Examining the between- and within-person effects of relative deprivation: Results from a 7-year longitudinal panel sample

Despite the extensive literature on relative deprivation theory, few studies have examined the longitudinal effects of individual- and group-based relative deprivation (IRD and GRD, respectively) on individual- and group-based outcomes, nor has research investigated the between-person and within-person effects of these constructs. Using two random intercept cross-lagged panel models, we address these oversights by estimating the between-person and average annual within-person associations IRD and GRD have with psychological distress and collective action support in a nation-wide longitudinal panel sample (N = 64,607). As expected, IRD and GRD were more strongly associated with psychological distress and collective action support, respectively, at the between-person level and contemporaneously at the within-person level. However, contrary to expectations, temporary departures in IRD and GRD predicted within-person increases in collective action support and psychological distress, respectively. These results raise questions about how and when people respond to inequality and provide the foundations for future longitudinal research.     

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.     

Using a Few Snapshots to Distinguish Mountains from Waves: Weak Factorial Invariance in the Context of Trait-State Research

In this article, we show that the underlying dimensions obtained when factor analyzing cross-sectional data actually form a mix of within-person state dimensions and between-person trait dimensions. We propose a factor analytical model that distinguishes between four independent sources of variance: common trait, unique trait, common state, and unique state. We show that by testing whether there is weak factorial invariance across the trait and state factor structures, we can tackle the fundamental question first raised by Cattell; that is, are within-person state dimensions qualitatively the same as between-person trait dimensions? Furthermore, we discuss how this model is related to other trait-state factor models, and we illustrate its use with two empirical data sets. We end by discussing the implications for cross-sectional factor analysis and suggest potential future developments.     

Within-subject covariation between depression- and anxiety-related affect

Studies find a strong positive relationship between the affective components of anxiety and depression. However, most research thus far has examined the between-person correlations among these constructs, while ignoring how changes in these two types of affect covary over time within a person. Within-person correlations could differ meaningfully from how anxiety- and depression-related affect relate across individuals. Further, individuals may differ in terms of how highly these constructs covary over time. The current study aimed to (1) compare between- and within-person correlations between anxious and depressive affect, (2) examine lagged effects between anxious and depressive affect over time, (3) test whether individuals differ in their within-person correlations between these two types of affect, and (4) examine whether the mean level of affective intensity moderated these individual differences. These questions were explored using college undergraduates (N?=?50) who rated their depression- and anxiety- related affect six times a day for two weeks. A higher average correlation was observed between anxious and depressive affect in between-person compared to within-person analyses. Significant bidirectional lagged effects were observed between these constructs. Individuals with higher average levels of anxious affect experienced stronger within-person correlations between anxious and depressive affect.     

A Repertoire of Marketers' Trust-Building Strategies Within The Sales-Marketing Interface

Examining how sales and marketing personnel interrelate is analogous to studying intergroup cooperation wherein two groups – sales and marketing – are required to work cooperatively to achieve specific firm-level objectives. While extensive literature in psychology and management has implied that trust is an important precursor of enhanced intergroup cooperation, no extant scholarly work has explicated the specific activities sales and marketing personnel may engage in to build trust within the sales-marketing interface (SMI). We use qualitative methodology and in-depth interview data collected from 29 sales and marketing executives in Saudi Arabia to investigate the specific activities that may help marketers build trust with their sales counterparts and signal to them that they are a dependable partner. Study findings suggest that when marketers (a) act as salespeople's ambassadors to senior leaders; (b) stay invested in salespeople's success; and (c) act as a semipermeable barrier between salespeople and the leadership, they are able to engender trust with salespeople. In addition to providing a preliminary thesis regarding how marketers may build trust within SMI, study findings highlight how the specific trust-building activities may contribute to strategic phenomena such as marketing-strategy making, sales buy-in of marketing strategies, and organizational learning.     

Aggregating to the between-person level in idiographic research designs: Personal goal research as an example of the need to distinguish between reliability and homogeneity

In several areas of personality research (e.g., personal networks, interpersonal behaviour, academic effort), the empirical data represent a multilevel structure, in which within-person variables are nested within individuals. Both within-person variation and between-person differences can be related to outcome variables (e.g., emotions, life satisfaction). One major precondition for aggregating within-person data to the between-person level is sufficient reliability of the aggregated data, a point that has received scant attention in previous research. Drawing on the example of personal goal research, we recommend that the two major forms of the intraclass correlation coefficient—the ICC(1) and the ICC(2)—be applied to within-person data in idiographic research designs. These indices allow the homogeneity and reliability of within-person data to be determined separately. Their application is illustrated using data from a study with 4,565 young adults.     

Salesperf: The Salesperson Service Performance Scale

Delivering outstanding service quality is essential to corporate success, and salespeople play a critical role in delivering high-quality service as boundary spanners between customers and the organization they represent. Given the importance of salesperson service performance, the SALESPERF scale was adapted from the service quality literature and developed for use in a personal selling setting. A sample of 116 customers evaluated the service performance of their sales representative for a newspaper publisher. Exploratory analysis and confirmatory factor analysis were used to develop a unidimensional scale. Convergent, discriminant, and predictive validity for SALESPERF were supported. Finally, implications regarding how salespeople may provide superior service and future research avenues are discussed.     

Selling & Sales Management in Action: Using the Journal of Personal Selling & Sales Management As A Teaching Aid

Abstract

Although much marketing literature exists pertaining to whether products should be marketed differently from services, little attention has focused on whether product selling differs from service selling. This article reports the results of an empirical investigation that examined whether salespeople selling industrial products use different selling techniques than those selling services. The results suggest that product sales personnel prefer techniques that can use tangible aspects of the product to advantage, while service sales personnel prefer techniques that stress the personal assistance of customers. The implications of the results are also presented.     

The Manager-Salesperson Relationship: an Exploratory Examination of the Vertical-Dyad Linkage Model

Abstract

The Vertical-Dyad-Linkage Model (VDL) is offered as a tool to explore the infrastructure of a sales team. Building on the philosophy found in most sales management literature that salespersons are to be managed as individuals, VDL theory allows an exploration of the underlying social organization that is present in all sales forces. Thus, the style that a manager uses with a particular salesperson will vary depending on the exchange relationship established (cadres, hired hands). The objectives of the paper are to explore the general tenets of VDL theory, to assimilate the theory in sales management, to provide implications for sales managers and salespeople, and to discuss the important implications for sales management research.     

The Relationship Between Optimism and Coping Styles of Salespeople

Despite an awareness of the inverse relationship between stress levels and job performance, researchers have not addressed the specific coping strategies used by salespeople in their efforts to cope with sales-related stress. A framework is developed that suggests dispositionally optimistic salespeople may employ different coping strategies than do pessimistic salespeople. Support for hypotheses that have been grounded in this broad proposition was developed in a study that employed a multi-firm sales sample. Optimists were found to employ more problem-focused coping tactics, while pessimists used more emotion-focused coping. Issues relating to why problem-focused coping tactics are preferable as well as how greater use of problem-focused coping may be promoted within a sales organization are discussed.     

It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress

Abstract

Salesperson job stress and job satisfaction have been identified as critical factors affecting job performance. Academic research suggests that sales managers can influence salesperson job stress and job satisfaction. Interestingly, a review of the sales literature finds very little research on the impact of sales leader humor usage on the stress and satisfaction of salespeople. Consequently, we explore how salespeople’s evaluation of their manager’s use of humor influences their individual levels of job stress and satisfaction. We investigate both the positive and negative roles of humor by analyzing the impact of salesperson evaluations of their managers’ use of affiliative and aggressive humor on their job stress and job satisfaction. Furthermore, we examine the mechanism by which these evaluations affect salesperson stress and satisfaction by identifying two critical mediating variables – social loneliness and willingness to cooperate. Using a sample of 299 professional salespeople, we empirically test this process model to find that affiliative humor usage by sales managers, as evaluated by salespeople, reduces social loneliness and stress for salespeople while also increasing followers’ acceptance of cooperation. Evaluations of aggressive humor, on the other hand, increase stress levels among salespeople. Both social loneliness and acceptance of cooperation, in turn, significantly affect job satisfaction.     

A within-person approach to the relation between quality of task motivation,performance and job satisfaction in everyday working life

Research generally shows that autonomous forms of motivation are associated with higher performance and job satisfaction, whereas controlled forms of motivation are linked to worse outcomes. These relationships are largely based on between-persons data from cross-sectional studies or longitudinal studies with few measurement points. However, motivation quality, performance, and job satisfaction can vary considerably from day to day and from task to task. It is unclear whether and how these experiences and behaviors covary over time within individuals at work in daily life. The present study assessed this using a diary approach. With a default protocol of 30 working days, an ecological momentary assessment application prompted 19 white-collar workers five times a day to report their autonomous and controlled motivation for work tasks and their productivity and job satisfaction at the end of each day. Fourteen participants gathered sufficient data to compute within-person relations and individual networks. At the between-person level, results were somewhat in line with prior survey-based research, whereas results at the within-person level present more nuanced findings and demonstrate that these will not inherently align with previous between-person findings. Individual network analyses indicated considerable interindividual heterogeneity, especially in the relationships between motivation and job satisfaction. In conclusion, these findings point to significant variability in the observed relations between task-related motivation, performance and job satisfaction in everyday life, and highlight the added value of a within person approach and individual networks in addition to between-persons approaches. The implications of these findings for occupational wellbeing research are discussed.

     

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.     

Modelling inter-individual differences in latent within-person variation: The confirmatory factor level variability model

Psychological theories often produce hypotheses that pertain to individual differences in within-person variability. To empirically test the predictions entailed by such hypotheses with longitudinal data, researchers often use multilevel approaches that allow them to model between-person differences in the mean level of a certain variable and the residual within-person variance. Currently, these approaches can be applied only when the data stem from a single variable. However, it is common practice in psychology to assess not just a single measure but rather several measures of a construct. In this paper we describe a model in which we combine the single-indicator model with confirmatory factor analysis. The new model allows individual differences in latent mean-level factors and latent within-person variability factors to be estimated. Furthermore, we show how the model's parameters can be estimated with a maximum likelihood estimator, and we illustrate the approach using an example that involves intensive longitudinal data.     

Twelve Frequently Asked Questions About Growth Curve Modeling

Longitudinal data analysis has long played a significant role in empirical research within the developmental sciences. The past decade has given rise to a host of new and exciting analytic methods for studying between-person differences in within-person change. These methods are broadly organized under the term growth curve models. The historical lines of development leading to current growth models span multiple disciplines within both the social and statistical sciences, and this in turn makes it challenging for developmental researchers to gain a broader understanding of the current state of this literature. To help address this challenge, the authors pose 12 questions that frequently arise in growth curve modeling, particularly in applications within developmental psychology. They provide concise and nontechnical responses to each question and make specific recommendations for further readings.     

The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation

Abstract

The lack of consistent success in using personality traits to predict the performance of salespeople is attributed to the cross-sectional nature of previous research. In this study, greater predictive accuracy and explanatory power is achieved when the selling situation is used as a moderating variable. The results are presented and the implications for sales force management and future research are considered.     

A review of climate and culture research in selling and sales management

Despite the extensive literature on organizational climate and culture and their impact on an organization's sales activities, the diversity of theoretical perspectives makes it difficult for sales professionals and scholars to understand the effect of specific climate- and culture-related factors on the performance of salespeople and sales units in an organization. The objective of this article is to clarify the conceptual underpinnings of organizational climate and culture research within the sales context through an extensive review of extant literature. In doing so, we offer a critical review of research on organizational climate and culture, a conceptual frame for viewing the literature across different levels of analysis, and specific questions to guide future research. We also make a case for more research on industry-level climate and culture in the sales context.     

Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling

Abstract

In B2B markets, firms seek to provide customer solutions instead of merely selling goods or services. As boundary-spanners, salespeople are pivotal for implementing this strategic shift. Yet, extant literature provides limited insights into salesperson’s resources and competencies required for customer solutions, particularly in the early phases of solution selling. This research focuses on salesperson’s value opportunity recognition competence (VOR), which is a central requirement for salespeople to be able to navigate the early phases of solution selling. Analyzing large-scale, multi-level data of 799 salespeople and their respective sales managers in 29 sales organizations, the authors investigate the role of different salesperson resources and work environment characteristics for strengthening their VOR. The authors find that salespeople need both customer and technical knowledge, but customer knowledge is more important. Salespeople also can substitute individual technical knowledge with strong internal relations, but strong customer relations are no substitute for individual knowledge about customers’ business models and processes. Formalization turned out to be a double-edged sword in the context of VOR development, while transformational leadership has positive effects only. The findings bear concrete implications for improving the selection, training, and work environment of solution salespeople.     

A Classification of Industrial Buyers: Implications for Sales Training

Abstract

Organizational buyer behavior literature, although abundant, tends to provide little help to sales practitioners in the way of identifying what kinds of buyers salespeople might encounter. This information should be especially useful in preparing sales personnel to call on prospects—they could tailor their sales call strategy to the kind of customer they call on. Little published research, however, has explored the kinds of industrial buyers. This paper (a) reports the results of a study that examined industrial buyer types, and (b) discusses sales training implications of dealing with each kind of buyer identified in the investigation.