The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction

The curvilinear and conditional effects of product line breadth on salesperson performance, role... The impact of how product line breadth affects a salesperson is unclear in the existing literature. While numerous product lines can provide certain benefits to the salesperson, they may also have a dark side. This research examines the impact of number product lines handled by the salespeople on their performance, role stress, and job satisfaction. Based on role and schema theories, we test a series of curvilinear and conditional effects, using data collected from salespeople across multiple industries. Our analysis indicates non-linear relationships between number of product lines handled by the salesperson and salesperson performance and role stress. Further, these relationships are contingent on the complexity of products, complementarity of product lines, and lines acquired through mergers and acquisitions. These results show the complex effects of product lines on the salesperson and recognize both the benefits and drawbacks of product line breadth. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction

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Publisher
Springer Journals
Copyright
Copyright © 2013 by Academy of Marketing Science
Subject
Economics / Management Science; Business/Management Science, general; Marketing; Social Sciences, general
ISSN
0092-0703
eISSN
1552-7824
D.O.I.
10.1007/s11747-013-0339-4
Publisher site
See Article on Publisher Site

Abstract

The impact of how product line breadth affects a salesperson is unclear in the existing literature. While numerous product lines can provide certain benefits to the salesperson, they may also have a dark side. This research examines the impact of number product lines handled by the salespeople on their performance, role stress, and job satisfaction. Based on role and schema theories, we test a series of curvilinear and conditional effects, using data collected from salespeople across multiple industries. Our analysis indicates non-linear relationships between number of product lines handled by the salesperson and salesperson performance and role stress. Further, these relationships are contingent on the complexity of products, complementarity of product lines, and lines acquired through mergers and acquisitions. These results show the complex effects of product lines on the salesperson and recognize both the benefits and drawbacks of product line breadth.

Journal

Journal of the Academy of Marketing ScienceSpringer Journals

Published: Apr 30, 2013

References

  • Adoption of new products by the sales force: the construct, research propositions, and managerial implications
    Atuahene-Gima, K
  • The role of emotional exhaustion in sales force attitude and behavior relationships
    Babakus, E; Cravens, D; Johnston, M; Moncrief, W
  • A role stress model of the performance and satisfaction of industrial salespersons
    Behrman, DN; Perreault, WD
  • The personal costs of citizenship behavior: the relationship between individual initiative and role overload, job stress, and work-family conflict
    Bolino, MC; Turnley, WH

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