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.     

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.     

Sales management control systems: review,synthesis, and directions for future exploration

Sales management control systems (SMCSs) are designed to align salespeople's activities and actions with organizational objectives. This article reviews and synthesizes over 50 SMCS articles published in sales, marketing, and management journals over the past 30 years. We begin by building a comprehensive framework that enables us to classify prior research into digestible categories (e.g., SMCSs as antecedents, SMCSs as consequences). Next, we present an analysis of gaps in the literature. Among other findings, our analysis reveals that there is an overwhelming focus on the use of formal (specifically behavior- and outcome-based) controls as compared to their informal control counterparts. Finally, we suggest avenues for future research: (1) mapping and understanding the full spectrum of control mechanisms, (2) developing a fuller understanding of the often-overlooked forms of control (e.g., input and cultural controls), and (3) more thoroughly analyzing how controls operate (or do not operate) as an integrated system.     

Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators

Resource-based theory (RBT) posits that firms gain competitive advantage through bundles of valuable and rare resources and sustain that advantage over time when such resources are difficult to imitate or nonsubstitutable by competitors. Recent applications of RBT emphasize the role of managers in mobilizing and leveraging organizational resources and capabilities for achieving business objectives. The purpose of this research is to advance the sales literature by applying learning from two specific perspectives based on RBT that focus explicitly on managerial actions pertaining to resources and capabilities: resource orchestration and dynamic managerial capabilities. These perspectives provide insights into the role of sales managers as orchestrators of sales and nonsales resources for achieving sales, organizational, and customer outcomes. Consistent with the stated purpose, this research provides (1) a review of research on resources and capabilities in the sales literature, (2) an overview of resource orchestration and related research, (3) an overview of dynamic managerial capabilities and related research, (4) a research agenda and propositions based on research orchestration and dynamic managerial capabilities for further investigation on the role of sales managers as effective resource orchestrators in sales organizations.     

Qualitative sales research: an exposition of grounded theory

The dominant research paradigm in sales research involves testing theory through empirical research. Nascent or underdeveloped research areas, however, may lack or have inadequate existing theories to explain sales-related phenomena. In these cases, sales researchers require a theory-generating methodological approach. Qualitative research designs are useful in this pursuit. The purpose of this article is to provide an exposition of one such qualitative research design – grounded theory. To this end, the foundational processes of grounded theory methodology are discussed. The results of a review of grounded theory examinations conducted in sales research are also provided, and current practices utilized by sales grounded theorists are discussed. Based on this review, future directions in substantive areas and methodological practices are provided. This article aims to serve as a resource for sales scholars wishing to know what grounded theory examinations have been conducted, how to implement grounded theory research and what avenues are available for future grounded theory sales research.     

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.     

Parents' ethnic-racial socialization practices: a review of research and directions for future study

Recently, there has been an emergence of literature on the mechanisms through which parents transmit information, values, and perspectives about ethnicity and race to their children, commonly referred to as racial or ethnic socialization. This literature has sought to document the nature of such socialization, its antecedents in parents' and children's characteristics and experiences, and its consequences for children's well-being and development. In this article, the authors integrate and synthesize what is known about racial and ethnic socialization on the basis of current empirical research, examining studies concerning its nature and frequency; its child, parent, and ecological predictors; and its consequences for children's development, including ethnic identity, self-esteem, coping with discrimination, academic achievement, and psychosocial well-being. The authors also discuss conceptual and methodological limitations of the literature and suggest directions for future research.     

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.     

Salespeople as knowledge brokers: a review and critique of the challenger sales model

Over the last several years, there has been increasing interest in a new sales training approach – referred to as the Challenger Sales model – to engage customers. This approach, focusing on purposefully generating tension with customers to spark new ways of thinking, has gained traction among leading sales organizations. Although generating tension with customers has received a great deal of interest, researchers have yet to complete a systematic, in-depth examination of the Challenger model. The purpose of this article is to provide a much needed comprehensive review and critique of the approach. By conducting both an empirical and conceptual review of the framework, we offer insight into its novelty, merits and weaknesses.     

(Re) defining salesperson motivation: current status,main challenges,and research directions

The construct of motivation is one of the central themes in selling and sales management research. Yet, to-date no review article exists that surveys the construct (both from an extrinsic and intrinsic motivation context), critically evaluates its current status, examines various key challenges apparent from the extant research, and suggests new research opportunities based on a thorough review of past work. The authors explore how motivation is defined, major theories underpinning motivation, how motivation has historically been measured, and key methodologies used over time. In addition, attention is given to principal drivers and outcomes of salesperson motivation. A summarizing appendix of key articles in salesperson motivation is provided.     

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.     

Word of mouth and interpersonal communication: A review and directions for future research

People often share opinions and information with their social ties, and word of mouth has an important impact on consumer behavior. But what drives interpersonal communication and why do people talk about certain things rather than others? This article argues that word of mouth is goal driven and serves five key functions (i.e., impression management, emotion regulation, information acquisition, social bonding, and persuasion). Importantly, I suggest these motivations are predominantly self- (rather than other) serving and drive what people talk about even without their awareness. Further, these drivers make predictions about the types of news and information people are most likely to discuss. This article reviews the five proposed functions and well as how contextual factors (i.e., audience and communication channel) may moderate which functions play a larger role. Taken together, the paper provides insight into the psychological factors that shape word of mouth and outlines additional questions that deserve further study.     

Ambulatory assessment for physical activity research: State of the science,best practices and future directions

Technological and digital progress benefits physical activity (PA) research. Here we compiled expert knowledge on how Ambulatory Assessment (AA) is utilized to advance PA research, i.e., we present results of the 2nd International CAPA Workshop 2019 “Physical Activity Assessment – State of the Science, Best Practices, Future Directions” where invited researchers with experience in PA assessment, evaluation, technology and application participated. First, we provide readers with the state of the AA science, then we give best practice recommendations on how to measure PA via AA and shed light on methodological frontiers, and we furthermore discuss future directions. AA encompasses a class of methods that allows the study of PA and its behavioral, biological and physiological correlates as they unfold in everyday life. AA includes monitoring of movement (e.g., via accelerometry), physiological function (e.g., via mobile electrocardiogram), contextual information (e.g., via geolocation-tracking), and ecological momentary assessment (EMA; e.g., electronic diaries) to capture self-reported information. The strengths of AA are data assessments near real-time, which minimize retrospective biases in real-world settings, consequentially enabling ecological valid findings. Importantly, AA enables multiple assessments across time within subjects resulting in intensive longitudinal data (ILD), which allows unraveling within-person determinants of PA in everyday life. In this paper, we show how AA methods such as triggered e-diaries and geolocation-tracking can be used to measure PA and its correlates, and furthermore how these findings may translate into real-life interventions. In sum, AA provides numerous possibilities for PA research, especially the opportunity to tackle within-subject antecedents, concomitants, and consequences of PA as they unfold in everyday life. In-depth insights on determinants of PA could help us design and deliver impactful interventions in real-world contexts, thus enabling us to solve critical health issues in the 21st century such as insufficient PA and high levels of sedentary behavior.     

Creating research collaboration among the global community of sales scholars: key takeaways from the 2013 AMA faculty consortium

Within the contemporary business milieu, the discipline of selling and sales management has taken on a more prominent role in recent years. Myriad factors have contributed to the rise of interest in sales including globalization, technology, more sophisticated analytical approaches and new opportunities for co-creation of value between organizations and their customers. Over the past three decades, seven faculty consortia in sales have served as milestones to document the progress of the field, particularly the evolution of academic research. This article provides key takeaways from the most recent American Marketing Association (AMA) Faculty Consortium in Selling and Sales Management, which had the overarching goal of fostering new opportunities for building intercontinental research teams to effectively address the substantive issues for the future of the field.     

An analysis of recent meditation research and suggestions for future directions

Abstract

Meditation offers a rich and complex field of study. Over the past 40 years, several hundred research studies have demonstrated numerous significant findings including changes in psychological, physiological, and transpersonal realms. This paper attempts to summarize these findings, and to review more recent meditation research. We then suggest directions for future research, emphasizing the necessity to continue to expand the paradigm from which meditation research is conducted, from a predominantly re‐ductionistic, biomedical model to one which includes subjective and transpersonal domains and an integral perspective.     

Similarities and differences between traumatic and emotional memories: review and directions for future research

The authors review theory and empirical research on the characteristics of memories for traumatic versus emotional events, with the goal of bringing together the cognitive and clinical perspectives on this issue. They consider the most important approaches to the study of traumatic and emotional memory and summarize the results of recent studies that have compared autobiographical recollections of traumatic and nontraumatic emotional experiences (positive and negative), either in nonclinical or clinical samples. Overall, findings from the current empirical literature are inconsistent. Although some researchers have found that traumatic memories are retrieved differently than are emotional memories, others have demonstrated that the phenomenological characteristics of these memory types are highly similar. The authors discuss methodological issues that could help researchers to interpret the inconsistencies found in the empirical findings. Last, they suggest possible directions for future research that may advance researchers' knowledge of memory, trauma, and emotion.     

The Appeal of Personal Selling as a Career: A Decade Later

While students' attitudes and perceptions toward personal selling as a career have been discussed at length, the literature reflects remarkably little effort to understand students' preferences for sales careers. The authors synthesize extant knowledge on the subject and extend the knowledge base by conducting a time-series replication of an earlier study and by examining the relative importance of marketing-related career characteristics. Managerial implications of this research are discussed.