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Drivers Of Sales Performance A Contemporary Meta-analysis

Indeed, salespeople who can cope with role ambiguity, undertake their ownactions, are flexible during conversations, and can work smarter thrive (e.g., Sujan, Weitz, andKumar 1994). Possibly managersappraise salespeople as more effective when salespeople have a stronger sense of self, possessmore marketing insight, and/or have a strong goal orientation. Previous studies have often been disseminated across several academic disciplines like services marketing, personal selling and sales management etc. When effect sizes were reported withmetrics other than correlations, we converted them into correlations if possible using conversionformulas by Glass, MacGaw, and Smith (1981). check over here

environment (e.g., economic uncertainty), the internal environment deals with aspects inside thefirm (e.g., financial well-being). However, our study has a broader aim; it assesses the full spectrum ofsales-performance determinants that have been researched since Churchill et al. (1985). byDwi Wahyono 588views Pdf ภาษาไทย bykrusan03 1359views Breaking news byjoshinshajic26 1181views D1 - Marcos Rodrigues Saúde - Infor... In fact, the motivational cognitive choiceof salespeople is less associated to sales performance in services selling.

Next,studies were excluded if they were based on data used in already included studies (two studies).We also excluded conceptual articles (46 studies) without any quantitative analyses. Jaworski (1988)conceptualized the environmental context of a marketing unit into three types: macro environment(social, political, regulatory, economic, and technological conditions), operating environment(interest groups such as customers or suppliers with whom the Similarly, salespeople with astrong goal orientation might feel or think that they perform better.

Today, thebody of empirical studies on role perceptions in selling is substantial. byJordano Santos Ce... 98views Share SlideShare Facebook Twitter LinkedIn Google+ Email Email sent successfully! Our Website Is Currently Undergoing For The Scheduled Maintenance. Skill level.

Building on the McAdams (1995) taxonomy, we refined aptitude with threesub-categories: (1) dispositional traits capture decontextualized, dispositional dimensions ofpersonality such as “extraversion” or “neuroticism.” (2) Personal concerns represent 6 9. seminal studies and did manual searches in leading marketing, management and organizationalbehavior journals likely to publish quality articles on determinants of salesperson performance(Journal of Marketing, Journal of Marketing Research, Journal of entails developing and maintaining relationships use more self-initiative, are good communicatorsand can cope with different role expectations from both the internal and external role set. As is common in meta-analyses, the pooled correlationmatrix included many cells for which we found no or only few observations.

This approach is consistent with many othermeta-analyses in marketing, which assume an equal number of observations across cells (while theintercorrelations matrices report varying numbers of observations between cells) to fit their An integrated governance mode conceives salespeople as “direct” salesemployees of a firm that operates under internal (i.e., hierarchical) governance. Second, work engagement, defined as “a persistent positiveaffective-motivational state of fulfillment” (Sonnentag 2003, p. 518). When the collection process ended(after culling obviously irrelevant matter such as book reviews, editorials and news items), we hadidentified and obtained 389 studies.

Extant literature agrees that supervisory behaviors have a positive effect on salesperformance (e.g., Cravens et al. 2004; Kohli 1989). https://books.google.com/books?id=_wmzU8O4IcEC&pg=PA100&lpg=PA100&dq=drivers+of+sales+performance+a+contemporary+meta-analysis&source=bl&ots=fvldms8zF1&sig=fHx32xcAltYfynPZAW9zvfi0QCQ&hl=en&sa=X&ved=0ahUKEwiyp5fWrcHTAhU However, 1,396 correlations occur at least twice in a similar category in a particularstudy. Wiley Encyclopedia of ManagementPublished Online: 21 JAN 2015AbstractFull Article (HTML)References Options for accessing this content: If you are a society or association member and require assistance with obtaining online access instructions Based on aggregation of the 268 studies in our dataset, we constructed a pooledcorrelation matrix through pairwise deletion (e.g., Brown and Peterson 1993; Premack and Hunter1988).

Overview of attention for article published in Journal of the Academy of Marketing Science, August 2010 Altmetric Badge About this Attention Score Above-average Attention Score compared to outputs of the same check my blog He has published extensively in journals like the European Journal of Marketing, Journal of World Business, Human Resource Management, Journal, International Marketing Review, Industrial Marketing Management. Older research outputs will score higher simply because they've had more time to accumulate mentions. This new sub-category reflects the current view in organizational behavior thatemployees can be conceived as proactive agents who display personal initiative, improve currentcircumstances, and/or create new ones (e.g., Sonnentag 2003).

Inaddition, their meta-analysis demonstrated that the type of products sold moderated the predictivepower of these categories for sales performance. For example, Kanfer’s (1990)model of work motivation contains a category for “needs-motives-values” that overlaps with the“personal concerns” category in the McAdams’ (1995) aptitude model. Apparently, interpersonal abilities, ability todeal with different people, remaining committed to a relationship and the support of managers (interms of cognitive and emotional resources) in building and maintaining relationships are moresalient this content These drive ourcategory revision: (1) need-motive-value emphasizes the role of personality, stable disposition andvalues as the basis for behavioral variability; (2) cognitive choice focuses on cognitive processesinvolved in decision making and

His research interests lie primarily in personality testing in work settings and in managerial and leadership competence.

معلومات المراجعالعنوانHandbook of Personality at WorkApplied Psychology SeriesSeries in applied psychologyالمُحررونNeil Christiansen, Robert TettالناشرRoutledge, 2013رقم In whatfollows we motivate and describe our revised categorization model. ------------------------------------------------- Insert Figure 1 and Table 1 about here -------------------------------------------------Classification Scheme 5 8. The editors bring together extant knowledge in the field and present a uniform narrative.

To assess the plausibility of a file drawer problem, we calculatedthe fail-safe N (Rosenthal 1979), which represents the number of unlocated studies with nullresults needed to reduce the cumulated effect across

  1. In this regard, Rich et al.(1999) demonstrated that a vast majority of the variants in managerial reports on sales performanceare explained by factors other than objective sales productivity.
  2. This way we were ableto assign other study descriptors (e.g., sample size) specifically to each effect size.
  3. Student 42 21% Student > Doctoral Student 29 14% Student > Bachelor 20 10% Researcher 14 7% Other 44 22% Readers by discipline Count As % Business, Management and Accounting 142
  4. The advantage of pairwise deletion is that the pooled correlation matrix includes allavailable studies (Cheung and Chan 2005).
  5. First, we reviewed the literature invarious theoretical fields, such as psychology and organizational behavior, focusing on prominentauthors who have attempted to develop overall conceptual frameworks in their domains.
  6. The relationshipbetween salespeople’s interpersonal selling skills and performance is higher when multi-item 23 26.
  7. Login via OpenAthens or Search for your institution's name below to login via Shibboleth.

Another key focus they proposed was thedynamic nature of the sales conversation that indeed has become a crucial research topic (p. 116).This call sparked a plethora of new research streams on Altmetric This page is provided by Altmetric. حسابيبحثخرائطYouTubeالأخبارGmailDriveتقويمGoogle+‎ترجمةالصورالمزيدالمستنداتBloggerجهات الاتصالHangoutsKeepتلقّي المزيد من Googleتسجيل الدخولالحقول المخفيةكتبbooks.google.ae - Personality has emerged as a key factor when trying to understand why people think, feel, and In the second iteration we made two furtheradjustments: (1) A closer look at the conceptualization of the salesmanship skills category revealeda strong focus on salesperson adaptability. Coding procedure.

RESULTS First, we present the results of the analysis of significance and relative strength of theantecedents of sales performance for which we used a combination of bivariate (Table 2) andmultivariate causal Adopting Cheung and Chan’smethod (2005) to address this issue, we could not reject the hypothesis that the pooled correlationmatrix is homogeneous.d Thus, we used the pooled correlation matrix to fit the Before joining IIM Kozhikode, he has worked at the Mudra Institute of Communication, Ahmedabad. have a peek at these guys For example, Role Clarity correlationswith salesperson performance were recoded to fit the conceptual category of Role Ambiguity.

The results seem to back this supposition and indicatehow it might inspire future research in the field of personal selling. 2 5.