347
Views
3
CrossRef citations to date
0
Altmetric
Articles

Patience, consideration and responsibility (P.C.R.): emerging psychological capacities for coping with crisis and persistent changes in personal selling

&
Pages 392-405 | Received 29 Jan 2022, Accepted 25 Sep 2022, Published online: 21 Oct 2022

References

  • Agnihotri, R., Z. Yang, and E. Briggs. 2019. “Salesperson Time Perspectives and Customer Willingness to Pay More: Roles of Intraorganizational Employee Navigation, Customer Satisfaction, and Firm Innovation Climate.” Journal of Personal Selling & Sales Management 39 (2):138–58. doi: 10.1080/08853134.2018.1562352.
  • Aman, Mohammed Atif, Mohammad Khalid Azam, and Asif Akhtar. 2022. “Ambidextrous Selling: A Systematic Review and Synthesis of Theories, Themes, and Methodologies.” Journal of Personal Selling & Sales Management 42 (1):46–67. doi: 10.1080/08853134.2021.1967757.
  • Anderson, R. E. 1996. “Personal Selling and Sales Management in the New Millennium.” Journal of Personal Selling & Sales Management 16 (4):17–32. doi: 10.1080/08853134.1996.10754071.
  • Ardelt, M., and S. Grunwald. 2018. “The Importance of Self-Reflection and Awareness for Human Development in Hard Times.” Research in Human Development 15 (3–4):187–99. doi: 10.1080/15427609.2018.1489098.
  • Avey, J. B., F. Luthans, R. M. Smith, and N. F. Palmer. 2010. “Impact of Positive Psychological Capital on Employee Well-Being over Time.” Journal of Occupational Health Psychology 15 (1):17–28. doi: 10.1037/a0016998.
  • Avey, J. B., T. S. Wernsing, and F. Luthans. 2008. “Can Positive Employees Help Positive Organizational Change? Impact of Psychological Capital and Emotions on Relevant Attitudes and Behaviors.” The Journal of Applied Behavioral Science 44 (1):48–70. doi: 10.1177/0021886307311470.
  • Bande, B.,. P. Fernández-Ferrín, J. A. Varela, and F. Jaramillo. 2015. “Emotions and Salesperson Propensity to Leave: The Effects of Emotional Intelligence and Resilience.” Industrial Marketing Management 44:142–53. doi: 10.1016/j.indmarman.2014.10.011.
  • Bennett-Levy, James, Nicole Lee, Katrina Travers, Sonja Pohlman, and Eisabeth Hamernik. 2003. “Cognitive Therapy from the inside: Enhancing Therapist Skills through Practising What We Preach.” Behavioural and Cognitive Psychotherapy 31 (2):143–58. doi: 10.1017/S1352465803002029.
  • Bateman, T. S., and B. Barry. 2012. “Masters of the Long Haul: Pursuing Long‐Term Work Goals.” Journal of Organizational Behavior 33 (7):984–1006. doi: 10.1002/job.1778.
  • Belschak, F., W. Verbeke, and R. P. Bagozzi. 2006. “Coping with Sales Call Anxiety: The Role of Sale Perseverance and Task Concentration Strategies.” Journal of the Academy of Marketing Science 34 (3):403–18. doi: 10.1177/0092070306286535.
  • Bowen, G. A. 2008. “Naturalistic Inquiry and the Saturation Concept: A Research Note.” Qualitative Research 8 (1):137–52. doi: 10.1177/1468794107085301.
  • Brady, L. L., M. Credé, L. Sotola, and M. Tynan. 2019. “A Meta-Analysis on Positive Psychology Correlates of Sales Performance.” In Vol. 2 of Examining the Role of Well-Being in the Marketing Discipline Research in Occupational Stress and Well-Being, edited by Pamela L. Perrewé and P. D. Harms, 91–115. Bingley, England: Emerald Publishing. doi: 10.1108/S1479-355520190000017005.
  • Cope, J. 2011. “Entrepreneurial Learning from Failure: An Interpretative Phenomenological Analysis.” Journal of Business Venturing 26 (6):604–23. doi: 10.1016/j.jbusvent.2010.06.002.
  • Crane, M. F., B. J. Searle, M. Kangas, and Y. Nwiran. 2019. “How Resilience is Strengthened by Exposure to Stressors: The Systematic Self-Reflection Model of Resilience Strengthening.” Anxiety, Stress, and Coping 32 (1):1–17. doi: 10.1080/10615806.2018.1506640.
  • Dello, R. S., and P. Stoykova. 2015. “Psychological Capital Intervention (PCI): A Replication and Extension.” Human Resource Development Quarterly 26 (3):329–47. doi: 10.1002/hrdq.21212.
  • Dixon, A. L., and M. B. Schertzer. 2005. “Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors following Failure.” Journal of Personal Selling & Sales Management 25 (4):361–9.
  • Dugan, R., B. Hochstein, M. Rouziou, and B. Britton. 2019. “Gritting Their Teeth to Close the Sale: The Positive Effect of Salesperson Grit on Job Satisfaction and Performance.” Journal of Personal Selling & Sales Management 39 (1):81–101. doi: 10.1080/08853134.2018.1489726.
  • Dugan, R., V. O. Ubal, and M. L. Scott. 2022. “Sales Well-Being: A Salesperson-Focused Framework for Individual, Organizational, and Societal Well-Being.” Journal of Personal Selling & Sales Management. doi: 10.1080/08853134.2022.2093733.
  • Epler, R. T., and M. P. Leach. 2021. “An Examination of Salesperson Bricolage during a Critical Sales Disruption: Selling during the COVID-19 Pandemic.” Industrial Marketing Management 95:114–27. doi: 10.1016/j.indmarman.2021.04.002.
  • Erevelles, S., and N. Fukawa. 2013. “The Role of Affect in Personal Selling and Sales Management.” Journal of Personal Selling & Sales Management 33 (1):5–6. doi: 10.2753/PSS0885-3134330102.
  • Flammer, C., and P. Bansal. 2017. “Does a Long‐Term Orientation Create Value? Evidence from a Regression Discontinuity.” Strategic Management Journal 38 (9):1827–47. doi: 10.1002/smj.2629.
  • Friend, S. B., J. S. Johnson, F. Luthans, and R. S. Sohi. 2016. “Positive Psychology in Sales: Integrating Psychological Capital.” Journal of Marketing Theory and Practice 24 (3):306–27. doi: 10.1080/10696679.2016.1170525.
  • Fu, F. Q., K. A. Richards, D. E. Hughes, and E. Jones. 2010. “Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy.” Journal of Marketing 74 (6):61–76. doi: 10.1509/jmkg.74.6.61.
  • Ganesan, S. 1994. “Determinants of Long-Term Orientation in Buyer-Seller Relationships.” Journal of Marketing 58 (2):1–19. doi: 10.2307/1252265.
  • Gerlach, G. I., K. Rödiger, R. M. Stock, and N. A. Zacharias. 2016. “Salespersons’ Empathy as a Missing Link in the Customer Orientation–Loyalty Chain: An Investigation of Drivers and Age Differences as a Contingency.” Journal of Personal Selling & Sales Management 36 (3):221–39. doi: 10.1080/08853134.2016.1205446.
  • Giorgi, A. 2009. The Descriptive Phenomenological Method in Psychology: A Modified Husserlian Approach. Pittsburgh, PA: Duquesne University Press.
  • Good, V., D. E. Hughes, and A. C. LaBrecque. 2021. “Understanding and Motivating Salesperson Resilience.” Marketing Letters 32 (1):33–45. doi: 10.1007/s11002-020-09552-6.
  • Good, V., D. E. Hughes, and H. Wang. 2022. “More than Money: Establishing the Importance of a Sense of Purpose for Salespeople.” Journal of the Academy of Marketing Science 50 (2):272–95. doi: 10.1007/s11747-021-00795-x.
  • Guenzi, P., and E. J. Nijssen. 2021. “The Impact of Digital Transformation on Salespeople: An Empirical Investigation Using the JD-R Model.” Journal of Personal Selling & Sales Management 41 (2):130–49. doi: 10.1080/08853134.2021.1918005.
  • Gupta, N., D. C. Ganster, and S. Kepes. 2013. “Assessing the Validity of Sales Self-Efficacy: A Cautionary Tale.” The Journal of Applied Psychology 98 (4):690–700. doi: 10.1037/a0032232.
  • Hartmann, N. N., and B. Lussier. 2020. “Managing the Sales Force through the Unexpected Exogenous COVID-19 Crisis.” Industrial Marketing Management 88 (April):101–11. doi: 10.1016/j.indmarman.2020.05.005.
  • Heath, A. K., A. G. Kristina, W. Simon, W. James, and S. David. 2009. “Epidemiological Characteristics of Pandemic Influenza H1N1 2009 and Seasonal Influenza Infection.” Medical Journal of Australia 191 (3):146–9. doi: 10.5694/j.1326-5377.2009.tb02723.x.
  • Heidegger, M. 1962. Being and Time. Translated by J. Macquarrie and E. Robinson. New York: Harper & Row.
  • Herjanto, Halimin, and Drew Franklin. 2019. “Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons.” Australasian Marketing Journal 27 (2):104–12. doi: 10.1016/j.ausmj.2018.12.001.
  • Huang, L., and F. Luthans. 2015. “Toward Better Understanding of the Learning Goal Orientation-Creativity Relationship: The Role of Positive Psychological Capital.” Applied Psychology 64 (2):444–72. doi: 10.1111/apps.12028.
  • Jung, H. S., and H. H. Yoon. 2015. “The Impact of Employees’ Positive Psychological Capital on Job Satisfaction and Organizational Citizenship Behaviors in the Hotel.” International Journal of Contemporary Hospitality Management 27 (6):1135–56. doi: 10.1108/IJCHM-01-2014-0019.
  • Larkin, M., and A. R. Thompson. 2012. “Interpretative Phenomenological Analysis in Mental Health and Psychotherapy Research.” In Qualitative Research Methods in Mental Health and Psychotherapy: A Guide for Students and Practitioners. 1st ed., edited by D. Harper and A. R. Thompson, 99–116. Chichester, UK: John Wiley & Sons.
  • Lengelle, R., T. Luken, and F. Meijers. 2016. “Is Self-Reflection Dangerous? Preventing Rumination in Career Learning.” Australian Journal of Career Development 25 (3):99–109. doi: 10.1177/1038416216670675.
  • Lin, W., Y. Shao, G. Li, Y. Guo, and X. Zhan. 2021. “The Psychological Implications of COVID-19 on Employee Job Insecurity and Its Consequences: The Mitigating Role of Organization Adaptive Practices.” The Journal of Applied Psychology 106 (3):317–29. doi: 10.1037/apl0000896.
  • Lui, S. S., and H.-Y. Ngo. 2010. “Drivers and Outcomes of Long-Term Orientation in Cooperative Relationships.” British Journal of Management 12:80–95. doi: 10.1111/j.1467-8551.2010.00719.x.
  • Lussier, B., and N. N. Hartmann. 2017. “How Psychological Resourcefulness Increases Salesperson’s Sales Performance and the Satisfaction of Their Customers: Exploring the Mediating Role of Customer-Oriented Behaviors.” Industrial Marketing Management 62:160–170. doi: 10.1016/j.indmarman.2016.08.009.
  • Luthans, F., J. B. Avey, B. J. Avolio, S. M. Norman, and G. M. Combs. 2006. “Psychological Capital Development: Toward a Micro‐Intervention.” Journal of Organizational Behavior 27 (3):387–393. doi: 10.1002/job.373.
  • Luthans, F., B. J. Avolio, J. B. Avey, and S. M. Norman. 2007. “Positive Psychological Capital: Measurement and Relationship with Performance and Satisfaction.” Personnel Psychology 60 (3):541–572. doi: 10.1111/j.1744-6570.2007.00083.x.
  • Luthans, F., S. M. Norman, B. J. Avolio, and J. B. Avey. 2008. “The Mediating Role of Psychological Capital in the Supportive Organizational Climate-Employee Performance Relationship.” Journal of Organizational Behavior 29 (2):219–238. doi: 10.1002/job.507.
  • Luthans, F., and C. M. Youssef-Morgan. 2017. “Psychological Capital: An Evidence-Based Positive Approach.” Annual Review of Organizational Psychology and Organizational Behavior 4 (1):339–366. doi: 10.1146/annurev-orgpsych-032516-113324.
  • Luu, T. T. 2021. “Activating Salesperson Resilience during the COVID-19 Crisis: The Roles of Employer Event Communication and Customer Demandingness.” Industrial Marketing Management 96 (January):18–34. doi: 10.1016/j.indmarman.2021.03.007.
  • McFarland, R. G., and A. L. Dixon. 2021. “The Impact of Salesperson Interpersonal Mentalizing Skills on Coping and Burnout: The Critical Role of Coping Oscillation.” Journal of Personal Selling & Sales Management 41 (4):285–300. doi: 10.1080/08853134.2021.1898412.
  • Meintjes, A., and K. Hofmeyr. 2018. “The Impact of Resilience and Perceived Organisational Support on Employee Engagement in a Competitive Sales Environment.” SA Journal of Human Resource Management 16 (0):a953. doi: 10.4102/sajhrm.v16i0.953.
  • Moneysense. 2018. “Understanding Unit Trusts.” Accessed 2 May 2022. https://www.moneysense.gov.sg/articles/2018/10/understanding-unit-trusts.
  • Neff, K. D., and P. McGehee. 2010. “Self-Compassion and Psychological Resilience among Adolescents and Young Adults.” Self and Identity 9 (3):225–240. doi: 10.1080/15298860902979307.
  • Neff, K. D., and E. Pommier. 2013. “The Relationship between Self-Compassion and Other-Focused Concern among College Undergraduates, Community Adults, and Practicing Meditators.” Self and Identity 12 (2):160–176. doi: 10.1080/15298868.2011.649546.
  • Oh, H., and J. H. Oh. 2021. “A Wisdom-Based Salesforce Development Model: The Role of Wisdom in Salesforce Training and Well-Being.” Journal of Personal Selling & Sales Management 41 (1):70–82. doi: 10.1080/08853134.2020.1845189.
  • Our World in Data. 2022. “COVID-19: Stringency Index.” Accessed 2 May 2022. https://ourworldindata.org/explorers/coronavirus-data-explorer?uniformYAxis=0&pickerSort=desc&pickerMetric=stringency_index&hideControls=true&Interval=7-day+rolling+average&Relative+to+Population=true&Color+by+test+positivity=false&country=USA∼GBR∼MYS∼SGP∼CHN&Metric=Stringency+index.
  • Park, J. E., and B. B. Holloway. 2003. “Adaptive Selling Behavior Revisited: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction.” Journal of Personal Selling & Sales Management 23 (3):239–251. doi: 10.1080/08853134.2003.10749001.
  • Peasley, M. C., B. Hochstein, B. P. Britton, R. V. Srivastava, and G. T. Stewart. 2020. “Can’t Leave It at Home? The Effects of Personal Stress on Burnout and Salesperson Performance.” Journal of Business Research 117 (1):58–70. doi: 10.1016/j.jbusres.2020.05.014.
  • Pedrosa, A. L., Bitencourt, L. A. C. F. Fróes, M. L. B. Cazumbá, R. G. B. Campos, S. B. C. S. de Brito, and A. C. S. Simões e Silva. 2020. “Emotional, Behavioral, and Psychological Impact of the COVID-19 Pandemic.” Frontiers in Psychology 11:566212. doi: 10.3389/fpsyg.2020.566212.
  • Peterson, R. A. 2020. “Self-Efficacy and Personal Selling: Review and Examination with an Emphasis on Sales Performance.” Journal of Personal Selling & Sales Management 40 (1):57–71. doi: 10.1080/08853134.2019.1654390.
  • Restubog, S. L. D., A. C. G. Ocampo, and L. Wang. 2020. “Taking Control Amidst the Chaos: Emotion Regulation during the COVID-19 Pandemic.” Journal of Vocational Behavior 119:103440. doi: 10.1016/j.jvb.2020.103440.
  • Schnitker, S. A. 2012. “An Examination of Patience and Well-Being.” The Journal of Positive Psychology 7 (4):263–280. doi: 10.1080/17439760.2012.697185.
  • Scott, J., Yap, K. Bunch, K. Haarhoff, B. Perry, H. Bennett, and J. ‐ Levy. 2021. “Should Personal Practice Be Part of Cognitive Behaviour Therapy Training? Results from Two Self‐Practice/Self‐Reflection Cohort Control Pilot Studies.” Clinical Psychology & Psychotherapy 28 (1):150–158. doi: 10.1002/cpp.2497.
  • Sharma, A., D. Rangarajan, and B. Paesbrugghe. 2020. “Increasing Resilience by Creating an Adaptive Salesforce.” Industrial Marketing Management 88:238–246. doi: 10.1016/j.indmarman.2020.05.023.
  • Smith, J., and V. Eatough. 2007. “Interpretive Phenomenology Analysis.” In Analysing Qualitative Data in Psychology, edited by E. Lynos and A. Coyle, 35–50. London: SAGE Publications.
  • Taylor, S. J., R. Bogdan, and M. DeVault. 2015. Introduction to Qualitative Research Methods: A Guidebook and Resource. Hoboken, NJ: John Wiley & Sons.
  • Vallerand, R. J., S.-J. Salvy, G. A. Mageau, A. J. Elliot, P. L. Denis, F. M. E. Grouzet, and C. Blanchard. 2007. “On the Role of Passion in Performance.” Journal of Personality 75 (3):505–33533. doi: 10.1111/j.1467-6494.2007.00447.x.
  • Watkins, P. C., and D. McCurrach. 2017. “Progress in the Science of Gratitude.” In The Oxford Handbook of Positive Psychology. 3rd ed., edited by C. R. Snyder, Shane J. Lopez, Lisa M. Edwards, and Susana C. Marques, 571–85. New York: Oxford University Press.
  • Wei, M., K. Y.-H. Liao, T.-Y. Ku, and P. A. Shaffer. 2011. “Attachment, Self-Compassion, Empathy, and Subjective Well-Being among College Students and Community Adults.” Journal of Personality 79 (1):191–221. doi: 10.1111/j.1467-6494.2010.00677.x.
  • Zafari, K., S. Biggemann, and T. Garry. 2020. “Mindful Management of Relationships during Periods of Crises: A Model of Trust, Doubt and Relational Adjustments.” Industrial Marketing Management 88 (May):278–286. doi: 10.1016/j.indmarman.2020.05.026.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.