Levels of analysis and sources of data in sales research: a multilevel-multisource review

Abstract

Sales researchers are increasingly adopting a multilevel-multisource (MLMS) approach to answer many key questions involving sales managers, salespeople and customers. MLMS research involves the acquisition and analysis of data collected from two or more sources pertaining to multiple hierarchical levels and presents a number of opportunities and challenges for sales researchers to consider. The authors highlight the benefits and the drawbacks of MLMS research and describe various approaches for implementing an MLMS collection and analysis. Additionally, a review of the MLMS studies conducted in the sales domain is provided which summarizes and delineates relationships tested in the extant literature. Based on this review, the authors advance a number of underdeveloped areas of research where MLMS approaches can be applied to further the understanding of the dynamic conditions that typify sales research.

Keywords:

• multilevel
• multisource
• hierarchical linear modelling
• sales and sales management

Acknowledgements

The authors would like to thank and acknowledge Dr Nicholas J. Lee (Research Methods Section Editor, Journal of Personal Selling & Sales Management) and the two anonymous reviewers for their numerous contributions.