The State of Research Methods in Personal Selling and Sales Management Literature

Asare, Anthony K.; Yáng, Jīng; Alejandro, Thomas G. Brashear

doi:10.2753/pss0885-3134320405

Cited by 11 publications

(6 citation statements)

References 2 publications

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“…Methodological trends within the salesperson motivation literature are in line with those in sales research in general (Asare et al 2012;Williams and Plouffe 2007). That is, the field is largely dominated by quantitative methodology --specifically survey research.…”

Section: Key Methodologies Employedmentioning

confidence: 83%

(Re) defining salesperson motivation: current status, main challenges, and research directions

Khusainova

Jong

Lee

et al. 2018

Journal of Personal Selling & Sales Management

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The construct of motivation is one of the central themes in selling and sales management research. Yet, to-date no review article exists that surveys the construct (both from an extrinsic and intrinsic motivation context), critically evaluates its current status, examines various key challenges apparent from the extant research, and proposes new research opportunities based on a thorough review of past work. We explore how motivation is defined, major theories underpinning motivation, how motivation has historically been measured, and key methodologies employed over time. In addition, attention is given to principal drivers and outcome of salesperson motivation. A summarizing appendix of key articles in salesperson motivation is provided.

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Section: Key Methodologies Employedmentioning

confidence: 83%

(Re) defining salesperson motivation: current status, main challenges, and research directions

Khusainova

Jong

Lee

et al. 2018

Journal of Personal Selling & Sales Management

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“…Indeed, seminal work such as Walker et al (1977) model of salesperson job functioning and performance as well as more recent characterizations (e.g., Rackham and DeVincentis 1999;Stevens and Kinni 2007;Weitz and Bradford 1999) suggest that salespeople will probably process information, make decisions, and be affected by boundary-condition influences differently than non-salespeople. Yet explicit empirical testing of exactly how salespeople will differ from non-salespeople on key dimensions of workrelated behavior remains virtually non-existent (see Asare et al 2012).…”

Section: The Diminishing-options Bias In Sales Versus Non-sales Populationsmentioning

confidence: 99%

Investigations of sales representatives’ valuation of options

Bonney

Plouffe

Brady

2014

J. of the Acad. Mark. Sci.

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The present research leverages the "irrational options" theoretical framework to explore options rationality differences between salespeople and non-salespeople. Specifically, the reported research first examines (Study 1) whether or not salespeople are more likely to place a higher value on diminishing options than individuals who do not work in sales. Two follow-up studies embed a potential internal moderator (salesperson thinking style; Study 2) and a potential external moderator (performance-based incentives; Study 3) of salesperson valuations of diminishing options. The method employed in all three studies is an experimental design tailored after Shin and Ariely's (Management Science 50(5):575-586, 2004) seminal work on irrationality and options availability. The results demonstrate that, compared to non-salespeople, salespeople are more inclined to value option availability (Study 1), with this effect being especially pronounced for rule-bound thinkers (Study 2) and those operating under incentive-based compensation plans (Study 3). The article concludes by highlighting key managerial and theoretical implications, while acknowledging limitations and proposing directions for related, future work.

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“…Numerous papers have discussed statistical and research practices in several spheres, including medicine (Kuroki et al, 2009; Casals et al, 2014; Otwombe et al, 2014; Brophy et al, 2015; Akhtar et al, 2016), health services (Wisdom et al, 2012), nursing (Gaskin and Happell, 2014), manufacturing strategies (Chatha et al, 2015), management (Ketchen et al, 2008; Asare et al, 2013), second language learning (Plonsky and Gass, 2011; Plonsky, 2013, 2014), education (Willson, 1980; Goodwin and Goodwin, 1985a,b; Elmore and Woehlke, 1988, 1996, 1998; Hsu, 2005; Zientek et al, 2008; Warne et al, 2012), psychology (Edgington, 1964, 1974; Kruglanski, 1975; Reis and Stiller, 1992; West et al, 1992; Baumberger and Bangert, 1996; Schinka et al, 1997; Bangert and Baumberger, 2005; Kashy et al, 2009; Harlow et al, 2013; Fernández-García et al, 2014; Counsell and Harlow, 2017), and psychology and education jointly (Keselman et al, 1998; Kieffer et al, 2001; Skidmore and Thompson, 2010).…”

Section: Introductionmentioning

confidence: 99%

Current Practices in Data Analysis Procedures in Psychology: What Has Changed?

2018

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This paper analyzes current practices in psychology in the use of research methods and data analysis procedures (DAP) and aims to determine whether researchers are now using more sophisticated and advanced DAP than were employed previously. We reviewed empirical research published recently in prominent journals from the USA and Europe corresponding to the main psychological categories of Journal Citation Reports and examined research methods, number of studies, number and type of DAP, and statistical package. The 288 papers reviewed used 663 different DAP. Experimental and correlational studies were the most prevalent, depending on the specific field of psychology. Two-thirds of the papers reported a single study, although those in journals with an experimental focus typically described more. The papers mainly used parametric tests for comparison and statistical techniques for analyzing relationships among variables. Regarding the former, the most frequently used procedure was ANOVA, with mixed factorial ANOVA being the most prevalent. A decline in the use of non-parametric analysis was observed in relation to previous research. Relationships among variables were most commonly examined using regression models, with hierarchical regression and mediation analysis being the most prevalent procedures. There was also a decline in the use of stepwise regression and an increase in the use of structural equation modeling, confirmatory factor analysis, and hierarchical linear modeling. Overall, the results show that recent empirical studies published in journals belonging to the main areas of psychology are employing more varied and advanced statistical techniques of greater computational complexity.

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The State of Research Methods in Personal Selling and Sales Management Literature

Cited by 11 publications

References 2 publications

(Re) defining salesperson motivation: current status, main challenges, and research directions

(Re) defining salesperson motivation: current status, main challenges, and research directions

Investigations of sales representatives’ valuation of options

Current Practices in Data Analysis Procedures in Psychology: What Has Changed?

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