The Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry

Abstract

This research confirmed the presence of a positive relationship between buyer decision framing and supplier choice. This research also confirmed that there is a positive relationship between career stages and buyer decision framing but was unable to support past research claims that there is a significant positive relationship between presentation form and buyer decision framing. Finally, this research found that contrary to popular belief, buying situations (new buy, etc.) have no significant impact on buyer decision framing.

Additional information

Notes on contributors

Thomas Blackshear

Thomas R. Blackshear is a professor of business administration at Lincoln Memorial University at Harrogate, Tennessee. Prior to pursuing graduate work, he. was a sales representative for a major pharmaceutical firm and an industrial engineer for 3M company. Research interests include studies in sales performance, motivation, and performance evaluation. Publications have appeared in the proceedings of Pi Sigma Epsilon National Sales Conference (Best Paper 1993) and the proceedings of the Association of Marketing Theory and Practice.

Richard Plank

Richard E. Plank, PhD. is an associate professor of marketing, Western Michigan University, Kalamazoo, Michigan. Before entering the teaching profession, he spent a number of years in industry in sales and sales management. His research interests include personal selling and sales management, sales performance, and customer behavior. Publication have appeared in the Journal of Decision Science, Journal of the Academy of Marketing Science, Journal of Services Marketing and many others. He was the recipient of the Best Paper award from the Pi Sigma Epsilon National Sales Conference in 1993.