Psychological adaptiveness and sales performance

Article Abstract:

The impact of adaptive psychological traits on sales performance is not well understood. In spite of sound theoretical foundations, initial research efforts have yielded inconsistent, inconclusive and generally disappointing results. In this paper, we examine how three adaptiveness traits (self-monitoring, androgyny and intrinsic reward orientation) impact sales performance. We conclude that, when sales performance is viewed as a multidimensional construct, relationships suggested by theory are revealed. In addition, the impacts of these traits are shown to differ somewhat depending on the salesperson's gender. Findings help to clarify the confusion in the literature and reveal a highly focused impact of adaptiveness on performance. Important implications for sales managers and adaptiveness research in marketing are highlighted. (Reprinted by permission of the publisher.)

Psychological aspects, Models, Performance, Sales management

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The relevance of ethical salesperson behavior on relationship quality: the pharmaceutical industry

Article Abstract:

There has obviously been a recent increased concern over unethical business practices. Certainly, in this era of customer-orientation and emphasis on long-term business relationships, unethical salesperson behavior would be a detriment. We extend the model of relationship quality as developed by Crosby, Evans and Cowles (1990) to include ethical salesperson behavior. In regression analyses, ethical behavior and expertise of pharmaceutical salespersons impact both trust of the salesperson and satisfaction with the exchange as reported by physicians. Implications and suggestions for the pharmaceutical industry are offered. (Reprinted by permission of the publisher.)

Pharmaceutical preparations, Research, Pharmaceutical industry, Marketing, Ethical aspects, Business ethics

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Scaling and measurement: a quasi-replicative assessment of a revised version of INDSALES

Article Abstract:

Programmatic research in sales is facilitated by the availability of scales with known and acceptable psychometric properties. Comer et al. (1989) have suggested a significantly shortened version of INDSALES for sales researchers who are constrained by questionnaire length. Using a quasi-replication methodology, we evaluate this shortened version of INDSALES by comparing the Comer et al. results with those of a non-industrial sample. Findings generally support the reduced scale's psychometric properties, although some qualifications are given. (Reprinted by permission of the publisher.)

Methods, Marketing research, Market research, Scaling (Social sciences)

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