Sales Managers' Perceptions of Gray Markets: The Role of Incentives,Channel Dependence,and Type of Gray Market

The objective of this paper is to develop an empirical understanding of sales managers' perceptions of gray markets, that is, exclusive territory violations. We examine a number of factors that can affect these perceptions and then make recommendations about how senior management can align actions on gray markets by changing aspects of the contexts in which sales managers operate. Specifically, we develop a typology of gray markets and use the typology in conjunction with the constructs of distributor dependence and managerial incentives to make predictions regarding sales managers' positive or negative perceptions of gray markets. We test these predictions with a within-subjects, full-factorial experiment that incorporates role-playing by experienced managers. Most of the predictions are supported by the analysis and we develop recommendations based on these results involving compensation design and distributor dependence by which top management can achieve consensus within firms about managing gray markets.     

A taxonomy for financial services selling

The financial services industry accounts for almost half of the country’s nonfarm, commercial profit, making the industry a major driver of the economy. Prior to this study, limited information was available to evaluate financial services sales activities, and a taxonomy of sales activities for individuals in the financial services industry had not previously been conducted. Prior empirically developed sales taxonomies did not include service firms and specifically financial services, while focusing on manufacturing and other product sales. Given that taxonomies are a critical step in scientific inquiry, this is a major limitation in the literature hindering the development of a better understanding of this important industry. Using an established methodology and a seminal sales taxonomy, a financial services sales taxonomy was conducted. Results reflect that financial services sales positions differ from those in other industries. Six sets of sales activities (factors) along with six job positions (clusters) were identified.     

A Multidimensional Analysis of Preferences for Sales Positions

Abstract

Recruiting college students for the sales- force is especially difficult because the results of previous research suggest that students have negative perceptions of selling. A weakness of prior research, however, is that selling has generally been operationalized as a unidimensional concept. This paper reports the results of a study that sought to address this limitation by conducting a multidimensional analysis of seven different sales positions.     

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.     

Influencing organizational commitment through office redesign

Prior research on the effects of office redesign on work-related outcomes has been largely atheoretical and yielded mixed and conflicting findings. Expanding on individual reactions to office design changes as specified by social interference theory, we propose that office redesign affects organizational commitment and this relationship is mediated by employee perceptions of the broader work environment. This conceptual model is tested using 121 financial services employees who experience office redesign and 136 who do not. Results indicate that perceptions of innovation and collaboration mediate the effects of office redesign over and above negative personal reactions such that affective organizational commitment is enhanced among those experiencing reconfigured offices. Findings provide support for an expanded rendition of social interference theory that provides for favorable (as well as unfavorable) employee reactions to office redesign. Such a theoretical explanation is asserted to increase understanding of how the physical environment influences employee attitudes.     

Chinese Perceptions of Threats from the United States and Japan

People's threat perceptions play a role in influencing foreign policies towards perceived adversary countries. Earlier research has identified multiple components shaping mass-level threat perceptions including military power, adversary country's perceived intentions, and national identities. On the individual level, education, use of media, and interest in politics have been shown to influence threat perceptions. However, most studies on perceptions of security threats fail to include both contextual and individual-level explanatory factors and to consider that different national threats may be constructed differently. This research bridges formation of threat perceptions on the individual level to wider societal processes and provides an empirical perspective to understanding threat perceptions among the educated section of the Chinese population. To analyze threat perceptions, students from leading Chinese universities (N = 771) took part in a survey in the autumn of 2011 and spring of 2012. Respondents who followed conventional media were more likely to perceive both the United States and Japan as threatening, and the effect of media consumption was particularly strong with regards to perceived threat from Japan. In addition, each threat perception was significantly associated with threat-specific explanatory factors. Potential explanatory factors of threat perceptions were explored with linear regression models.     

Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation

The explosive growth in the use of social media has evoked a “gold rush”–like response from organizations. However, firms in general, and salespeople in particular, are uncertain about the fit between social media tools and their overall sales strategy. To address this issue, we advance a theoretical framework to explain the mechanisms through which salespeople’s use of social media operates to create value, and propose a strategic approach to social media use to achieve competitive goals. We draw on the existing literature on relationship marketing, task–technology fit theory, and sales service behavior to sketch a social media strategy for business-to-business sales organizations with relational selling objectives. The proposed framework describes how social media tools can help salespeople perform service behaviors leading to value creation.     

Parasocial Interaction: A Review of the Literature and a Model for Future Research

This paper considers the phenomenon of parasocial interaction (PSI) used by media researchers to describe the relationship between media users and media figures (from celebrities to fictional characters). Although the concept has been used consistently across the past two decades in media research, it is argued here that it has not been sufficiently developed at a theoretical level to be taken up by psychologists. A number of key issues have not been addressed: firstly, how PSI might, as its originators put it, be "integrated into the matrix of usual social activity" (Horton & Wohl, 1956); secondly, how PSI might vary according to different types of media figure; and thirdly, what processes over time and media use bind user and figure into a "parasocial relationship." In this paper the existing literature on PSI is extensively reviewed, and an original model of PSI is developed for use in future social psychological research, which places PSI within the realm of ordinary social interaction and suggests ways in which different media use and different types of media figure interact to produce different styles of relationship. Finally, some applications of more detailed research into PSI are suggested.     

Stereotyping,Affiliation, and Self-Stereotyping of Underrepresented Groups in the Sales Force

This study adds theoretical and managerial insights to the sales literature regarding the unfortunate but prevalent issue of stereotyping in sales by supervisors toward underrepresented groups of sales employees. Specifically, we examine (1) the self-evaluative, social, and emotional consequences of being stereotyped by a supervisor, and (2) the moderating role of employees’ self-construal (i.e., the employee’s level of independence versus interdependence) as it relates to their responses toward a supervisor who holds stereotypical expectations. The results suggest that when a sales supervisor endorses stereotypical views, more interdependent (versus independent) sales employees will likely affiliate more with, and experience fewer negative emotions toward, the supervisor. The results also suggest that sales employees’ self-construal moderates the impact of intentions to affiliate with the supervisor on positive stereotypical traits (that are valued in the sales context) but not negative stereotypical traits. While not every sales employee comes from an underrepresented background, every company is interested in the success of their underrepresented sales employees. And, simply being interested in hiring underrepresented employees is not enough. Rather, firms need to understand how to effectively manage diversity and facilitate strong sales supervisor employee relationships. This research provides such understanding.     

Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness,adaptive selling,and role conflict

This research investigates the effects of sales-service ambidexterity on salesperson role perceptions, behaviors, and customer satisfaction. Using a business-to-business, salesperson-customer sample, we build and test a model which highlights both the positive and negative consequences of this simultaneous goal pursuit. Specifically, while sales-service ambidexterity positively impacts adaptive selling behaviors, it also increases perceptions of role conflict among salespeople. Customer demandingness moderates these relationships. Taken together, the results provide insights for firms on how to manage their sales force to optimize both sales and service outcomes based on characteristics of their salespeople and customers.     

Illness perceptions and distress in women at increased risk of breast cancer

Variation in the levels of distress in women at increased risk of breast cancer has been reported, yet there is limited understanding of the factors that are associated with heightened distress in this population. This study took a theoretical approach using Leventhal's Self Regulatory Model (SRM) to understand variation in distress levels. The study examined the associations between perceptions of breast cancer and distress in women at increased risk of breast cancer, and a comparison sample with no experience of the disease in their social environment. Questionnaire data from 117 women at increased risk of breast cancer and 100 comparison women were analysed. Women at increased risk of breast cancer showed comparable levels of general distress but significantly higher levels of cancer specific distress than the comparison group. There were few differences in illness perceptions between the samples, although a number of cognitive perceptions of breast cancer were related to both general and cancer specific distress in the increased risk sample, but not in the comparison sample. The results suggest that the SRM provides a useful framework to explore the psychological response to genetic risk. Further research is required in this population to examine illness perceptions in more detail, validate quantitative measures of illness perceptions, and examine interactions between risk perception and the SRM constructs.     

The development and initial validation of the Fatigue Sensitivity Questionnaire

ABSTRACT

Currently, there is poor understanding of fatigue and the possible psychological conditions that may underlie chronic fatigue. Although substantial work has been directed to better clinically address fatigue, no work has explored individual differences in expectations or perceptions of the negative consequences associated with fatigue-related symptoms. The goals of this study were to (a) develop and (b) validate a measure of expectations or perceptions of the negative consequences associated with fatigue-related symptoms (e.g. fatigue sensitivity) across two independent samples (N = 1,827; 73.1% female; M_age = 21.68; SD = 4.54) of young adults. Results supported a 10-item measure of fatigue sensitivity, entitled the Fatigue Sensitivity Questionnaire (FSQ). The FSQ demonstrated unidimensionality, excellent internal consistency, and strong convergent and discriminant validity. Overall, the 10-item scale offers a single score that can be employed to measure fatigue sensitivity. Clinically, the FSQ may be a brief, informative, and easily disseminated measure in better understanding and capturing expectations or perceptions about the negative consequences of fatigue. As a research tool, the use of the FSQ may provide broader understanding of vulnerability factors that may influence fatigue-related health outcomes. Future research is needed to test the validity of the FSQ in other samples.     

Social Media’s Influence on Business-to-Business Sales Performance

The implementation of social media technology in a firm’s marketing strategy has been adopted by some forward-thinking sales forces. Sharing content and building a network of contacts are the principles behind social media. The utilization of social media (e.g., LinkedIn and Twitter) for reaching business-to-business clients is a relatively new phenomenon with performance outcomes essentially unknown. Data were collected from 1,699 business-to-business salespeople from over 25 different industries. Using structural equation modeling, the findings support that social media has a positive relationship with sales processes (creating opportunities and relationship management) and relationship sales performance.     

Recasting Janis's Groupthink Model: The Key Role of Collective Efficacy in Decision Fiascoes

This paper advances an explanation for decision fiascoes that reflects recent theoretical trends and was developed in response to a growing body of research that has failed to substantiate the groupthink model (Janis, 1982). In this new framework, the lack of vigilance and preference for risk that characterizes groups contaminated by groupthink are attributed in large part to perceptions of collective efficacy that unduly exceed capability. High collective efficacy may also contribute to the negative framing of decisions and to certain administrative and structural organizational faults. In the making of critical decisions, these factors induce a preference for risk and a powerful concurrence seeking tendency that, facilitated by group polarization, crystallize around a decision option that is likely to fail. Implications for research and some evidence in support of this approach to the groupthink phenomenon are also discussed.     

#SocialMediaWellness: Exploring a research agenda and conceptualization for healthy social media consumption

The crossroads of scholar and marketer concerns related to healthy social media usage is where this study extends the burgeoning literature on consumer well-being in the digital area by exploring the topic of social media wellness, made more salient during the pandemic era. Consumers spend increasing amounts of time on social media despite experiencing numerous negative repercussions. Various disciplines have contributed to the examination of this topic; however, scant research has been conducted within the consumer research or marketing disciplines. Therefore, this paper aims to shed light on the need for social media wellness by (1) highlighting issues related to social media consumption, (2) introducing a conceptual definition of social media wellness, (3) exploring consumers' perceptions and experiences of social media usage through topic analysis, and (4) providing a research agenda for scholars to pursue. Following an exploratory observation of common topics surrounding social media wellness, specific hashtags and their corresponding posts were gathered from Twitter and then examined using the topic modeling method Latent Dirichlet Allocation (LDA). Implications and future research are discussed accordingly.     

Advocating Avatars: The Salesperson in Second Life

Interactive digital media are revolutionizing the marketing landscape. The virtual world is a dominant player in this new panorama, with exchanges in the virtual marketplace approaching $2 billion annually. While virtual, like real world, exchanges require buyers and sellers, there is little or no understanding of this disembodied sales process. The current study seeks to address this gap in knowledge by employing an ethnographic methodology in which researchers incarnate in Second Life to explore the personal selling process. Specifically, the various notions of the “self ” that constitute the avatar salesperson are explored. Findings from this exploratory study suggest a relationship between the nature of the self and the type of exchange. From this, a conceptual model for the study of the virtual selling self is presented, propositions developed, and managerial implications for the virtual sales force suggested.     

The news media and psychological distress

Abstract

The twentieth century has been marked by advances in communications technology as well as mounting psychological distress. This study explored the premise that exposure to negative news via the media contributes to anxiety and depression. Levels of news media exposure, stress levels, irrational beliefs, optimism-pessimism, anxiety, and depression were assessed (n=239) and analyzed using multiple regression techniques. Negative stress was directly related to anxiety and depression. News media exposure and anxiety were positively related at low levels of irrationality. News media exposure was predictive of trait anxiety at low levels of optimism. However, media exposure was not predictive of depression. The implications of the findings for understanding how the news media impacts stress and the cognitive factors that effect this relationship are discussed.     

An Utility Based Framework for Evaluating the Financial Impact of Sales Force Training Programs

Limited attention has been devoted to the financial evaluation of sales training programs. In response to this shortcoming, this research proposes a sales training evaluation framework that integrates economic utility theory with Kirkpatrick's (1959a, 1959b, 1960a, 1960b) four-level training evaluation model. The proposed utility theory framework is tested using data derived from a sales training program conducted in Egypt. After performing the economic evaluation, sensitivity analysis is employed to demonstrate the financial trends of varying key training program variables. The paper concludes with discussions of theoretical and managerial implications, research limitations, and recommendations for future research.     

Descriptive and Predictive Analyses of Industrial Buyers' Use of Online Information for Purchasing

The impact of demographic differences between sales reps and their managers is explored using data gathered from 340 manager-rep dyads. Education and gender differences between sales reps and managers, but not age differences, are shown to affect sales reps' role stress, organizational attachment, and perceptions of opportunities for advancement, as well as managers' ratings of the reps' performance. Study results support findings of previous research addressing relational demography and the similarity-attraction paradigm. The chief divergence of this study is that it depicts the role of frequency of contact between sales rep and manager in the link between demographic similarity and several outcome variables.