A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions

Childs, Dayle R. N.; Lee, Nick; Dewsnap, Belinda; Cadogan, John W.

doi:10.1080/08853134.2019.1620612

Cited by 20 publications

(3 citation statements)

References 95 publications

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“…Further, cross-sectional research does not help to understand the boundary-spanning conditions that may influence the relationship between TSL and PsyCap and the effect of PsyCap on performance. Childs et al (2019) suggest it is desirable to examine within-individual differences using a longitudinal study to understand how the use of TSL strategies leads to the development of PsyCap and how PsyCap influences salesperson work engagement and performance. Also, the importance of PsyCap for the sales workforce is due to its malleable and state-like characteristics (Friends et al , 2016; Luthans, 2002a, 2002b; Luthans et al , 2007b).…”

Section: Discussionmentioning

confidence: 99%

Assessing the antecedents and outcomes of salesperson’s psychological capital

Gupta

Singh

Puri

et al. 2022

JBIM

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Purpose This study aims to investigate the impact of a salesperson’s psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance feedback. This study examines the role of thought self-leadership (TSL) as an antecedent of a salesperson’s PsyCap. Design/methodology/approach Grounded in the social cognitive theory and job demands–resources theory, a hypothesized model is proposed. To test the hypothesized model, data on sales professionals were collected from B2B sales organizations, and a structural equation model was used to test the hypotheses. Findings The results demonstrate that TSL drives PsyCap in salespeople. The results also suggest an interesting relationship between salesperson’s PsyCap and their sales performance through work engagement as a mediator for PsyCap and sales performance. The moderating effect of performance feedback on work engagement was not significant and thus counterintuitive. Practical implications The results suggest that organizations should invest in training to develop the TSL of their salesforce, which will lead to enhanced performance through personal resources such as PsyCap. Further, the findings have implications for sales organization designs and structure. Originality/value This study augments the extant information on the linkage between a salesperson’s PsyCap and sales performance by suggesting mediation mechanisms and proposing an integrated framework with work engagement. Further, the authors establish TSL as an important cognitive mechanism to strengthen PsyCap in salespeople.

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Section: Discussionmentioning

confidence: 99%

Assessing the antecedents and outcomes of salesperson’s psychological capital

Gupta

Singh

Puri

et al. 2022

JBIM

View full text Add to dashboard Cite

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“…The effect of a salesperson's relationship on buyer's proposal evaluation is contingent on the comprehensibility of suppliers' proposals and buyer's product knowledge. In line with Childs, Lee, Dewsnap and Cadogan research with title A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions, commented the need to adopt a within-person theoretical perspective in sales research [4]. Also, the research found out criteria that help to identify when within-person analysis should be conducted, outlining analysis tools that are capable of correctly estimating within-person effects without bias.…”

Section: Introductionmentioning

confidence: 91%

Personal Selling Skill in Building Interaction with Consumers

Hamdan¹,

Ratnasari²,

Sofyan³

et al. 2020

Proceedings of the 2nd Social and Humaniora Research Symposium (SoRes 2019)

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Efforts to develop businesses organized by Micro, Small and Medium Enterprises have the full support of the government, private institutions, universities, and other institutions. The program implemented by the government is to improve the competitiveness of business actors. One of the business actors running the program is the Home Industry Group at the Sabilulungan Farmers Market Association, which is under the auspices of the Bandung District, West Java Agricultural Service. Various products are produced by members of the group in the form of vegetables, fruits, processed foods, etc. The research objective is to analyse group members' understanding of the application of personal selling including interpersonal communication in building relationships with consumers and presentations for marketing products. The research method is descriptive to measure research phenomena. Data collection was carried out by distributing research questionnaires to participants as many as 32 people. The sampling technique is census, because all members of the group become research respondents. The results showed group members had high knowledge about interpersonal communication in personal selling activities to build relationships with consumers, group member knowledge about presentations was also high, and group members could apply presentations to market products.

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“…Second, considering the dynamic nature of networks, social network research would benefit from additional within-person, longitudinal studies (Childs, et al 2019) that capture the formation and evolution of ego networks (Ameri, Honka, and Xie 2022). We suggest the need for social network evolution studies (with multiple measures of the network over time) to explore the temporal effects of intrafirm network structures on performance and specify the period during which returns on social investments may be expected (Bolander et al 2015).…”

Section: Managerial Implicationsmentioning

confidence: 99%

Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy

Satornino¹,

Allen²,

Shi³

et al. 2022

Journal of Marketing

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People with the personality traits of Machiavellianism, narcissism, and psychopathy (i.e., the dark triad) are prevalent in the sales profession. Yet research into sales performance drivers tends to focus on positive personality traits. The authors examine the dark triad’s effect on salesperson performance and reveal some conditioning factors that influence these links. A longitudinal study that pairs surveys and objective performance data from a national insurance agency reveals the complex effects of dark triad traits on performance over time. Another study, based on data from a direct sales organization and employing social network analysis, relies on partial least squares structural equation modeling to determine the role that the social structure plays in conditioning the relationship between dark triad traits and performance. The results yield insights into both the challenges and the opportunities that dark traits present for managers and scholars.

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A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions

Abstract: Please refer to published version for the most recent bibliographic citation information. If a published version is known of, the repository item page linked to above, will contain details on accessing it.

Cited by 20 publications

References 95 publications

Assessing the antecedents and outcomes of salesperson’s psychological capital

Assessing the antecedents and outcomes of salesperson’s psychological capital

Personal Selling Skill in Building Interaction with Consumers

Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy

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