Sales team formation: The right team member helps performance

Garrett, Jason; Gopalakrishna, Srinath

doi:10.1016/j.indmarman.2017.06.007

Cited by 8 publications

(4 citation statements)

References 52 publications

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“…According to research results, psychological empowerment is a priority. This article also confirms the results of Garrett and Gopalakrishna (2017) to form a sales team; the right team members help the performance to have a high level of psychological ability.…”

Section: Fig 1 Collection Of Research Datasupporting

confidence: 81%

Factores que afectan la explicación educativa del desempeño de la red de ventas en la industria de seguros iraní

et al. 2020

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El objetivo de este estudio fue la meta-síntesis de factores que afectan la explicación del desempeño de la red de ventas en la industria de seguros iraní. El método de esta investigación utilizando la teoría de datos, que es una de las mejores estrategias de investigación, a través de la cual; La teoría se basa en los conceptos principales de los datos. En este sentido, el método meta-combinado se ha utilizado sistemáticamente para recopilar y revisar estudios previos y el método de base de datos para proporcionar un modelo teórico. En la primera etapa, al integrar estrategias de búsqueda automática y manual, se cubren 25 artículos de investigación relacionados publicados en el alcance del desempeño de la red de ventas en la industria de seguros en el período 2009 a 2018 para artículos en inglés y de 2011 a 2018 para artículos persas. En la etapa final, luego de implementar los pasos propuestos por Glaser y Strauss, se presenta el modelo teórico propuesto. Los hallazgos de la investigación obtenidos de la primera etapa han mostrado que los factores psicológicos y conductuales tienen la mayor frecuencia en estudios previos y han prestado mayor atención, lo que de hecho enfoca estudios en el empoderamiento de los recursos humanos activos en la industria aseguradora. De acuerdo con los resultados factores individuales relacionados con los representantes y factores relacionados con la organización de los representantes, condiciones centrales que incluyen: desempeño del agente de seguros, condiciones estratégicas que incluyen: factores relacionados con el seguro central, condiciones del contexto predominante incluidas.

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Section: Fig 1 Collection Of Research Datasupporting

confidence: 81%

Factores que afectan la explicación educativa del desempeño de la red de ventas en la industria de seguros iraní

et al. 2020

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“…The particular value of a more expansive review is that it allows for consolidation and elaboration of prior work on the individual and contextual predictors of proactivity (and their joint effects), whilst extending the emerging literature on team member proactivity more generally (e.g., Belschak & Den Hartog, 2010;. In addition to making an important contribution to contemporary scholarship, the review has significant value for management practitioners given the increasing reliance on teams in many work contexts (Garrett & Gopalakrishna, 2017;Lyubovnikova, Legood, Turner, & Mamakouka, 2017). Specifically, it offers important insight for managers and team leaders seeking to enhance both individual and overall team performance (DeShon, Kozlowski, Schmidt, Milner, & Weichmann, 2004).…”

Section: Introductionmentioning

confidence: 99%

Individual and contextual predictors of team member proactivity: what do we know and where do we go from here?

Baroudi

Khapova

Jansen

et al. 2019

Human Resource Management Review

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Contemporary organizations are placing greater emphasis on team work in order to meet the challenges of an increasingly turbulent business environment. In this context, the relationship between team member proactivity and overall team performance has been the focus of growing interest among management scholars and practitioners alike. Whereas extant scholarship acknowledges that team member proactivity is different from other forms of proactivity (i.e., individual and organization member proactivity), there is still only limited understanding of the factors that predict team member proactivity. Therefore, this paper extends current scholarship by identifying the individual and contextual predictors of team member proactivity and explaining how, taken together, they jointly influence team member proactivity. Building on these findings, the paper also identifies gaps in the current literature and proposes a model of team member proactivity to be tested in future research. Although extant reviews have acknowledged that recent proactivity research has engaged more directly with the complexity of

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“…Internal validity is the extent to which we can reliably conclude that the independent variable is the main responsible variable for the changes in the dependent variable(s) (Kirk, 2013). External validity refers to the extent to which the results can be generalized across populations (Kirk, 2013) The first typequasi experiments/natural dataencompasses situations where data are organic, it is not possible to randomly allocate to treatment and control conditions, and there is no intervention by the experimenter (e.g., Garrett & Gopalakrishna, 2019;Laursen & Andersen, 2016;Ruiz & Kowalkowski, 2014). Longitudinal experiments are a type of quasiexperiments where the same participant (be this an organization or single respondent) is repeatedly examined over time, investigating possible changes in the dependent variable at any point in time or detecting trends (Zellmer-Bruhn et al, 2016).…”

Section: Different Types Of Experimentsmentioning

confidence: 99%

“…Another example can be found in Tsiros and Irmak (2020) where the authors got to collaborate with a lunch stand at a Farmers Market to investigate donations for a local elementary school with the purchase of every tuna bowl. Garrett and Gopalakrishna (2019) collaborated with an insurance company to conduct a field quasi-experiment for a period of 4 weeks, using life insurance as a reward for participants, in line with the collaborating company's products.…”

Section: Improving Realism and Measuring Actual Respondents' Behaviormentioning

confidence: 99%

How to design good experiments in marketing: Types, examples, and methods

Viglia

Zaefarian

Ulqinaku

2021

Industrial Marketing Management

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Sales team formation: The right team member helps performance

Cited by 8 publications

References 52 publications

Factores que afectan la explicación educativa del desempeño de la red de ventas en la industria de seguros iraní

Factores que afectan la explicación educativa del desempeño de la red de ventas en la industria de seguros iraní

Individual and contextual predictors of team member proactivity: what do we know and where do we go from here?

How to design good experiments in marketing: Types, examples, and methods

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