11
Views
18
CrossRef citations to date
0
Altmetric
Original Articles

An Exploratory Examination of Situational Variables, Effort and Salesperson Performance

Pages 70-93 | Published online: 21 Dec 2015

References

  • Armstrong, Scott and Terry S. Overton (1977), “Estimating Nonresponse Bias in Mail Surveys,” Journal of Marketing Research, (August), 396–402.
  • Avila, Ramon A. and Edward A. Fern (1986), “The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: An Empirical Investigation,” Journal of Personal Selling and Sales Management, (November), 53–64.
  • Avila, Ramon A., Edward R. Fern, and O. Karl Mann (1988), “Unraveling Criteria for Assessing Performance of Salespeople: A Causal Analysis,” Journal of Personal Selling and Sales Management, (May), 45–54.
  • Bartkus, Kenneth R., Mark F. Peterson, and Danny N. Bellenger (1989), “Type A Behavior, Experience, and Salesperson Performance,” Journal of Personal Selling and Sales Management, (Summer), 11–18
  • Behrmann, Doulas N. and William D. Perreault Jr. (1984), “A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons,” Journal of Marketing, (Fall) 9–21.
  • Campbell, J., and R. Pritchard (1976), Motivational Theory in Industrial and Organizational Psychology,” in Handbook of Industrial and Organizational Psychology, M.D. Dunnette, ed., Chicago: Rand McNally.
  • Chapanis, A. (1976), Engineering Psychology” in Handbook of Industrial and Organizational Psychology, M.D. Dunnette, Ed., Chicago: Rand-McNally.
  • Chonko, Lawrence B. (1986), “Organizational Commitment in the Sales Force,” Journal of Personal Selling and Sales Management, (November), 19–27.
  • Churchill, Gilbert A. Jr., Neil M. Ford, and Orville C. Walker Jr. (1978), “Predicting a Salesperson’s Job Effort and Performance: Theoretical, Empirical, and Methodological Considerations,” paper presented at AMA/MSI Sales Management Workshop, Boston, Mass.
  • Churchill, Gilbert A. Jr., Neil M. Ford, Steven W. Hartley, and Orville C. Walker Jr. (1985), “The Determinants of Salesperson Performance: A Meta-Analysis,” Journal of Marketing Research, (May), 103–118.
  • Cocanaugher, A. Benton and John M. Ivancevich (1978), “‘BARS’ Performance Rating for Sales Force Personnel,” Journal of Marketing, 42 (July), 87–95.
  • Cravens, Gilbert A. Jr., Raymond W. LaForge, Gregory M. Pickett, and Clifford E. Young (1993), “Incorporating a Quality Improvement Perspective Into Measures of Salesperson Performance,” Journal of Personal Selling and Sales Management, (Winter), 1–14.
  • Cravens, David W., Robert Woodruff, and Joe C. Stamper (1972), “An Analytical Approach for Evaluating Sales Territory Performance,” Journal of Marketing, (January), 31–37.
  • Douthit, James C. (1976), “The Use of Sales Quotas by Industrial Firms,” Journal of the Academy of Marketing Science, Vol. 4 (Spring), 468.
  • Dubinsky, Alan J. and Thomas E. Barry (1982), “A Survey of Sales Management Practices,” Industrial Marketing Management, 11 (April), 133–141.
  • Dubinsky, Alan J., Steven J. Skinner, and Tommy E. Whittler (1989), “Evaluating Sales Personnel: An Attribution Theory Perceptive,” Journal of Personal Selling and Sales Management, (Spring), 9–21.
  • Erffmeyer, Robert C., K. Randall Russ, and Joseph F. Hair Jr. (1991), “Needs Assessment and Evaluation in Sales-Training Programs,” Journal of Personal Selling and Sales Management, Vol. 11 (Winter), 17–30.
  • Goldstein, Irwin L. (1986), Training in Organizations: Needs Assessment, Development and Evaluation, Monterey, CA: Brooks/Cole Publishing Company.
  • Green, Donna H. (1987), “The Effectes of Risk Preference on Salesperson Time Allocation: A Critical Review and Integrative Model,” in AMA Educator’s Proceedings, Susan P. Douglas and Michael R. Soloman, eds., Chicago: American Marketing Association, 112.
  • Henry, Porter (1975)), “Manage Your Salesforce as a System,” Harvard Business Review, (March-April) 85–119.
  • Honeycutt, Earl D., and Thomas H. Stevenson (1989), “Evaluating Sales Training Programs,” Industrial Marketing Management, 18, 215–222.
  • Honeycutt, Earl D., Clyde E. Harris Jr., and Stephen B. Castleberry (1987), “Sales Training: A Status Report,” Training and Development Journal, May 42–45.
  • Hoskins, J. (1985), “The Anatomy of Effective Sales Calls,” Insurance Sales, Vol. 128, 8–12.
  • Hunt, Shelby D., Van R. Wood, and Lawrence B. Chonko (1989), “Corporate Ethical Values and Organizational Commitment in Marketing,” Journal of Marketing, (July), 79–90.
  • Ingram, Thomas N., Keun S. Lee, and Steven J. Skinner (1989), “An Empirical Assessment of Salesperson Motivation, Committment, and Job Outcomes,” Journal of Personal Selling and Sales Management, (Fall), 25–33.
  • Jackson, Donald W., Janet E. Keith, and John L. Schlachter (1983), Evaluation of Sales Performance: A Study of Current Practices,” Journal of Personal Selling and Sales Management, 3 (November), 43–51.
  • Katzell, Raymond A. and Richard A. Guzzo (1983), “Psychological Approaches to Productivity Improvement,” American Psychologist, 38, 468–472.
  • Kearney, William J. (1976), “The Value of Behavioral Based Performance Appraisals,” Business Horizons, 19 (June), 75–83.
  • Kerber, Kenneth W. and James P. Campbell (1987), “Correlates of Objective Performance Among Computer Salespeople: Tenure, Work Activities, and Turnover,” Journal of Personal Selling and Sales Management, Vol. 7 (November), 39–50.
  • Lawler, Edward E. (1973), Motivation in Work Organizations, Monterrey, CA: Brooks/Cole.
  • Locke, Edwin A. (1968), “Toward a Theory of Task Motivation and Incentives,” Organizational Behavior and Human Performance, Vol. 3, 157–189.
  • Locke, Edwin A., Karyll N. Shaw, Lise M. Saari, and Gary P. Lantham (1981), “Goal Setting and Task Performance: 1969-1980,” Psychological Bulletin, Vol. 90 (1), 125–152.
  • Marshall, Greg W., John C. Mowen, and Keith J. Fabes (1992), “The Impact of Territory Difficulty and Self Versus Other Ratings on Managerial Evaluations of Sales Personnel,” Journal of Personal Selling and Sales Management, (Fall), 35–48.
  • McLelland, David C. (1961), The Schieving Society, Princeton, N.J.: Van Nostrand.
  • Miner, John B. (1962), “Personality and Ability Factors in Sales Performance,” Journal of Applied Psychology, (461), 6–13.
  • Moncrief, William C. III (1986), “Selling Activity and Sales Position Taxonomies for Industrial Salesforces,” Journal of Marketing Research, Vol. 23 (August), 261–270.
  • Morano, R. (1973), “Determining Organizational Training Needs,” Personal Psychology, 26 (Fall), 479–487.
  • Mowen, John C., Stephen W. Brown, and Donald W. Jackson Jr. (1980-1981), “Cognitive Biases in Sales Management Evaluations,” Journal of Personal Selling and Sales Management, 1 (Fall/Winter), 83–88.
  • Mowen, John C., Janet E. Keith, Stephen W. Brown, and Donald W. Jackson (1985) “Utilizing Effort and Task Difficulty Information in Evaluating Salespeople,” Journal of Marketing Research, (May), 185–191.
  • Mowen, John C., Keith J. Fabes, and Raymond W. LaForge (1986) “Effects of Effort, Territory, Situation, and Rater on Salesperson Evaluation,” Journal of Personal Selling and Sales Management, (May), 1–8.
  • Nunally, J. C. (1967), Psychometric Theory (New York, McGraw-Hill Book Company).
  • Parasuraman, Saroj and Joseph A. Alutto (1981), “An Examination of the Organizational Antecedents of Stresses at Work,” Academy of Management Journal, 1, 48–67.
  • Peters, Lawrence H. (1977), “Cognitive Models of Motivation, Expectancy Theory, and Effort,” Organizational Behavior and Human Performance, (20), 129–148.
  • Peters, Lawrence H., and Edward J. O’Connor (1980), “Situational Constraints and Work Outcomes: The Influences of a Frequently Overlooked Construct,” Academy of Management Review, (3), 391–397.
  • Peters, Lawrence H., Edward J. O’Connor, and Charles J. Rudolph (1980) “The Behavioral and Affective Consequences of Situational Variables Revelant to Performance Settings,” Organizational Behavior and Human Performance, (25), 79–96.
  • Peters, Lawrence H., Edward J. O’Connor, and John R. Eulberg (1985), “Situational Constraints: Sources, Consequences, and Future Considerations,” in Research in Personnel and Human Resource Management, G. Ferris and K. Rowland, Eds., Greenwich, CT: JAL Press, (3), 79–114.
  • Phillips, J.S. and Srar M. Friedman (1984), “Situational Performance Constraints and Task Charactertics: Their Relationship to Motivation and Satisfaction,” Journal of Management, (10), 321–331.
  • Rao, Ram C. and Ronald E. Turner (1984), “Organization and Effectiveness of the Multiple Product Salesforce,” Journal of Personal Selling and Sales Management, (May), 24–30.
  • Ryans, Adrian and Charles B. Weinberg (1979), “Territory Sales Response,” Journal of Marketing Research, (November), 453–465.
  • Sager, Jeffrey and Mark W. Johnston, (1989), “Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople,” Journal of Personal Selling and Sales Management, (Spring), 30–41.
  • Sales and Marketing Management (1992), Sales Manager Budget Planner (Special Issue), June 22, #7, vol. 144.
  • Sales and Marketing Management (1993), Sales Manager Budget Planner (Special Issue), June 28, #7, vol. 145.
  • Schneider, Benjamin (1978), “Person-situation Selection: Review of Some Ability-situation Interaction Research,” Personnel Psychology, 31, 281–297.
  • Schneider, Benjamin (1975), “Organizational Climate: An Essay,” Personnel Psychology, 28, 447–479.
  • Schneier, Craig Eric and Richard W. Beatty (1978), “The Influence of Role Prescriptions on the Performance Appraisal Process,” Academy of Management Journal, 21 (March), 129–135.
  • Spiro, Rosann L. and William Perrealut Jr. (1979), “Influence Use by Industrial Salesmen: Influence Strategy Mixes and Situational Demands,” Journal of Business, Vol. 52, 435–455.
  • Stanton, William J. and Richard H. Buskirk (1983), Management of the Salesforce, Homewood, IL: Richard D. Irwin, Inc.
  • Stanton, William J. and Richard H. Buskirk (1986), “Smarter Versus Harder: An Exploratory Attributional Analysis of Salespeople’s Motivation,” Journal of Marketing Research, (February), 41–49.
  • Szlagyi, Andrew D. and Marc J. Wallace (1983), Organizational Behavior and Performance, Glenview, IL: Scott, Foresman and Company.
  • Tagiuri, Renato (1961), Research Needs in Executive Selection, Boston: Harvard University, Graduate School of Business Administration.
  • Teas, R. (1981), “An Empirical Test of Salespersons’ Job Expectancy and Instrumentality Perceptions,” Journal of Marketing Research, (May), 209–226.
  • Terborg, James R. (1977), “Validation and Extension of an Individual Differences Model of Work Performance,” Organizational Behavior and Human Performance, 18, 188–216.
  • Vink, Jaap and Willem Verbeke (1993), “Adaptive Selling and Organizational Characteristics: Suggestions For Future Research,” Journal of Personal Selling and Sales Management, (Winter), 15–24.
  • Vroom, V. H. (1964), Work and Motivation, New York: Wiley.
  • Walker, Orville C. Jr., Gilbert A. Churchill Jr., and Neil R. Ford (1977), “Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research,” Journal of Marketing Research, (May), 156–168.
  • Weeks, William A. and Lynn R. Kahle (1990), “Salespeople’s Time Use and Performance,” Journal of Personal Selling and Sales Management, Vol. 10, (February) 29–37.
  • Weilbaker, Dan C. (1993), “Pooling Industries In Personal Selling Research: Help or Hinderance,” proceedings at the National Conference in Sales Management, Ramon A. Avila and Dan C. Weilbaker, eds., Orlando, Florida.
  • Weitz, Barton A., Harish Sujan, and Mita Sujan (1986), “Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness,” Journal of Marketing, 50 (October), 174–191.
  • Wexley, Kenneth N. (1984), “Personnel Training,” Annual Review of Psychology, 34, (519–551.
  • Wotruba, Thomas R. (1989), “The Effect of Goal Setting on the Performance of Independent Sales Agent in Direct Selling,” Journal of Personal Selling and Sales Management, (Spring), 22–29.

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.