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Salesperson’s spirituality: impact on customer orientation and adaptability

Salesperson’s spirituality: impact on customer orientation and adaptability <jats:sec> <jats:title content-type="abstract-subheading">Purpose</jats:title> <jats:p>The purpose of this paper is to use the perspective of ego to investigate the spirituality of a salesperson and its influence on customer orientation and adaptive selling behavior. Meaningful work is proposed as a mediator.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Design/methodology/approach</jats:title> <jats:p>Cross-sectional data were collected from 218 insurance salespeople in India. Bootstrap with SEM was used to test mediation.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Findings</jats:title> <jats:p>The paper finds that there is full mediation through meaningful work on both the outcome behaviors.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Research limitations/implications</jats:title> <jats:p>The findings will encourage researchers to link various salesperson outcomes such as ethical sales behavior, salesperson service behavior, and so on to spirituality.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Practical implications</jats:title> <jats:p>The findings can provide some relevant inputs for sales leadership actions aimed at facilitating employees’ spiritual experiences.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Originality/value</jats:title> <jats:p>This is among the first few studies, as what the authors believe, in the sales literature to find out that spirituality and sales job not only can co-exist, but they do complement each other.</jats:p> </jats:sec> http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Marketing Intelligence & Planning CrossRef

Salesperson’s spirituality: impact on customer orientation and adaptability

Marketing Intelligence & Planning , Volume 35 (3): 408-424 – May 2, 2017

Salesperson’s spirituality: impact on customer orientation and adaptability


Abstract

<jats:sec>
<jats:title content-type="abstract-subheading">Purpose</jats:title>
<jats:p>The purpose of this paper is to use the perspective of ego to investigate the spirituality of a salesperson and its influence on customer orientation and adaptive selling behavior. Meaningful work is proposed as a mediator.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Design/methodology/approach</jats:title>
<jats:p>Cross-sectional data were collected from 218 insurance salespeople in India. Bootstrap with SEM was used to test mediation.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Findings</jats:title>
<jats:p>The paper finds that there is full mediation through meaningful work on both the outcome behaviors.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Research limitations/implications</jats:title>
<jats:p>The findings will encourage researchers to link various salesperson outcomes such as ethical sales behavior, salesperson service behavior, and so on to spirituality.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Practical implications</jats:title>
<jats:p>The findings can provide some relevant inputs for sales leadership actions aimed at facilitating employees’ spiritual experiences.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Originality/value</jats:title>
<jats:p>This is among the first few studies, as what the authors believe, in the sales literature to find out that spirituality and sales job not only can co-exist, but they do complement each other.</jats:p>
</jats:sec>

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Publisher
CrossRef
ISSN
0263-4503
DOI
10.1108/mip-06-2016-0087
Publisher site
See Article on Publisher Site

Abstract

<jats:sec> <jats:title content-type="abstract-subheading">Purpose</jats:title> <jats:p>The purpose of this paper is to use the perspective of ego to investigate the spirituality of a salesperson and its influence on customer orientation and adaptive selling behavior. Meaningful work is proposed as a mediator.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Design/methodology/approach</jats:title> <jats:p>Cross-sectional data were collected from 218 insurance salespeople in India. Bootstrap with SEM was used to test mediation.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Findings</jats:title> <jats:p>The paper finds that there is full mediation through meaningful work on both the outcome behaviors.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Research limitations/implications</jats:title> <jats:p>The findings will encourage researchers to link various salesperson outcomes such as ethical sales behavior, salesperson service behavior, and so on to spirituality.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Practical implications</jats:title> <jats:p>The findings can provide some relevant inputs for sales leadership actions aimed at facilitating employees’ spiritual experiences.</jats:p> </jats:sec> <jats:sec> <jats:title content-type="abstract-subheading">Originality/value</jats:title> <jats:p>This is among the first few studies, as what the authors believe, in the sales literature to find out that spirituality and sales job not only can co-exist, but they do complement each other.</jats:p> </jats:sec>

Journal

Marketing Intelligence & PlanningCrossRef

Published: May 2, 2017

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