The Experts below are selected from a list of 6387 Experts worldwide ranked by ideXlab platform
Deborah Brown Mccabe - One of the best experts on this subject based on the ideXlab platform.
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Infusing technology into personal selling
Journal of Personal Selling and Sales Management, 2002Co-Authors: Scott Widmier, Donald W Jackson, Deborah Brown MccabeAbstract:The use of technology by Salespeople has been increasing, as witnessed by the overwhelming proliferation of sales force automation, customer relationship management, and communications technology; yet little is known about how and where technology is actually being used in the field. Thus, the purpose of this paper is to empirically examine where and how technology is being used. Results indicate (1) the extent of technology used for organizing, presenting, reporting, informing, supporting and processing transactions, and communicating; (2) the levels of productivity of technology for each function; (3) whether technology is being utilized in the field by Salespeople; and (4) whether it is companies or Salespeople who are initiating the use of technology. [ABSTRACT FROM AUTHOR]
Donald W Jackson - One of the best experts on this subject based on the ideXlab platform.
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Are Salespeople born or made? Biology, personality, and the career satisfaction of Salespeople
Journal of Business & Industrial Marketing, 2015Co-Authors: James M. Loveland, John W. Lounsbury, Soo-hee Park, Donald W JacksonAbstract:Purpose – The purpose of this paper is to investigate the relationship between personality traits and both job and career satisfaction among Salespeople. The authors also wished to examine the extent to which biologically based personality traits provided insights into job and career satisfaction. Design/methodology/approach – The authors used latent profile analysis (LPA) to assess a sample of 299 Salespeople along the dimensions of emotional stability, extraversion, work drive, teamwork orientation, customer service orientation, optimism and both job and career satisfaction. Findings – The findings revealed two distinct groups, and these groups were markedly different along the biologically based traits of optimism, extraversion, emotional stability and along both job and career satisfaction. The differences across these groups were especially pronounced for career satisfaction. Practical implications – Our findings suggest that firms might wish to devote limited resources to improving the skill sets of...
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selling and sales management in action examining the bases utilized for evaluating Salespeoples performance
Journal of Personal Selling and Sales Management, 2013Co-Authors: Jon M Hawes, John L Schlacter, Donald W Jackson, William G WolfeAbstract:Evaluating Salespeoples' performance is an important task for sales managers. However, little is known about what bases are used by sales managers to evaluate the performance of their Salespeople. A study was conducted to determine the bases actually used by sales managers and the results were compared with a study conducted in 1983. Findings indicate more emphasis on profit and cost control, a continued reliance on qualitative measures, and a wide variety of bases being utilized to evaluate the performance of Salespeople. Furthermore, the stability of results, across a wide variety of respondent job titles as well as business types and sizes, indicates a good deal of generalizability to other firms.
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a comparison and expansion of the bases used for evaluating Salespeople s performance
2010Co-Authors: Donald W Jackson, John L Schlacter, Claudia M Bridges, Andrew S GallanAbstract:Evaluating the performance of Salespeople is more important today than ever before because of substantial changes in technology, team selling, services selling, and perspectives on evaluations. Therefore, in this study, we collected data from sales managers in a wide variety of industries to assess the effect of these changes on the evaluation bases managers use. Findings indicate the importance of relationships and salesperson efficiency on the value of Salespeople to the firm, the effect of a growing service sector, and the effect of team selling on performance and evaluation. Finally, we discuss the increased role of customer evaluations and provide implications and suggestions for further research.
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Infusing technology into personal selling
Journal of Personal Selling and Sales Management, 2002Co-Authors: Scott Widmier, Donald W Jackson, Deborah Brown MccabeAbstract:The use of technology by Salespeople has been increasing, as witnessed by the overwhelming proliferation of sales force automation, customer relationship management, and communications technology; yet little is known about how and where technology is actually being used in the field. Thus, the purpose of this paper is to empirically examine where and how technology is being used. Results indicate (1) the extent of technology used for organizing, presenting, reporting, informing, supporting and processing transactions, and communicating; (2) the levels of productivity of technology for each function; (3) whether technology is being utilized in the field by Salespeople; and (4) whether it is companies or Salespeople who are initiating the use of technology. [ABSTRACT FROM AUTHOR]
William A Weeks - One of the best experts on this subject based on the ideXlab platform.
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selling and sales management in action reward preferences of Salespeople
Journal of Personal Selling and Sales Management, 2013Co-Authors: Lawrence B Chonko, John F Tanner, William A WeeksAbstract:Previous research has not addressed to any large extent the relative importance that Salespeople attach to various types of motivators. Using a paired-comparison approach with a national sample of Salespeople, this study reports their perceived importance for pay raises, promotion opportunities, recognition, incentive awards, and fringe benefits. In addition to determining that pay raises receive the greatest importance, many other interesting findings emerged. The results of this study can be used as one basis for managers in developing or modifying reward plans.
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the influences of ethical climate and organization identity comparisons on Salespeople and their job performance
Journal of Personal Selling and Sales Management, 2012Co-Authors: Elten Briggs, Fernando Jaramillo, William A WeeksAbstract:Sales research has recognized the importance of ethical climate perceptions. However, research that examines the influence of ethical climate on how favorably Salespeople perceive their organizations is lacking. This is critical because these factors may affect a salesperson’s behavior, life satisfaction, and performance. Using a sample of Salespeople from the television broadcasting industry, we derive and test a model involving ethical climate, organization identity comparisons, lone wolf tendencies, life satisfaction, behavioral performance, and outcome performance. Results suggest that Salespeople’s perceptions of their company have a significant effect on individual and organizational outcomes. Implications for managers and researchers are discussed.
Fernando Jaramillo - One of the best experts on this subject based on the ideXlab platform.
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salesperson ambidexterity and customer satisfaction examining the role of customer demandingness adaptive selling and role conflict
Journal of Personal Selling and Sales Management, 2017Co-Authors: Raj Agnihotri, Fernando Jaramillo, Colin B Gabler, Omar S Itani, Michael T KrushAbstract:This research investigates the effects of sales-service ambidexterity on salesperson role perceptions, behaviors, and customer satisfaction. Using a business-to-business, salesperson-customer sample, we build and test a model which highlights both the positive and negative consequences of this simultaneous goal pursuit. Specifically, while sales-service ambidexterity positively impacts adaptive selling behaviors, it also increases perceptions of role conflict among Salespeople. Customer demandingness moderates these relationships. Taken together, the results provide insights for firms on how to manage their sales force to optimize both sales and service outcomes based on characteristics of their Salespeople and customers.
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the influences of ethical climate and organization identity comparisons on Salespeople and their job performance
Journal of Personal Selling and Sales Management, 2012Co-Authors: Elten Briggs, Fernando Jaramillo, William A WeeksAbstract:Sales research has recognized the importance of ethical climate perceptions. However, research that examines the influence of ethical climate on how favorably Salespeople perceive their organizations is lacking. This is critical because these factors may affect a salesperson’s behavior, life satisfaction, and performance. Using a sample of Salespeople from the television broadcasting industry, we derive and test a model involving ethical climate, organization identity comparisons, lone wolf tendencies, life satisfaction, behavioral performance, and outcome performance. Results suggest that Salespeople’s perceptions of their company have a significant effect on individual and organizational outcomes. Implications for managers and researchers are discussed.
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getting the job done the moderating role of initiative on the relationship between intrinsic motivation and adaptive selling
Journal of Personal Selling and Sales Management, 2007Co-Authors: Fernando Jaramillo, William B Locander, Paul E Spector, Eric G HarrisAbstract:This study explores why Salespeople with equal intrinsic motivation may achieve different levels of performance. Utilizing action control theory, the paper explores the moderating effect of the initiative dimension of action-state orientation on the salesperson’s intrinsic motivation and adaptive selling relationship. An empirical study is presented that included 223 Ecuadorian Salespeople and objective performance measures. Findings indicate that salesperson’s initiative strengthens the relationship between intrinsic motivation and adaptive selling. In addition, results show that adaptive selling is a significant antecedent of objective salesperson’s performance. Finally, results reveal that initiative has a significant direct effect on objective performance.
Deva Rangarajan - One of the best experts on this subject based on the ideXlab platform.
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business to business selling in the post covid era developing an adaptive salesforce
Business Horizons, 2021Co-Authors: Deva Rangarajan, Arun Sharma, Teidorlang Lyngdoh, Bert PaesbruggheAbstract:Abstract The COVID pandemic has changed how Salespeople interact with customers, with business-to-business (B2B) organizations confronted by three shifts to the way their Salespeople operate. First and most importantly, customers are now controlling salesperson-customer interactions, forcing the sales organization to become truly customer-centric. Second, the traditional sales process has changed (and continues to change), and sales organizations need to adapt to these changes. Third, sales organizations need to speed their digital transformation initiatives to increase the effectiveness of Salespeople and meet the increasingly complex demands of customers. Recently, researchers have suggested that firms should develop an adaptive salesforce to address disruptions like the COVID pandemic and be prepared to meet such challenges in the future. Based on interviews with marketing and sales executives, we explore how firms have responded these interconnected changes during the COVID pandemic, and offer insight into best practices deployed across industries. We also provide recommendations for managers to address these three shifts.
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Evaluation of Salespeople by the purchasing function: implications for the evolving role of Salespeople
Journal of Personal Selling & Sales Management, 2020Co-Authors: Bert Paesbrugghe, Bryan Hochstein, Deva Rangarajan, Arun SharmaAbstract:As the focus on the effectiveness of Salespeople has increased, we concentrate on the fact that selling involves broad sets of actors and investigate the approaches and behaviors of Salespeople fro...
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Impact of sales force automation on technology-related stress, effort, and technology usage among Salespeople
Industrial Marketing Management, 2005Co-Authors: Deva Rangarajan, Eli Jones, Wynne W. ChinAbstract:Abstract This study unveils factors affecting sales force automation (SFA) technology usage by Salespeople. It differs from previous research by: (1) proposing a model that examines the consequences of task complexity on role perceptions and technology usage, and (2) understanding the negative repercussions of SFA technology on the user . The proposed model was tested using data from 150 Salespeople employed by a national organization. The results suggest that integration of SFA technology induces adverse role perceptions in Salespeople. However, controlling for extraneous variables, effort is significantly related to Salespeople's usage of technology. Key managerial implications for theory and practice are discussed.
