An Exploratory Examination of Situational Variables, Effort and Salesperson Performance

Abstract

This study investigated the relative impact of situational variables and salesperson effort on sales performance. The results from a sample of 249 salespeople suggest that several situational variables can affect sales performance. Salesperson effort was shown to explain additional variance in sales performance beyond that explained by the study’s situational variables. Implications for sales force management are also discussed.

Additional information

Notes on contributors

James A. Roberts

James A. Roberts, assistant professor of marketing, Ph.D. 1991, University of Nebraska-Lincoln. Dr. Roberts has been at Baylor University since 1991. He has had articles published in the Journal of Public Policy and Marketing, Psychological Reports, and numerous conference proceedings. Areas of interest include sales research, macromarketing, socially responsible consumer behavior, and advertising related issues.

Richard S. Lapidus

Richard S. Lapidus is assistant professor of marketing at the University of Nevada. He has published in various journals such as theJournal of Business Research, Journal of Consumer Marketing, and Journal of Satisfaction, Dissatisfaction, and Complaining Behavior. His research interests include the fields of Personal Selling, Sales Management, Consumer Information Processing, and Consumer Satisfaction.

Lawrence B. Chonko

Lawrence B. Chonko, Holloway Professor of Marketing came to Baylor in 1985 after having spent seven years at Texas Tech University. Among his first tasks at Baylor was to found the Center for Professional Selling and Sales Management in which he still plays an active role. Professor Chonko is co-author of three books, Direct Marketing, Direct Selling and the Mature Consumer, Professional Selling, and Managing Salespeople. He has also served as editor of the Journal of Personal Selling and Sales Management. Author of over 100 papers, his articles have appeared in leading journals including Journal of Marketing, Journal of Marketing Research, and the Academy of Management Journal. Throughout his career, Professor Chonko has served as a consultant to industrial products, consumer products, service, and non-profit organizations. Professor Chonko has received several teaching awards and continues to work in the areas of professional selling, sales management, and ethics.