Does Intraorganizational Network Embeddedness Improve Salespeople’s Effectiveness? A Task Contingency Perspective

Using a two-phase research methodology, this study investigates the relationship between salespeople’s intraorganizational network embeddedness and their sales effectiveness. Following the findings of the exploratory research, we first distinguish salespeople’s intraorganizational networks on the basis of their content—work versus social networks—and their tie activation frequency. Next, we focus on three main sales tasks, opportunity-identification, solution-creation, and closing the deal, and uncover that overcoming the challenges of each sales task requires mobilizing particular intraorganizational resources. We show that work and social networks give access to different sets of resources, and we develop a contingency model that explains which networks and network ties are likely to be more instrumental for salespeople’s effectiveness at each sales task. In the second phase of the research, we test the contingency model using a sociometric method. The results indicate that for effectiveness in opportunity-identification, social as opposed to work networks are most instrumental. For effectiveness in solution-creation, work rather than social networks are more critical. And for closing the deal, both work networks and social networks are important. Furthermore, salespeople who have frequently activated network ties are consistently more effective than salespeople who may have many ties but who activate them less frequently.     

Publication Patterns of The Personnel and Guidance Journal/Journal of Counseling & Development: 1978 to 1993

The purposes of this study were (a) to identify the primary institutional sources of articles to The Personnel and Guidance Journal/Journal of Counseling & Development from 1978 to 1993 (Volumes 57–71); (b) to identify the primary individual contributors to this journal during the survey period; (c) to identify and compare the program affiliations of individual contributors by editor during the survey period; and (d) to speculate as to whether the study results, collectively, indicate a trend toward more psychologists than counselors contributing to this journal. A total of 1,843 articles were reviewed. Of the 2,198 authors, 69% were academicians and 31% were practitioners. The data suggest that there has been a clear pattern of more psychologists than counselors contributing to this journal.     

Sales Training and Education: Tracking Academic Research in Selling and Sales Management: Authors,Authorships, Academic Institutions,and Journals

This study examines and tracks the extent of selling and sales management research from 1993–1997. Two hundred and sixty- six published journal articles representing sixteen journals are examined to identify where and when selling and sales management researchers received their doctoral training, their employment location at time of publication, regional trends in the location of these researchers, and a count by-journal of selling and sales management articles that have appeared during the time period. A total of 280 individual authors from 175 different colleges and universities are included in the study. Overall, the general trends for scholarly activity in selling and sales management appear to be robust when compared to prior studies of sales research productivity.     

Normative Publication Productivity of Communication Scholars at Selected Career Milestones

This study builds on past research on normative publication practices in the communication discipline by exploring rates of contribution to the discipline’s literature as represented in the Communication Institute for Online Scholarship’s ComAbstracts database. The ComAbstracts database, spanning 90 years and more than 46,000 publications, provides significantly greater breadth and depth than previously available data sources. The strategy for sampling scholars included in this study also differs from prior work by limiting the sample to scholars affiliated with the communication field through membership in one of its primary professional societies. For purposes of studying historical change in productivity, the sample of scholars was divided into six cohorts at different points in their careers to discover norms for publication productivity at milestone intervals following career onset, defined as the date of award of the Ph.D. or an equivalent terminal degree. Among other findings, results suggest (a) that rates of contribution of single‐authored articles have fallen significantly over the years without compensating increases in the number of multiauthored publications, (b) that an early high rate of publication productivity is highly predictive of a sustained high rate, and (c) that more than one third of the membership of the scholars sample had not contributed any articles to the field’s mainline periodical literature. As well, a metric for determining exceptionally high and low productivity rates by career stage is suggested and illustrated, revealing a way of identifying top‐tier and subnormal productivity adjusted for years in career.     

Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980–1990

The utilization of the JPSSM in enhancing sales management knowledge was analyzed by a cross citation of JPSSM articles in other journals and sales management textbooks which found that the JPSSM has made a basic contribution to the sales and sales management literature. An examination of authorships and institutional contributors to the sales and sales management literature in the JPSSM was also conducted. A large number of both individuals and institutions have contributed articles to the JPSSM, indicating a breadth of research on sales. However, a relatively few contributors accounted for a significant proportion of JPSSM articles, suggesting a concentration of research efforts by both individuals and institutions.     

Three decades of Cognition & Emotion: A brief review of past highlights and future prospects

Over the past three decades, Cognition & Emotion has been one of the world’s leading outlets for emotion research. In this article, we review past highlights of and future prospects for the journal. Our tour of history covers three periods: The first period, from 1987 to 1999, was a pioneering era in which cognitive theories began to be applied to the scientific analysis of emotion. The second period, from 2000 to 2007, was characterised by a sharp increase in the number of empirical research papers, a lot of which were concerned with automatic processing biases and their implications for clinical psychology. During the third period, from 2008 to 2017, a new focus emerged on self-regulatory processes and their implications for emotion. We then turn to the present profile of Cognition & Emotion and introduce our new editorial team. Finally, we consider how the journal’s future success can be continued and increased by a) providing authors with fast and high-quality feedback; b) offering attractive publication formats, including the newly introduced Registered Reports for pre-registered studies; and c) consolidating key methodological paradigms with reproducible findings.     

JPSSM since the beginning: intellectual cornerstones,knowledge structure,and thematic developments

Bibliometric analyses are applied to 35,975 citations from 721 articles published in the Journal of Personal Selling & Sales Management, spanning the journal’s first 35 years of existence (1980–2015). For each of three time periods (1980s, 1990s, and 2000s), the sales literature’s most influential article publications are objectively identified. Multidimensional scaling is then used to identify key intellectual themes across time. Based on the citation data, historical developments in the literature regarding (1) relationship marketing, (2) sales force technology, (3) sales force control systems, and (4) salesperson role stress are traced and briefly explored in some article-level depth. Co-citation trends and recently influential papers are used to identify opportunities for future research. Altogether, this paper presents a first-of-its-kind view of sales literature’s intellectual cornerstones, knowledge structure, and thematic developments over 35 years.     

Sales manager cost control engagement: antecedents and performance implications

Many organizations face competing agendas by which they are expected to simultaneously grow sales output while controlling associated costs. At the interface of this organizational pressure and the sales force’s implementation of such initiatives is the sales manager. However, questions with significant implications remain regarding how a sales manager’s requisite engagement with cost control affects sales performance. To address this issue, the authors conceptualize and operationalize the notion of sales manager cost control engagement. Results from a survey of 178 business-to-business sales managers show the antecedent and consequence effects of sales manager cost control engagement. A variety of organizational factors are shown to effectively direct the sales manager’s attention to cost control, which in turn has a positive impact on cost-related sales performance. These findings add to an emergent body of research aimed at understanding key skills required of sales managers for driving sales performance as well as provide a novel perspective for sales managers to consider when balancing pressures between cost inputs and sales outputs. Several theoretical and managerial implications are offered, as are future research directions.     

Publication patterns in developmental psychology: Trends and social networks

Interest in publication patterns has been steady. Journals have instituted policies in an effort to curb bias and provide globally representative research. This study aimed to examine if publication patterns were present in two developmental psychology journals. It also explored the social networks of prominent authors and the prevalence of informal author–editor relationships, searching for any potential power groups. Data were taken from empirical articles published between 2005 and 2014 in Child Development (CD) and The International Journal of Early Childhood (IJEC) data points were geographical authorship affiliation, informal author relationships as established by co‐publishing, and connections to journal editors via identical affiliation. Results confirmed the previously established North American dominance in published research. In CD a strongly interlinked social network was identified between authors over the 10 years, with 15 chief influentialists binding groups of authors together. Results suggest that patterns are still present in published research in the realm of developmental psychology. To conclude, the potential implications of these patterns within developmental psychology are presented.     

Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling

Abstract

In B2B markets, firms seek to provide customer solutions instead of merely selling goods or services. As boundary-spanners, salespeople are pivotal for implementing this strategic shift. Yet, extant literature provides limited insights into salesperson’s resources and competencies required for customer solutions, particularly in the early phases of solution selling. This research focuses on salesperson’s value opportunity recognition competence (VOR), which is a central requirement for salespeople to be able to navigate the early phases of solution selling. Analyzing large-scale, multi-level data of 799 salespeople and their respective sales managers in 29 sales organizations, the authors investigate the role of different salesperson resources and work environment characteristics for strengthening their VOR. The authors find that salespeople need both customer and technical knowledge, but customer knowledge is more important. Salespeople also can substitute individual technical knowledge with strong internal relations, but strong customer relations are no substitute for individual knowledge about customers’ business models and processes. Formalization turned out to be a double-edged sword in the context of VOR development, while transformational leadership has positive effects only. The findings bear concrete implications for improving the selection, training, and work environment of solution salespeople.     

Perspectives on international collaboration in sales research

Abstract

International research collaboration and co-authorship among scholars is always encouraged, yet it comes with its share of difficulties. While globalization brings its own challenges in sales, this special issue focuses on the challenges of fostering international collaboration in sales research. Such perspective is important in today’s academic context for three main reasons. First, international collaboration in research forces scholars to take an international perspective on research problems and thus consider fields of study that may transcend cultural boundaries. Second, with international research collaboration indubitably comes broader exchanges of ideas. Having a breadth of perspectives is at the very essence of scholastic work. Third, international research collaborations can drive intellectual communities to embrace important global challenges confronting modern sales organizations.     

Teaching Race: Pedagogical Challenges in Predominantly White Undergraduate Theology Classrooms

While a number of scholars in the field of Christian theology have argued for the importance of teaching diversity and social justice in theology and religious studies classrooms, little has been done to document and assess formally the implementation of such pedagogy. In this article, the authors discuss the findings of a yearlong Scholarship of Multicultural Teaching and Learning (SoMTL) study, which examined student learning and faculty teaching regarding race and white privilege in two theology classrooms. After a brief overview of the study's design and execution, we reflect upon our findings and draw out implications for pedagogical practices. In particular we discuss students' emotional responses to the material and the role of cognitive dissonance in student learning with respect to racial inequality via social structures. See a companion essay in this issue of the journal (Karen Teel, “Getting Out of the Left Lane: The Possibility of White Antiracist Pedagogy”) and responses by the authors of both essays, also published in this issue of the journal (“Responses: Toward an Antiracist Pedagogy”).     

Social Relations and Cyberbullying: The Influence of Individual and Structural Attributes on Victimization and Perpetration via the Internet

Current research indicates that an alarming number of students are affected by cyberbullying. However, most of the empirical research has focused on psychological explanations of the phenomenon. In an explorative survey study based on the reconstruction of 2 complete school networks (N_P = 408), we expand the explanation strategies of cyberbullying to higher levels of social abstraction. Using statistical and structural analysis, and visual inspection of network environments, we compare explanations on individual and structural levels. In line with previous research, the findings support traditional explanations via sociodemographic and personality factors. However, the findings also reveal network positioning to be a comparably strong predictor for cyberbullying. Therefore, we argue that without taking structural factors into account, individual explanations will remain insufficient.     

Mixed interpretations of sales proposal signals

Long-term relationships with customers are critical determinants of a sales organization’s success. However, research tends to assess relational approaches from the salesperson or sales organization’s perspective and often neglects to capture customers’ perspectives which lead to the evaluative success or failure of buyer–seller relationships. This study assesses the seller’s bid-related signals from the buyer’s perspective following their selection or rejection of a business-to-business sales proposal. The authors adopt a theories-in-use approach, utilizing 54 depth-interviews with decision-makers from 33 buyer organizations. Within this data set, findings reveal three bid signals that are represented across both selection and rejection outcomes (i.e. mixed interpretations by buyers). These signals are the seller’s usage of price concessions, sales proposal specificity, and comparative customer examples. To better understand the mechanisms which influence buyers’ mixed interpretations of these signals, the authors utilize the newly-advanced qualitative pivoting technique to identify contextual variables across cases that influence the buyer’s positive or negative signal interpretation.     

The (Anti)Social Network: Egocentric Friendship Networks of Incarcerated Youth

The present study uses egocentric networks collected from youth (aged 14–24) incarcerated with California’s Division of Juvenile Justice to examine the composition and structure of youth’s friendship networks during periods of incarceration and to test the relationship between friendship and institutional misconduct. Tests of network homophily reveal that youth networks report more diversity across both racial/ethnic categories and gang membership than expected from non-network research about inmate organization. Regression results indicate that youth who stated they had no close friendships within the facility had a lower rate of institutional misconduct post-interview compared to those who nominated peer friendships. The current study demonstrates that incarcerated youth are capable of building close friendships and highlights the potential of these friendships to affect a youth’s level of institutional misconduct.     

Do sales and service compete? The impact of multiple psychological climates on frontline employee performance

This research examines how employees’ climate perceptions – or psychological climate – influence their performance of climate-related outcomes. We focus on two specific climates arguably most relevant to boundary-spanning organizations: service and sales climates. Building from the resource-allocation framework, the authors examine the way employees reconcile these multiple psychological climates. Polynomial regression and response surface modeling are used to test for the influence of these distinct climates on employee outcomes using a sample of 252 marketing employees and their 68 immediate supervisors. Specifically, the authors examine relationships between service and sales climates and the employee performance outcomes of customer satisfaction, helping behavior, effort, and sales performance. Results provide insight into the benefits and pitfalls of sales and service climates co-existing. Specifically we find that while sales effort is highest in climates that heavily favor sales, sales performance may exist in both sales-favored and service-favored climates (yet not in the presence of both). From a customer satisfaction perspective we find no significant impact of increasing sales climate in the presence of high service perceptions. These findings – both significant and non-significant – provide implications for future research in the realm of service-sales ambidexterity and interface as well as insight and direction for frontline managers.     

Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness

Due to the dynamic and interpersonal nature of selling, understanding affective and cognitive relationships and their influence on performance has gained the attention of sales scholars. Moreover, recent literature has created opportunities to study the impact of cognitions, such as salesperson theory-of-mind, on sales performance. This research develops a model involving salesperson interpersonal mentalizing skills (i.e. rapport building, detecting nonverbal cues, taking a bird’s-eye view, shaping the interactions), subjective happiness, attachment anxiety, and sales performance. Although salesforce optimization is critical in any economy, emerging economies are the growth frontier for many global companies. Using three samples from Brazil, we investigate the telecom, banking, and retail industries, providing generalizable results from one such emerging economy. We find that, in general, it is the influence of attachment anxiety and subjective happiness on interpersonal mentalizing skills which ultimately impacts sales performance. Based on these findings, we discuss several theoretical and managerial implications.