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Advanced Search Results For "SALES personnel"

1 - 10 of 46,996 results for
 "SALES personnel"
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Onboarding Salespeople: Socialization Approaches.

Publication Type: Academic Journal

Source(s): Journal of Marketing. Nov2022, Vol. 86 Issue 6, p13-31. 19p. 1 Diagram, 3 Charts, 2 Graphs.

Abstract: The effective training of salespeople is crucial to a firm's success; there is arguably no more critical type of training than a salesperson's onboarding. In this study, the authors leverage a natural field experiment in which a firm's newly hired sale...

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Store leader gender and store sales performance: When and why do women and men underperform?

Publication Type: Academic Journal

Source(s): Human Resource Management. Nov2022, Vol. 61 Issue 6, p623-641. 19p.

Abstract: Finding ways of breaking the gender‐based glass ceiling is an important human resource issue in companies today. Employing a sample of over 200 retail stores, we explore multiple moderating and mediating factors to explain when and why women store lead...

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Why Salespeople Avoid Big-Whale Sales Opportunities.

Publication Type: Academic Journal

Source(s): Journal of Marketing. Sep2022, Vol. 86 Issue 5, p95-116. 22p. 2 Diagrams, 4 Charts, 2 Graphs.

Abstract: Contrary to the intuition that salespeople gravitate toward big-whale sales opportunities, in reality they often avoid them. To study this phenomenon, the authors integrate contingent decision-making and conservation-of-resources theories to develop an...

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The interplay between objective and subjective measures of salesperson performance: towards an integrated approach.

Publication Type: Academic Journal

Source(s): Journal of Personal Selling & Sales Management. Sep2022, Vol. 42 Issue 3, p225-242. 18p. 9 Charts, 1 Graph.

Abstract: The frameworks to measure salesperson performance have not advanced in parallel with the degree of transformation of professional selling. To address this issue, research in organizational performance advocates for the use of more comprehensive and int...

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Improving assessment center criterion validity for salesperson selection: a socioanalytic approach.

Publication Type: Academic Journal

Source(s): Journal of Personal Selling & Sales Management. Sep2022, Vol. 42 Issue 3, p209-224. 16p. 1 Diagram, 6 Charts, 1 Graph.

Abstract: Assessment centers (ACs) are one of the most common selection and recruitment methods in today's business world, with very high acceptance in practice. The AC research literature, however, has focused on managerial performance and neglected sales perfo...

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Drivers of salespeople's AI acceptance: what do managers think?

Publication Type: Academic Journal

Source(s): Journal of Personal Selling & Sales Management. Jun2022, Vol. 42 Issue 2, p107-120. 14p. 1 Diagram, 3 Charts.

Abstract: This research is among the first to examine salespeople's acceptance of AI (artificial intelligence) and we investigate the drivers of their AI acceptance from the perspective of the managers. In this study, we propose and empirically demonstrate that ...

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Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum.

Publication Type: Academic Journal

Source(s): Journal of Marketing Research (JMR); Dec2022, Vol. 59 Issue 6, p1120-1140, 21p, 2 Diagrams, 7 Charts

Abstract: Copyright of Journal of Marketing Research (JMR) is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However...

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Personal selling and sales management abstracts.

Publication Type: Academic Journal

Source(s): Journal of Personal Selling & Sales Management. Dec2021, Vol. 41 Issue 4, p369-381. 13p.

Abstract: Data from 200 trained students in business-to-business sales management and a sample of 157 professional sellers confirm the proposed serial process and identify salesperson empathy with the purchaser as a moderator such that humor prompts greater feel...

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Emotional Calibration and Salesperson Performance.

Publication Type: Academic Journal

Source(s): Journal of Marketing. Nov2021, Vol. 85 Issue 6, p141-161. 21p. 2 Diagrams, 5 Charts, 4 Graphs.

Abstract: The authors propose that the emotional intelligence–sales performance link can be better understood by considering a salesperson's confidence in how they use emotions, known as emotional self-efficacy (ESE). Four multisource studies across diverse sale...

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The role of salesperson communication in luxury selling.

Publication Type: Academic Journal

Source(s): Journal of Personal Selling & Sales Management. Dec2021, Vol. 41 Issue 4, p301-315. 15p. 1 Color Photograph, 1 Diagram, 5 Charts, 2 Graphs.

Abstract: This research note provides first insight into the question how salespeople should promote products that customers perceive as luxurious. The authors draw on the well-established finding of prior literature that purchasing luxurious products tends to m...

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