The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships

The effect of moderators on the salesperson behavior performance and salesperson outcome... Salesperson behavior performance is conceptualized as a predictor of outcome performance and sales organization effectiveness. The research considers the effects of salesperson capabilities, industrial/consumer products, and industry growth moderators on salesperson performance and sales organization effectiveness relationships. Empirical analyses are conducted using data from a sample of 174 field sales managers in Austrian sales organizations. The results of moderator regression analyses indicate that salesperson capabilities, product type, and industry growth are relevant moderators. The roles of the moderators vary across the relationships analyzed. Several management and research implications are examined. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png European Journal of Marketing Emerald Publishing

The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships

European Journal of Marketing, Volume 36 (11/12): 22 – Dec 1, 2002

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Publisher
Emerald Publishing
Copyright
Copyright © 2002 MCB UP Ltd. All rights reserved.
ISSN
0309-0566
DOI
10.1108/03090560210445227
Publisher site
See Article on Publisher Site

Abstract

Salesperson behavior performance is conceptualized as a predictor of outcome performance and sales organization effectiveness. The research considers the effects of salesperson capabilities, industrial/consumer products, and industry growth moderators on salesperson performance and sales organization effectiveness relationships. Empirical analyses are conducted using data from a sample of 174 field sales managers in Austrian sales organizations. The results of moderator regression analyses indicate that salesperson capabilities, product type, and industry growth are relevant moderators. The roles of the moderators vary across the relationships analyzed. Several management and research implications are examined.

Journal

European Journal of MarketingEmerald Publishing

Published: Dec 1, 2002

Keywords: Salesforce; Performance; Organizational effectiveness

References

  • Relational communication traits and their effect on adaptiveness and sales performance
    Boorom, M.L.; Goolsby, J.R.; Ramsey, R.P.
  • Salesperson behavior: antecedents and links to performance
    Brashear, T.G.; Bellenger, D.N.; Ingram, T.; Barksdale, H.C.
  • Categorization of natural objects
    Mervis, C.B.; Rosch, E.
  • Relationships between sales management control, territory design, salesforce performance and sales organization effectiveness
    Piercy, N.F.; Cravens, D.W.; Morgan, N.A.

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