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Journal of Marketing Channels Volume 21, 2014 - Issue 4: Sales and Negotiations Within Marketing Channels
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ARTICLES

The Proactive Behavior of Younger Salespeople: Antecedents and Outcomes

Michael L. Mallin The Edward H. Schmidt School of Professional Sales, Department of Marketing and International Business, The University of Toledo, Toledo, Ohio, USACorrespondence[email protected]
,
Charles B. Ragland The Edward H. Schmidt School of Professional Sales, Department of Marketing and International Business, The University of Toledo, Toledo, Ohio, USA
&
Todd A. Finkle School of Business Administration, Gonzaga University, Spokane, Washington, USA
Pages 268-278 | Published online: 06 Oct 2014

Citations (18)

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Read on this site (5)

Changju Kim & Katsuyoshi Takashima. (2018) The impact of retail buyer innovativeness on suppliers’ adaptive selling in Japanese buyer–supplier relationships. Journal of Marketing Channels 25:4, pages 173-183.
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Alan J. Dubinsky & Cindy B. Rippé. (2018) Work–family conflict in the sales force redux: A compendium of influencers. Journal of Marketing Channels 25:3, pages 101-116.
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Lesley E. Murphy & Joseph P. Coughlan. (2018) Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance. Journal of Personal Selling & Sales Management 38:2, pages 205-219.
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Michael L. Mallin & Charles B. Ragland. (2017) Power-Base Effects on Salesperson Motivation and Performance: A Contingency View. Journal of Business-to-Business Marketing 24:2, pages 99-121.
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Jeff S. Johnson & Fernando Jaramillo. (2017) Meta-analyses in sales research. Journal of Personal Selling & Sales Management 37:2, pages 134-152.
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Articles from other publishers (13)

Mastura Ab. Wahab & Deborah Blackman. (2022) Proactive personalities, trait competitiveness and well-being among retail employees: job burnout as a mediator. Journal of Asia Business Studies 17:1, pages 185-202.
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Suchuan Zhang & Lixin Chen. (2020) Impact of work ethic on proactive work behaviors: The moderating roles of education and party affiliation in China. Current Psychology 41:5, pages 3258-3269.
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Sjanne Marie E. van den Groenendaal, Jos Akkermans, Chen Fleisher, Dorien T.A.M. Kooij, Rob F. Poell & Charissa Freese. (2022) A qualitative exploration of solo self-employed workers' career sustainability. Journal of Vocational Behavior 134, pages 103692.
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Yan Zhang & Sheng-Ming Liu. (2022) Balancing employees’ extrinsic requirements and intrinsic motivation: A paradoxical leader behaviour perspective. European Management Journal 40:1, pages 127-136.
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Pedro Mendonça Silva, José Freitas Santos & Victor Ferreira Moutinho. 2021. COVID-19 Pandemic Impact on New Economy Development and Societal Change. COVID-19 Pandemic Impact on New Economy Development and Societal Change 264 278 .
Lingling LI & Gui HUANG. (2022) “Advantages and disadvantages” of individual proactive behavior in organizations. Advances in Psychological Science 29:8, pages 1484-1496.
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SinHui Chong, Linn Van Dyne, You Jin Kim & Jo K. Oh. (2020) Drive and Direction: Empathy with Intended Targets Moderates the Proactive Personality–Job Performance Relationship via Work Engagement. Applied Psychology 70:2, pages 575-605.
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Lisa L. Brady, Marcus Credé, Lukas Sotola & Michael Tynan. 2019. Examining the Role of Well-being in the Marketing Discipline. Examining the Role of Well-being in the Marketing Discipline 91 115 .
Belén Bande, Fernando Jaramillo, Pilar Fernández-Ferrín & José A. Varela. (2019) Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion. Journal of Business Research 95, pages 143-155.
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Changju Kim, Katsuyoshi Takashima & Stephen Newell. (2018) How do retailers increase the benefits of buyer innovativeness?. Asia Pacific Journal of Marketing and Logistics 30:3, pages 571-586.
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Ana-Belén del Río-Lanza, Leticia Suárez-Álvarez, Ana Suárez-Vázquez & Rodolfo Vázquez-Casielles. (2016) Information provision and attentive listening as determinants of patient perceptions of shared decision-making around chronic illnesses. SpringerPlus 5:1.
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Ching-Yuan Huang & Chieh-Peng Lin. (2016) Enhancing performance of contract workers in the technology industry: Mediation of proactive commitment and moderation of need for social approval and work experience. Technological Forecasting and Social Change 112, pages 320-328.
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Michael L. Mallin. (2016) Developing proactive salespeople – a study and recommendations for sales management. Development and Learning in Organizations: An International Journal 30:4, pages 9-12.
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