How buyers view industrial salespeople

Hayes, Heather M.; Hartley, Steven W.

doi:10.1016/0019-8501(89)90023-0

Cited by 22 publications

(9 citation statements)

References 10 publications

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“…Sales research has long established the link between credibility and performance (O'Shaughnessy 1971-2). Recent research has sharpened the impact of credibility on performance (Hayes and Hartley 1989;Tsalikis, Oritz-Buonafina and LaTour 1992). Typically, the research has focused on aspects of the salesperson's credibility.…”

Section: The Importance Of Credibilitymentioning

confidence: 99%

Gender Issues in Buyer‐Seller Relationships: Does Gender Matter in Purchasing?

Pullins

Reid

Plank

2004

J Supply Chain Manag

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SUMMARY While differences between male and female salespeople are well documented in the literature, evidence is less clear whether these differences matter to the buyer or whether buyers of different gender make decisions differently. The article reports results of a survey of male and female purchasers on the behaviors, trust, credibility and customer orientation of a salesperson. Almost no differences were found on any of the variables for male or female buyers. This calls into question past research that has found differences, and this paper argues that previous findings, while statistically significant, are probably not managerially significant.

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Section: The Importance Of Credibilitymentioning

confidence: 99%

Gender Issues in Buyer‐Seller Relationships: Does Gender Matter in Purchasing?

Pullins

Reid

Plank

2004

J Supply Chain Manag

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“…25 Therefore, it is apparent that the credibility of sales personnel is a key issue that companies should focus on in order to build trust, which is a fundamental precedent for true and long-lasting marketing relationships with customers. 26 Another attribute of the sales force that seems to be regarded as a highly important identity cue is professionalism, which is related to the way sales people present themselves, to the way they communicate, 27,28 how punctual they are in their appointments and how important the information is that they communicate. Professionalism can also be related to the degree to which a sales person is customer orientated.…”

Section: Sales Force Attributesmentioning

confidence: 99%

Corporate identity cues: The significance of the sales force

Dimopoulou¹,

Fill²

2000

J Med Market

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Eirini Dimopoulouis Assistant Product Manager for OTC products with Whitehall Hellas currently based in Athens, Greece. She has undertaken a number of sales and marketing research projects within the pharmaceutical industry, in both the UK and in Greece. Eirini has a BSc in Pharmacy and an MA in Marketing.Abstract This paper seeks to determine the relative strength of the sales force as a corporate identity cue for pharmaceutical companies, as perceived by one of their most important and influential stakeholders, doctors. The research indicates that the sales force is deemed to be the third most important identity cue and that there is a high degree of correlation between the corporate image and the way the sales force is considered. The paper then determines which attributes of the sales force are the most significant according to doctors, and ranks knowledge/expertise, credibility and the ability to provide reliable and accurate information as the top three key attributes. Major pharmaceutical companies are ranked according to corporate image, sales force performance and their individual perceived capabilities against each of the main sales force attributes. The implication for management is that greater attention to particular sales force attributes may result in a stronger corporate image.

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“…More specifically, a survey of buyers in the electronic utility industry concluded that buyers in strategic positions (such as those who are at higher levels of authority) tend to take a "broader perspective" when interacting with salespeople (Hayes & Hartley, 1989). The broader perspective moves beyond the technical aspects of the product to a problem-solving approach that focuses on achieving the goals of the buying organization (DelVecchio et al, 2003).…”

Section: Moderating Effectsmentioning

confidence: 96%