒惰对销售绩效的间接影响。

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Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness

This research draws on the Service-Specific and Solution-Centric Model of Creativity. Specifically, the research examines how salespeople's reliance on intuition, cognitive laziness, and objective ability-based EI come together to shape salesperson creative selling, a known driver of sales performance. Results from 173 B2B salespeople reveal that intuition and cognitive laziness are distinct and have unique influences on creative selling, and subsequently, sales performance. In particular, reliance on intuition positively influences creative selling, whereas cognitive laziness effect is negative. Additionally, in contrast to past findings that utilize subjective EI scaling, this study deploys an objective EI assessment, to test the effect of EI on creative selling. Furthermore, creative selling positively influences both behavioral and outcome sales performance, facilitating the indirect effects of reliance on intuition and cognitive laziness on sales performance.

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来源期刊

Industrial Marketing Management Multiple-

CiteScore

17.30

自引率

20.40%

发文量

255

期刊介绍： Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.