The Use of Social Bases of Power in Retail Sales

Abstract

Social power theory has been used to explain how a sales manager may influence sales personnel in an industrial sales setting. The purpose of this study is to investigate the relationship between retail sales managers' power bases and retail salespeople's job satisfaction, role conflict, role ambiguity, work motivation, organizational commitment, and job performance. Results of the study suggest that noncoercive sources of power have greater influence on these variables than does coercive power.     

Organizational Commitment in the Sales Force

Abstract

Research concerning the determinants of salesperson performance has emphasized expectancy theory. While results of such studies have added greatly to our understanding of sales force behavior, the expectancy theory approach has been questioned concerning its ability to explain consistency in behavior. A potential alternative explanation for behavioral consistency lies in the concept of organizational commitment. This paper explores organizational commitment in a sales setting, discussing research findings from other disciplines and providing a conceptual framework to help guide future research in sales management.     

Corporate Culture and Sales Force Management in Japan and America

Abstract

Managers' personal values are a key aspect of corporate culture. Sales representatives' agreement with their managers' values (hereafter “value congruence”) can be expected to influence sales performance, satisfaction, and propensity to quit. These propositions are investigated in two countries. One hundred seventy-five sales representatives and 93 sales managers from a Japanese firm and 146 sales representatives and 21 sales managers from a comparable American firm participated in the study. A questionnaire was distributed to the managers and representatives. Value congruence was found to be weakly related to performance, but strongly related to satisfaction and propensity to quit for both cultural groups. The Japanese group was found to be higher in value congruence and propensity to quit, but lower in satisfaction. Suggested are implications for future research and for managers.     

Alcohol Abuse in the Sales Force

Abstract

Much of the literature on the problem of alcohol abuse in the nation and in the work place implies that salespeople should be particularly susceptible to problem drinking. Most discussion of alcohol abuse by salespeople has been anecdotal and speculative in nature, however, and little empirical research has been reported to support the anecdotes and speculations. This study examines the problem of sales force alcohol abuse and reports the findings of a nationwide survey of field sales managers concerning the extent of this problem in the nation's sales forces, the methods of dealing with alcohol-abusing salespeople, and factors related to problem drinking in the sales force. Implications for sales managers, sales management educators and trainers, and researchers in the field of sales and sales management are also discussed.     

A Contingency Approach to Specializing an Industrial Sales Force

Abstract

Psychographic, sociocultural and functional specialization are three alternative forms of deploying sales forces currently used by firms in combination with the traditional bases of specialization. Despite their usage, these forms have received little recognition and acceptance in the marketing literature. Because there is no single best form of specialization for all firms, this article proffers a contingency model of specialization whereby the optimal form(s) of specialization is dependent on the accurate analysis of twelve situational variables.     

The impact of different sources of social support on academic performance: Intervening factors and mediated pathways in the case of master's thesis

IntroductionAcademic failure and dropout are pervasive challenges at all levels of the education system. Research so far pointed out different aspects of this large phenomenon. On the one hand, some scholars have argued that social support is a key factor to foster learning and persistence. On the other hand, some other scholars have rather highlighted the role of student motivation and engagement itself in improving performance on academic tasks. In this article, we tested theoretical models that combine the two approaches in a whole process.AimsWe aimed at clarifying (1) the specific contribution of several sources of perceived social support to academic performance, and (2) the mediation role of motivation and engagement in the relationships between perceived social support and performance.MethodThe sample consisted of 226 last year university students. Structural equation modeling analyses were used to test the hypothesized associations.ResultsStructural equation modeling analysis revealed that institutional and supervisor support were associated with motivation, which in turn predicted greater behavioral, cognitive and emotional engagement. Further, behavioral engagement was the unique contributor of academic performance at the master's thesis.ConclusionThe results clarify the specific contribution of different sources of perceived social support and underline the importance of the supervisor and the institution. They also underline the importance of considering different sources of perceived social support at the same time. Finally, theoretical assumptions concerning the mediational role of motivation were confirmed.     

Industrial Sales Force Selection: Current Knowledge and Needed Research

Abstract

Selection of sales force members is a critical function of sales management from both time and financial perspectives, yet little published research specific to this function exists in the marketing and sales management literature. Research in personnel selection has emphasized examination of the relative importance of a few variables in a single decision context. This approach does not consider the possible effects of the multi-decision process presently used in sales force selection. This article presents a conceptual framework of the selection process, reviews the marketing, sales management, and relevant personnel selection literature, and considers necessary future research directions.     

Important First-line Sales Management Qualifications: What Sales Executives Think

Abstract

What personal characteristics and performance dimensions are important in determining who is promoted to first-line sales management positions? This question concerns those who aspire to sales management positions, as well as managers who are involved in the first-line sales management process. Despite the significance of the topic, virtually no published research has examined this issue. This paper reports the results of a nationwide survey of senior-level sales executives that focused on criteria that are important in the selection of first-line managers.     

Market and Customer Analysis for Sales Management

Abstract

The application of market and customer analysis to selling is discussed in this article. Four instruments were devised and used with three companies in order to improve the performance of their salespeople. While the needs of salespeople vary according to the company and the industry, these instruments can form the basis for organizing the activities of salespeople.     

Age-related Differences in Working Memory and Force Control under Dual-task Conditions

ABSTRACT

The aim of this study was to investigate the relationship between force control and cognitive performance under dual-task conditions in younger (18–22 years) and older adults (65–77 years). Cognitive (n-back test) and motor performance (force-tracking) was measured independently and simultaneously. Results indicated overall age-related differences for the n-back and the force-tracking task. Age-related differences increased during dual-task conditions. While younger adults exhibited no decrease in cognitive or motor performance during dual-task conditions, older adults showed a decrease in motor and cognitive performance. Additionally, when older adults made an error in the cognitive task they tended to show greater variability in the force-tracking task. These results suggest that cognitive motor deficits are responsible for older adults' performance decrements under dual-task conditions.     

The Dimensionality of the Industrial Sales Job Characteristics

Abstract

Sales representative motivation, satisfaction, and performance have been topics of considerable interest to managers and researchers alike for many years. Recently researchers have borrowed conceptualizations from organizational behavior and applied them successfully in the sales setting. For the most part, research on work-related sales representative motivation has focused on either the “expectancy” approach or the “job characteristics” approach. A brief overview is presented, followed by an assessment of the validity of the core dimensions found in the increasingly popular Job Diagnostic Survey in a sales representative context. The managerial implications of the assessment are also discussed.     

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.     

Increasing Sales Productivity Through Improved Sales Call Allocation Strategies

Abstract

Analytical tools have been found to greatly assist sales managers in making better sales call allocation decisions, but many of these approaches are either too simplified to provide meaningful results or too complex for many sales organizations to use. Recently a grid analysis approach has been suggested as a promising way to increase sales productivity by improving sales call allocations. We present several methodological improvements for developing the grid and report a successful application of grid analysis.     

The Paris-Peoria Solution: Innovations in Appraising Regional and International Sales Personnel

Abstract

How can salesmen in different locations be fairly evaluated? Traditional appraisal methods are deficient because they assume equal performance distributions among different regions or countries. Further, individual supervisory bias may make even within-region performance measures unfair, not comparable, and indefensible. A new Team Evaluation Census (TEC) appraisal is described in terms of four innovations—natural, direct comparisons to anchor appraisal judgments and minimize leniency; benchmarks to improve comparability and reduce performer competition; multiple and linking raters to improve appraisal reliability and validity and to improve across- group comparability; and safeguards to ensure individual fairness and allow rater validation.     

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.     

Ticket Sales and Violent Content in Popular Movies

ABSTRACT

Recent research has found a link between the presence of violent content, movie ratings, and ticket sales, but has left several questions unanswered. The current study attempts to answer these questions by examining the level of adult content in 2,094 popular movies between 1992 and 2012. We find that the amount of violent content is a significant predictor of ticket sales, but only in non-R rated movies. Furthermore, we find evidence that violent content has been increasing in non-R rated movies and this increase is likely due to changes in MPAA ratings standards. We discuss the implications of our findings.     

Can sleep habits predict driver behaviour?

IntroductionThe role of sleep hygiene (those factors that promote or disrupt effective sleep) on human performance was examined.ObjectiveThe study investigated the relationship between sleep hygiene and crash involvement.MethodMeasures of sleep hygiene and crash involvement were considered for a sample of over 6000 drivers.ResultsIt was found that poorer sleep hygiene was associated with younger age and greater crash involvement. The association between sleep hygiene and crash involvement remained when age and risk taking had been taken into account.ConclusionPoor sleep hygiene is associated with poorer performance as measured by crash involvement.     

Eye-movements support chronometric imagery performance even when the task is occluded

ABSTRACT

Mental chronometry has often been used to provide a temporal comparison between executed and imagined movements, with smaller discrepancies indicating more accurate image production and better imagery performance. In this study, we examined the importance of retinal and extra-retinal information in the performance of simple, sequential movements. After physical practice of four activities of daily living (Southampton Hand Assessment Procedure), nineteen participants imagined completing the same tasks with: 1) free eye-movements and visible objects, 2) free eye-movements and no visibility of the objects, and 3) constrained eye-movements and visible objects. Results suggested imagery performance was slower/less accurate compared to physical execution when the eyes were constrained. Conversely, chronometric imagery performance was unaffected with free eye movements, even when task-specific visual information was occluded. This study highlights the crucial role that eye-movements play in the regulation of the temporal aspects of imagery even when retinal information is absent, suggesting that temporal sequencing of imagined actions is largely dependent on extra-retinal information sources.     

Air Force Commanders' Disciplinary Decisions on Spouse Abuse Cases

ABSTRACT

Inconsistencies exist among Air Force commanders when disciplining spouse abuse offenders, possibly owing to inadequate training, unclear role expectations, conflicting policy statements, or personal biases. This situation may lead to inappropriate decisions, further endangering victims and negatively impacting mission readiness. A sample of 624 Air Force squadron commanders was surveyed to measure how their perceived role and operations tempo affect their disciplinary decisions on two abuse scenarios. The study tested role and decision-theory concepts. Statistical results supported role theory in the predicted direction, and decision theory, but in the opposite direction hypothesized. Implications for theory, practice, and policy development for the military are discussed.