The relationship between optimism and coping styles of salespeople

Article Abstract:

Despite an awareness of the inverse relationship between stress levels and job performance, researchers have not addressed the specific coping strategies used by salespeople in their efforts to cope with sales-related stress. A framework is developed that suggests dispositionally optimistic salespeople may employ different coping strategies than do pessimistic salespeople. Support for hypotheses that have been grounded in this broad proposition was developed in a study that employed a multi-firm sales sample. Optimists were found to employ more problem-focused coping tactics, while pessimists used more emotion-focused coping. Issues relating to why problem-focused coping tactics are preferable as well as how greater use of problem-focused coping may be promoted within a sales organization are discussed. (Reprinted by permission of the publisher.)

Methods, Adjustment (Psychology), Life skills

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Salesperson mood at work: implications for helping customers

Article Abstract:

This article focuses on the importance of salesperson helping behavior directed at customers and concentrates on understanding how salespeople can be managed so that they seek to help satisfy each customer's relatively unique needs and desires. The extent to which salespeople experience positive moods at work is proposed to be an important determinant of how helpful they are to customers and the quality of service they provide. Positive moods at work may be fostered by promoting a sense of competence, achievement, and meaning in the workplace, providing rewards and recognition, keeping work group or team size relatively small, and the leader's having a positive mood. (Reprinted by permission of the publisher.)

Environmental aspects, Work environment, Customer service, Sales management, Mood (Psychology), Helping behavior

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Attributions and emotions: the effects on salesperson motivation after successful vs. unsuccessful quota performance

Article Abstract:

Salesperson motivation is considered to be a key factor in influencing salesperson performance. This research investigates the effects of causal attributions and emotional reactions on salesperson motivation. A comparison is made between successful and unsuccessful quota performance. The results suggest that emotions do influence salesperson motivation. However, the influence of emotional reactions is most apparent after failure outcomes only. (Reprinted by permission of the publisher.)

Employee motivation

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