Sexual Harassment in the Sales Force: The Customer is NOT Always Right |
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| Authors: | Robert W Armstrong Anthony Pecotich Brad Mills |
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| Affiliation: | 1. Dr. Robert W. Armstrong is a Senior Lecturer in marketing in the Department of Economics, Commerce and Law atMurdoch University. He has a Ph.D. from Kent State University.;2. Dr. Anthony Pecotich is a Senior Lecturer in marketing in the Department of Management at the University of Western Australia. He has a Ph.D. from the University of Wisconsin-Madison and over nine years front line Sales and Sales Management experience with Telecom Australia.;3. Mr. Brad Mills is an honors student in marketing at the University of Western Australia. |
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| Abstract: | This study utilizes historical data to explore the effects of sales management succession, the characteristics of the successor, and type of succession on post-succession performance of an industrial sales organisation while controlling for pre-succession performance and economic conditions. Three theoretical positions were contrasted: (1) that a change in a sales manager will lead to a decline in a performance, (2) that such a change will lead to an increase in sales performance, and (3) that the change will have no impact on performance. The results demonstrated a positive effect due to succession, thus supporting the commonsense notion that a sales management change leads to improved performance. There was also some support for the proposition that experience and ability may mediate the succession effect. |
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