Cognitive Style as an Antecedent to Adaptiveness,Customer Orientation,and Self-Perceived Selling Performance

Data from 396 real estate salespeople offer structural model evidence of the antecedence of salesperson cognitive style (Jung, 1971) to adaptive selling behavior, and to sales orientation-customer orientation and self-perceived selling performance. Four hypotheses were supported: Salespeople who prefer information intake by intuiting (rather than sensing) and information processing/decision-making by thinking (rather than feeling) were found to be more likely to practice adaptive selling; the more adaptive selling was practiced, the greater customer orientation became; and the greater the customer orientation, the better the self-perceived selling performance. Implications exist for salesperson training, management, and motivation research.     

The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness

Business decisions about hiring, promoting, an purchasing should be made in an unbiassed way When sex stereotyping influences the decisio process. Such decisions are not only unfair bi can lead to large economic and social costs. A experiment involving more than 200 MBAs measured the impact of general attitudes toward women in business and various personal characteristics on the extent to which there was se stereotyping with regard to men and women in sales positions. Results suggest that sex stereotyping still exists, but its extent depends on the attitude being measured and on characteristics of the stereotyping the solution is to provide exposure to competent females in selling and sales manage ment positions.     

Creativity as Mediator for Intrinsic Motivation and Sales Performance

Substantial theoretical and empirical literature indicates inconsistent performance implications of intrinsic motivation, suggesting the possibility of some explanatory mechanisms. However, little is known about the factors that might explain intrinsic motivation and sales force performance relation, particularly in highly competitive and demanding fast moving consumer goods (FMCG) marketplace requiring new and useful solutions. Creativity, being a critical yet underutilized weapon in sales force arsenal, has the potential to assume the role. Therefore, this study aims at developing and testing a theory-driven framework in linking intrinsic motivation to sales performance while using sales force creative performance as partial mediator. By employing structural equation modeling, the empirical validity of the proposed mediating model is evaluated against plausible moderating model in a sample of 688 frontline field salespersons of FMCG companies in Lahore (Pakistan). Findings indicated that sales force creative performance is nurtured by intrinsic motivation that, in turn, promotes sales performance. Practical implications of findings for sales force management and suggestions for future research are presented, too.     

Personality and Sales Performance: Situational Variation and Interactions between Traits

Recognizing that associations between personality and job performance can depend on situational characteristics, three samples of proactive, commission‐earning sales‐people were studied. Objective sales were found to be a function of individuals' Achievement Orientation and Potency, but also of low Agreeableness. Associations with Conscientiousness were not contingent on the level of other Big Five characteristics.     

Performance Rating Accuracy: Convergence Between Supervisor Assessment and Sales Productivity

The role of seven variables in predicting supervisor rating accuracy was examined. The study was conducted in natural settings, and the criterion for rating accuracy was the rated salesperson’s productivity in terms of sales. The predictors examined were the supervisor’s gender, the amount of time the supervisor spent working with the subordinate, the length of the supervisor–subordinate relationship, depth of acquaintance, the subordinate’s sensitivity to expressive behavior in others, the ability to modify self-presentation and the subordinate’s age. The participants were 208 supervisors and 268 female salespersons. The results of a discriminant analysis showed that the variables predicting accuracy–inaccuracy were different from those predicting overestimation–underestimation. Accuracy was best predicted by the length of the supervisor–subordinate relationship and by the supervisor’s female gender. The direction of the inaccurate ratings was best predicted by high acquaintance, which pulled the ratings in a positively-biased direction.     

Job Insecurity Spillover to Key Account Management: Negative Effects on Performance,Effectiveness, Adaptiveness,and Esprit De Corps

Most of the existing research on outcomes of job insecurity has identified individual-level burdens such as reduced attitudinal attachments toward work and well being. Far fewer studies have examined work-related outcomes that are of substantial concern to organizational success. In this paper, we investigated four new work-related outcomes of job insecurity that are part of the literature on key account management (KAM): customer performance, effectiveness with customers, adaptiveness to changing competitive conditions, and esprit de corps. A total of 353 U.S. based employees participated. The findings of this research suggest that job insecure workers perceive their organizations to be ineffective in delivering on all four KAM outcomes.     

An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance

This study investigates several proposed relationships between consulting-oriented sales force programs and long run growth of industrial organizations. To operationalize the proposed model, the work introduces twenty-two new measures of consulting-oriented sales programs. Relationships are tested using a sample of industrial sales managers and corresponding, longitudinal firm performance data. Initial consulting-oriented sales training is the strongest influence on firm performance. Evidence suggests combining this training with consulting-oriented ongoing training, evaluation, and compensation programs.     

Examining the Impact of Servant Leadership on Sales Force Performance

Much has been written about the importance of focusing on customers to drive organizational success. In this paper, aspects of manager–salesperson relationships are examined as drivers of deeper customer focus in salesperson–customer interactions. In particular, managers’ servant leadership, a leadership style emphasizing genuine concern for subordinate welfare, is examined as a catalyst of parallel concern by salespeople for their customers. Salesperson perceptions of managers’ servant leadership empirically relate to salesperson customer orientation, in turn driving adaptive selling behaviors, customer-directed extra-role behaviors, and sales performance outcomes. Other results and implications for management and sales leadership research are presented.     

心理授权、心理氛围与工作绩效的关系

为获低成本、高绩效和高弹性的竞争优势,组织授权员工的重要性日益增加.本文对深圳、上海和长沙的18家企业307名员工的心理氛围、心理授权与工作绩效的关系进行了研究,结果表明:①心理氛围、心理授权与工作绩效两两之间都存在显著正相关关系;②心理授权、心理氛围能有效地预测任务绩效、周边绩效和工作绩效;③心理氛围能有效地预测工作绩效,其中心理授权是心理氛围与工作绩效之间关系的缓冲变量,缓冲作用主要是通过自我效能和自主性两个维度来实现的.     

Regulatory Focus and Individual Sales Performance of Field Marketers: A Constructive Replication

abstract

We tested whether field marketers’ regulatory focus predicted their performance. Promotion focus spurs eagerness (acting on opportunity, to advance), whereas prevention focus spurs vigilance (not acting, to maintain security). When sales work involves approaching as many new buyers as possible for single transactions (and little else), promotion focus is well suited for sales performance, and prevention focus is counterproductive. Accordingly, prior research found that promotion focus positively, and prevention focus negatively, predicts performance in such a context. We attempt constructive replication of these findings using stronger methodology. Our study (N?=?156) showed that promotion focus positively, and prevention focus negatively, predicted performance. The study replicated previous findings and showed similar, though in most cases slightly smaller, effect sizes than the original study.     

Interdependence as a Moderator of the Relationship Between Competitiveness and Objective Sales Performance

In this study, we investigated the moderating role of interdependence (a personality trait that measures the extent to which individuals desire working in a group‐based, cooperative setting) on the relationship between competitiveness and one‐year objective sales performance. On the basis of data from 133 sales representatives, results indicated that: (a) competitiveness was related to objective sales performance; and (b) interdependence moderated the relationship between competitiveness and objective sales performance such that competitiveness predicted objective sales performance more strongly for those who scored low in interdependence versus those who scored high in interdependence. Implications for sales selection and reward systems and directions for future research are considered.     

Educational Performance and Psychological Disengagement Among Ethnic-Minority and Dutch Adolescents

The authors used a questionnaire (N = 587) among ethnic-minority and majority group adolescents in The Netherlands to examine the idea that under certain conditions minority group members tend to psychologically disengage their self-evaluation from educational performance. The results showed that only among ethnic minorities, perceived discrimination in school was related to psychological disengagement. Furthermore, among both groups of participants, perceived diagnosticity of performance feedback was negatively related to disengagement. However, among the ethnic minority group this effect was found for only those participants with relatively high educational performance. The results showed that negative experiences in school can lead to psychological disengagement from the academic domain and that disengagement is not restricted to African American students.     

心理资本与工作绩效的关系:基于本土心理资本理论的视角

采用问卷调查法,以445名企业员工和MBA学员为调查对象,考察了本土心理资本与适应性绩效的关系。结果表明:(1)本土心理资本对任务绩效和周边绩效均有显著的预测作用;其中事务型心理资本对任务绩效的预测作用较强;而人际型心理资本对周边绩效的预测作用较强。(2)本土心理资本对适应性绩效有显著的正向预测作用;其中事务型心理资本主要影响了压力与应急管理、创新问题解决、岗位持续学习等维度,而人际型心理资本则主要影响了人际与文化适应和岗位持续学习等维度。(3)适应性绩效在事务型和人际型心理资本与周边绩效间起部分中介作用,在事务型心理资本与任务绩效间也起部分中介作用。(4)在控制事务型心理资本的前提下,人际型心理资本对适应性绩效和周边绩效仍有显著的预测作用,显示人际型心理资本的构念具备实证效度。     

Selling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance

Evaluating salespeoples' performance is an important task for sales managers. However, little is known about what bases are used by sales managers to evaluate the performance of their salespeople. A study was conducted to determine the bases actually used by sales managers and the results were compared with a study conducted in 1983. Findings indicate more emphasis on profit and cost control, a continued reliance on qualitative measures, and a wide variety of bases being utilized to evaluate the performance of salespeople. Furthermore, the stability of results, across a wide variety of respondent job titles as well as business types and sizes, indicates a good deal of generalizability to other firms.     

Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers

A survey of 186 sales managers and executives revealed that in setting sales quotas, factors such as the sales territory and the support provided by the manager were considered more important than the past performance of the sales representative. As would be expected, in an inspection of general opinions about sales quotas, the managers demonstrated a preference for linking the sales quota to the compensation of the salesperson.