Salesperson Failure: Definition, Determinants, and Outcomes

Michael H. MorrisMichael H. Morris is the Fletcher Jones Professor of Entrepreneurship at the University of the Pacific, Stockton, CA. The author of two books and numerous academic articles, Dr. Morris specializes in research on industrial marketing, pricing, and entrepreneurial behavior in marketing.

Raymond W. LaForgeRaymond W. Laforge holds the Brown-Forman Chair in Marketing at the University of Louisville. He has done considerable research in the sales management area, and published both books and articles in leading journals on a number of sales-related topics.

Jeffrey A. AllenJeffrey A. Allen is Assistant Professor of Marketing at the University of Central Florida, Daytona Beach. His research interests include sales and distribution channels, as well as ethical issues in marketing. His work has appeared in number of marketing and business journals.

Abstract

Although a considerable body of research concerning sales force performance exists, little attention has been focused on the issue of failing in selling. This article presents a conceptual model for examining failure which includes the nature of failure itself, as well as its antecedents and outcomes. Results of a cross-sectional survey of industrial sales managers are summarized. Specific issues addressed include the definition of failure, attitudes and expectations toward failure, perceived causes of failure, policies for addressing failure, and its outcomes. Relationships among key failure-related variables are investigated.

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Salesperson Failure: Definition, Determinants, and Outcomes

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Salesperson Failure: Definition, Determinants, and Outcomes

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