Call for Papers: National Conference in Sales Management

As the lines blur between when work ends and home life begins, employees, working longer hours and multitasking, increasingly report feeling overwhelmed by their work. This research note investigates the effect of work overload and self-effcacy on important job outcomes—capability rewards and pay satisfaction. Utilizing social cognitive theory, the job demands control model, and the psychological contract notion, this paper provides evidence that role stress and work overload mediate the effect of self-effcacy on capability rewards and pay satisfaction. An empirical study is presented that includes 138 responses from boat and marine products salespeople. Study results and future research are discussed.     

Call for Papers 25th Annual National Conference in Sales Management

Understanding the similarities and differences between the research priorities of academics and those of practitioners may create opportunities for mutually beneficial collaboration. We used a three-phase process to tap industry forward thinkers to identify 40 research topics of import to practitioners in the financial services industry. These topics were refined and validated, leaving 15 areas where research needs are a top priority. We mapped these areas against two published academic research agendas to identify areas of convergence and divergence. Our findings suggest that more than half of academic research falls into areas deemed important by practitioners in this industry. We pinpoint four areas particularly vital to practitioners where little academic research exists. We discuss tailored approaches for developing collaborative research for high-convergence areas versus for low-convergence areas.     

削弱效应是否存在：工作场所中内外动机的关系

外部动机是否削弱内部动机？已有研究结论并不一致。澄清这一问题的有效途径是对外部动机的恰当分类。研究以165名企业员工为研究对象, 针对动机的动态性特点, 采用两时点纵向研究的方法, 以自我决定理论对外部动机的分类为基础, 探讨3种不同内化程度的外部动机--外在动机、内射动机和认同动机与内部动机的关系及外部动机内化程度与自主支持的关系。研究结果表明：(1)控制性、非内化的外部动机, 即外在动机和内射动机削弱员工的内部动机; (2)自主性、内化的外部动机, 即认同动机不会削弱员工的内部动机, 而是促进和保护内部动机; (3)自主支持环境促进员工外部动机内化的程度(即认同动机的增加)。最后, 研究对所取得结果的管理意义进行了讨论。     

Special Abstract Section: National Conference in Sales Management

Sales managers need a practical means for evaluating returns from investments in sales technology implementations (including sales automation and sales-based customer relationship management systems). This research proposes a behavioral process model approach that can be applied to evaluate sales technology implementations. We develop and test the model with data collected from the sales force of a major consumer packaged goods company. The results indicate that a salesperson’s technology orientation has a direct impact on internal role performance, and it affects performance with customers through a double-mediated mechanism involving the effective use of information and smart selling behaviors (planning and adaptive selling). Sales managers can influence sales technology orientation by providing better internal technology support, considering technology orientation along with customer’s approval of technology in account assignments, and understanding the probability of negative effects through a salesperson’s experience. In our sample, salesperson experience correlates with age, suggesting a “generation gap” effect on sales technology orientation.     

Special Abstract Section: 2006 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2006 NCSM, which was held March 2–4 in Minneapolis, MN.     

Special Abstract Section: 2005 National Conference in Sales Management

Every year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present a special section containing the abstracts of the papers presented at the 2005 NCSM, held March 2–5 in Miami Beach, Florida. The papers summarized below represent a broad collection of interesting and timely topics. Any queries regarding the papers may be sent to C. David Shepherd, NCSM Abstract Section Editor, at dshepherd@kennesaw.edu.     

Special Abstract Section: 2008 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2008 NCSM, which was held March 26–29 in Dallas, TX.     

Special Abstract Section: 2009 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2009 NCSM, which was held March 26–28 in Norfolk, VA.     

Special Abstract Section: 2004 National Conference in Sales Management

Every year, Pi Sigma Epsilon sponsors a National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present a special section containing the abstracts of the papers presented at the 2004 NCSM, held April 15–17 in Reno, Nevada. The papers summarized below represent a broad collection of interesting and timely topics. Any queries regarding the papers may be sent to C. David Shepherd, NCSM Abstract Section Editor, at david_shepherd@coles2.kennesaw.edu.     

Special Abstract Section: 2003 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors a National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present a special section containing the abstracts of the papers presented at the 2003 NCSM, held April 10–12 in Cincinnati. The papers summarized below represent a broad collection of interesting and timely topics. Any queries regarding the papers may be sent to Scott Inks, Special Abstract Section Editor, at sinks@bsu.edu.     

Special Abstract Section: 2011 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2011 NCSM, which was held in Orlando, FL, March 30–April 2.     

Between Intrinsic and Extrinsic Motivation: Examination of Reasons for Academic Study based on the Theory of Internalization

In contrast with the view that intrinsic and extrinsic motivation are antagonistic, the view proposed in this article is that they are anchors of a continuous variable. According to the theory set out here, intrinsic motivation develops by means of internalization. This gives rise to four types of motivation: external, introjected, identified, and intrinsic. The main purpose of this study was to construct a scale to measure these four types of motivation for academic achievement and then to examine its validity. The Stepping Motivation Scale, created by the author, was administered to 483 junior high school students. Intercorrelations among the four subscales conformed to a simplex structure, and documented a continuum from extrinsic to intrinsic motivation. To clarify the distinction among the four types of motivation, relevant variables such as causal attributions and coping behaviors in failing situations, beliefs in links between extrinsic and intrinsic motivation, and teachers' evaluation of students' motivation were related to motivation types. A difference in motivational types was exhibited in the differential patterns of correlations.     

One Size Does Not Fit All: Managing Radical and Incremental Creativity

This research extends creativity theory by re‐conceptualizing creativity as a two‐dimensional construct (radical and incremental) and examining the differential effects of intrinsic motivation, extrinsic rewards, and supportive supervision on perceptions of creativity. We hypothesize and find two distinct types of creativity that are associated with different motivational factors. We further consider how combinations of motivational factors are linked to the different types of creativity. Finally, theoretical and managerial implications are discussed.     

A quantitative review of overjustification effects in persons with intellectual and developmental disabilities

The overjustification hypothesis suggests that extrinsic rewards undermine intrinsic motivation. Extrinsic rewards are common in strengthening behavior in persons with intellectual and developmental disabilities; we examined overjustification effects in this context. A literature search yielded 65 data sets permitting comparison of responding during an initial no‐reinforcement phase to a subsequent no‐reinforcement phase, separated by a reinforcement phase. We used effect sizes to compare response levels in these two no‐reinforcement phases. Overall, the mean effect size did not differ from zero; levels in the second no‐reinforcement phase were equally likely to be higher or lower than in the first. However, in contrast to the overjustification hypothesis, levels were higher in the second no‐reinforcement phase when comparing the single no‐reinforcement sessions immediately before and after reinforcement. Outcomes consistent with the overjustification hypothesis were somewhat more likely when the target behavior occurred at relatively higher levels prior to reinforcement.     

Talking about interest: exploring the role of social interaction for regulating motivation and the interest experience

The Self-Regulation of Motivation Model suggests that the experience of interest is an important source of human motivation and that people often strategically regulate the experience of interest. Previous work based on this model suggests that the social context may influence this process at multiple points. The present research focuses on whether talking to others about an activity experience is one means by which individuals evaluate how interesting that activity is. In Study 1 college students completed questionnaires that asked about real life experiences where working on an activity was more interesting because they worked with others. They described experiences that occurred first in any domain, and then that occurred specifically in the school domain. Results suggested that the more students talked with others about the activity after it happened the more they reported greater interest in the activity after the conversations. In the school domain, this was especially true for Latinos and for individuals who scored higher on the Relational Self-Construal scale. Study 2 employed a lab paradigm to control for the task that individuals talked to others about and to examine whether the nature of listeners’ reactions influenced the speaker’s interest even after the study was ostensibly over. First, replicating Pasupathi and Rich (2005, ‘Inattentive listening undermines self-verification in personal storytelling’, Journal of Personality 73, pp. 1051–1086) college students who talked to a distracted friend about a computer game during the lab session reported a significant drop in interest relative to those who talked to attentive friends, regardless of whether the attentive listeners agreed or disagreed with participants. Importantly, interest ratings at a 4–6 week follow-up were affected by the perceived responsiveness of listeners during spontaneous conversational retellings outside the lab, controlling for interest levels at the end of the lab session. Taken together, results suggest that social interaction plays an important role in regulating activity interest even beyond the immediate activity experience.