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Purpose -This study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial motivation. Design/methodology/approach -A two-study approach with data from 285 business-to-business (B2B) salespeople in the USA and 342 B2B/ business-to-consumer salespeople in Poland is used. This study has also used structural equation modelling with partial least squares, common method assessment and mediation testing. Findings -The findings show that across both studies, entrepreneurial motivation relates directly and positively to effort: salespeople with a greater entrepreneurial motivation exert more effort to perform their sales-related tasks. In addition, competitiveness and self-efficacy are two antecedents of entrepreneurial motivation in a sales context. Originality/value -This study introduces the concept of entrepreneurial motivation as a goal orientation.

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Purpose Two valuable pieces of information – reviews and their corresponding numerical ratings – are accessible to potential customers before they make a purchasing decision. An extensive body of marketing literature has scrutinized the influence of customers’ reviews by linking such aspects as the volume and valance of reviews with product sales and customers’ purchase intention. The aim of this study, for which dual coding theory was used, was to understand the relationship between reviews and their corresponding numerical ratings. Design/methodology/approach The authors used the latent Dirichlet allocation technique to categorize customers’ reviews. The present findings contribute to the literature by showing the underlying mechanisms that customers use to interpret reviews and associate them with numerical ratings. Findings The gradient boosted decision tree model demonstrates that non-abstract-dominant reviews (reviews mainly consist of tangible objects, actions, events or affective words) are significant predictors of their corresponding numerical ratings. However, abstract-dominant reviews (i.e. those consisting primarily of intangible objects, events or actions) cannot predict their associated numerical ratings. Originality/value The present findings contribute to the literature by showing the underlying mechanisms that customers use to interpret reviews and associate them with numerical ratings.