Nonlinear analyses in sales research: theoretical bases and analytical considerations for polynomial models

Despite theoretical bases that may support nonlinear relationships, there is a relative paucity of studies testing these effects in organisational and behavioural research. Theories hypothesising linear associations among variables in sales research found to have low predictive validity are prime candidates for re-conceptualisation with theories predicting nonlinear relationships. In the sales domain, while nonlinear-oriented theories have been advanced and many nonlinear associations have been explored, myriad additional variables may possess theoretically-based nonlinear relationships with key sales-related outcomes. Further, nonlinear integration can be useful in improving linear analyses involving moderation. The purpose of this article is to expound upon and promote the utilisation of theoretically-driven nonlinear analyses in sales research. In this pursuit, the article delineates the rationale for nonlinear examinations and provides an extensive review of nonlinear research conducted in the extant sales literature. Based on this review, theoretical bases used to support nonlinear hypotheses are advanced and types of polynomial tests are identified. Additionally, guidelines in conducting and interpreting main effect and moderated polynomial analyses are provided along with future research opportunities for nonlinear analyses in sales research.     

Broadening the application of mixed methods in sales research

Mixed method research designs can be extremely useful in extending knowledge in the sales domain. A bevy of mixed method designs are at the disposal of sales researchers seeking to reap the benefits of this combination of research approaches. However, application of mixed methods in sales research has been rather limited, focusing primarily on exploratory sequential designs. The purpose of this article is to provide an exposition of mixed method research in the sales domain and offer avenues of extension that employ underutilized mixed methodological approaches. Accordingly, a definition of mixed methods along with its benefits and drawbacks is espoused followed by guidance in conducting mixed method research. A review of sales-related mixed method studies is then provided and articles containing both quantitative and qualitative methods are analyzed to glean insight on the state of mixed methods research in sales. Future avenues for mixed method research are then provided focusing on best practices and techniques that have yet to be embraced by sales researchers. This article aims to be a resource for sales scholars in expanding the mixed method research paradigm.     

Research quality considerations for grounded theory research in sport & exercise psychology

ObjectivesThe aims of this article are: to examine the application of grounded theory in sport and exercise psychology; to locate such applications within broader grounded theory methodological debates and; to support the future use and evolution of the method in the field.MethodsA search of the four sport and exercise psychology journals with the highest impact factors in 2007 (Psychology of Sport and Exercise, Journal of Sport and Exercise Psychology, Journal of Applied Sport Psychology and The Sport Psychologist) using the search term “grounded theory” and the date parameters 2000–2008 was conducted. These articles were discussed in relation to research quality concerns for grounded theory at the micro- and macro-level.ResultsTwelve articles were returned from the search. At the micro-level, eight elements representing collective sufficient conditions for grounded theory were discussed, which only two of the twelve articles returned met. Examples of common mistakes in relation to these elements were provided from the twelve articles. At the macro-level, the ontological and epistemological debates surrounding variants of grounded theory were discussed. Only one of the twelve articles explicitly recognised that there are variants of grounded theory, whilst the potential to generate more generic formal theory, and thus make a wider contribution to bodies of knowledge, was not discussed in any of the articles.ConclusionsThere are research quality concerns regarding the application of grounded theory in sport and exercise psychology at the micro- and macro-level, largely linked to a lack of understanding of the methodology and its implementation. Suggestions to address this for editors, reviewers and authors are offered.     

Meta-analyses in sales research

Meta-analytic inquiries enable researchers to synthesize empirical findings obtained over the evolution of a topic area and identify boundary conditions affecting the associations of key variables. Sales researchers can employ meta-analytic techniques to amalgamate empirical work conducted in a given topic area, and several sales researchers have effectively used meta-analyses to advance our understanding of the field. This article provides an exposition of this research design by analyzing its application in sales research. The authors review the meta-analytic studies in sales research and advance key considerations in topical foci, article selection, data coding and evaluation, and analytic approaches. An empirical example is provided to illustrate the power of meta-analysis in substantiating or refuting findings that diverge from accumulated insight in sales research. Results provide support for a positive effort–job satisfaction association in contrast to findings evidencing a negative association between these variables. A second empirical example is used to evaluate the nomological and discriminant validity of two related constructs: job involvement and organizational commitment. Results suggest that these two constructs may be empirically redundant. The authors also provide guidance for the future in regard to new substantive research areas, construct assessment, and additional types of meta-analytic approaches.     

A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions

Abstract

In the sales literature it is standard practice for researchers to collect cross-sectional data from multiple salespeople, and to compare those salespeople on the data obtained. This between-person approach is suitable for research aiming to draw conclusions between salespeople. However, many salesperson processes are dynamic and vary within salespeople over time, requiring datasets with repeated-measures. This article highlights the need to adopt a within-person theoretical perspective in sales research. Critically, the article shows how our present understanding of boundary conditions may change depending on whether a between-person or within-person level of analysis is adopted. Using examples from the sales literature, we show how the practical implications from between-persons research designs do not necessarily generalize to the within-person level. Further, we explain the methodological and analytical considerations that researchers must account for when undertaking within-person research. Furthermore, the article provides decision criteria that help to identify when within-person analysis should be conducted, outlining analysis tools that are capable of correctly estimating within-person effects without bias. Examples of how within-person research can enhance theory within future sales research, and how within-person research may influence management implications are also discussed. Finally, potential remedies to within-person research barriers are given.     

Therapist as Subject: A Review of the Empirical Countertransference Literature

This article presents a synthesis of the research on countertransference (CT) that has been conducted since the last major review of CT literature was published in 1977. The past quarter century has witnessed a growing body of research on CT marked by methodological improvements and increasing conceptual sophistication. In this article, the authors critically review this research, noting implications for counseling practice, making connections to relevant theory, and suggesting directions for future research on CT.     

A multiple case study of teachers’ visions and reflective practice

Researchers have found that teachers’ visions of what they hope to instill in their students beyond curricular objectives are integral to their instruction and to larger decisions such as their career paths. The purpose of this research was to examine 10 in-service teachers, who taught in different geographic locations across the United States, their visions, and the ways in which these visions influenced their reflective curricular decisions and instructional actions. The researchers describe salient dimensions of visions, the actions teachers reported to enact visions, and the distance and tensions in enacting visions. Researchers used grounded theory and constant comparative analysis to analyze interviews, questionnaires, and artifacts. Findings explore the relationship between teachers’ visions and reflective practice as well as the alignment of instructional practices teachers report in supporting their respective visions. Implications for future research, theory, and practice are discussed.     

An Update on the Status of Sales Management Training

Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study is to investigate current practices of sales management training programs in terms of delivery and content. Our results indicate that training occurs at early stages in managers’ careers, remote training technologies are frequently used, and significant gender differences in training perceptions exist. Limitations and future research directions are provided, as are management implications.     

Levels of analysis and sources of data in sales research: a multilevel-multisource review

Sales researchers are increasingly adopting a multilevel-multisource (MLMS) approach to answer many key questions involving sales managers, salespeople and customers. MLMS research involves the acquisition and analysis of data collected from two or more sources pertaining to multiple hierarchical levels and presents a number of opportunities and challenges for sales researchers to consider. The authors highlight the benefits and the drawbacks of MLMS research and describe various approaches for implementing an MLMS collection and analysis. Additionally, a review of the MLMS studies conducted in the sales domain is provided which summarizes and delineates relationships tested in the extant literature. Based on this review, the authors advance a number of underdeveloped areas of research where MLMS approaches can be applied to further the understanding of the dynamic conditions that typify sales research.     

Conceptualizing Religious Practices in Psychological Research: Problems and Prospects

This article addresses the problems and prospects that follow from the conceptualization of religious phenomena and practices for scientific investigation in the psychology of religion. Two Western research traditions—instrumentalism and operationalism—are described and their potential contribution to a mismatch between what researchers intend to study and what they actually study is illustrated through two exemplar studies. The exemplar studies show how researchers’ concern with methodological rigor can compromise the rich and thick meanings of religious practices, resulting in the misrepresentation of the practices and misleading both the psychological and religious research consumer. Several suggestions for dealing with these problems are discussed.     

Personal selling and the purchasing function: where do we go from here?

The business-to-business selling function has changed over the years, with more informed and demanding buyers, prompting firms to move toward a more consultative, solution-selling approach. While these changes have been the focus of extensive research in the personal selling and sales management domain, the customer side of the interaction dyad requires more examination. Even within the context of the customer side, insufficient attention has been paid to the purchasing function in business-to-business (B2B) selling research. Given the increased importance in customer organizations of the purchasing function, this article presents a literature review that highlights the purchasing function's personal selling and sales management needs and argues that, as the purchasing function becomes more important and its needs evolve, personal selling and sales strategies also need to evolve. The article highlights areas for future research in this domain.     

Understanding cross-cultural sales manager–salesperson relationships in the Asia-Pacific Rim region: a grounded theory approach

Abstract

As more organizations implement multinational strategies, sales managers leading sales forces encounter complex cultural challenges that affect relationships, processes, and outcomes. We undertake a qualitative study with the objective of understanding the sales manager–salesperson relationship when the sales manager is leading sales representatives located in other cultures. Because of the significant size and growth of Asian countries, we focus our study on the Asia-Pacific Rim region. In-depth interviews conducted with 21 sales managers working for a large multinational technology firm in our focal region provide the data for our analysis. Using a grounded theory approach, we identify five key themes: building and sustaining cross-cultural relationships, cross-cultural communication effectiveness, acquisition and maintenance of trust across cultures, language, and decision-making. From our findings, research propositions are offered and implications for researchers and practitioners are discussed.     

扎根理论的运用：误区与策略

扎根理论在多学科研究中呈上升趋势,但运用误区和难点制约着研究质量。基于扎根理论的核心原则剖析常见的运用误区：忽视理论生成、将系统方法论窄化为编码程序、将理论抽样混同为目的性抽样或初始抽样;将理论等同于数据;重机械编码轻备忘录写作和持续比较。总结理论抽样、理论、适宜编码、备忘录撰写和持续比较的具体策略。最后提出扎根理论运用研究应秉承扎根、融合创新,注重系统性、规范性和灵活性。     

Studying radical organizational innovation through grounded theory

The main aim of this article is to study the social processes occurring during the implementation of radical organizational innovation. Our aim is to understand the nature of the development of radical innovation by identifying the social processes, that are taking place. The perspective for the analysis stems from “grounded theory” as a generative and inductive analytical strategy (Glaser & Strauss, 1967). An in-depth case study was thoroughly analysed. A total of 14 indepth interviews were conducted with key informants selected according to “theoretical sampling” criteria. The systematic use of the “constant comparative method” allowed us to differentiate grounded theories leading to a “conceptual saturation” of the categories generated from the empirical data. Results show the emergence of two basic processes, “learning” and “adaptation”, during the development of radical innovation. A “grounded” theory concerning the development of radical innovation is proposed, emphasizing the organization's selfregulating capacity for learning and adapting. Our results describe innovation as an adaptable response that causes disorder in terms of “a creative tension in the system”. Finally, the methodological implications of grounded theory are discussed with regard to the study of radical innovation. The requisites and limitations observed in using grounded theory are outlined.     

Key Accounts and Team Selling: A Review,Framework, and Research Agenda

As sales organizations increase their reliance on sales teams, they must learn how organizational and interpersonal relationships influence sales teams, how sales teams play a learning role for organizations, and what makes sales teams effective. Presenting a model of interrelationships among members of the selling firm and between the selling and buying firms, we identify five key team selling relationships between (1) members of the same team, (2) members of different teams within the firm, (3) the selling team and the buying center, (4) the selling team and other groups in the selling firm, and (5) the selling team and the firm’s strategy. This model leads to a conceptual framework highlighting relationship drivers, factors, and outcomes instrumental to team selling success. After presenting propositions for future research, theoretical and methodological suggestions are included to facilitate research in this area. We conclude with perspectives on the future of research and practice in key accounts and team selling.     

Beyond grounded theory: The use of a heuristic approach to qualitative research

The grounded theory approach has become established as the qualitative methodology of choice for many counselling and psychotherapy researchers. It is now becoming apparent to many researchers that there are significant difficulties associated with defining what the grounded theory method actually is, and how is should be implemented. In addition, its popularity has tended to keep other qualitative approaches under‐explored and under‐utilised. This paper explores some of the methodological issues raised by the grounded theory approach, before presenting and then contrasting heuristic inquiry as a very different but equally useful form of qualitative methodology. Finally, the notion of researcher as bricoleur will be considered in the light of the need to develop pluralistic approaches to qualitative research in counselling and psychotherapy.     

Moving beyond ethical decision-making: a practice-based view to study unethical sales behavior

Changes in the business environment are rapidly transforming sales practice and pressuring the integrity of key actors in sales. Given that unethical sales behavior is a social activity produced and reproduced by various actors in a complex sales task environment, we introduce a novel research perspective to the study of unethical sales behavior, namely a practice-based view. With knowledge from a systematic literature review and a practice-based view from organization research, we suggest that unethical behavior should be studied as a practice formed through socialization and interaction with relevant others. This view provides an important alternative as well as a complementary perspective to the ethical decision-making paradigm that has dominated the field for several decades. The study answers scholars’ recent calls to strengthen the theoretical foundation of sales ethics research and further extend its perspective toward the social context of sales. With a focus on dynamics, social relations, and the enactment of practices, the practice-based view produces new types of knowledge on unethical behavior and potential new means for addressing it. The article makes suggestions for future practice-based research and proposes several theories for use in studying unethical behavior in currently important sales contexts.