The Proactive Behavior of Younger Salespeople: Antecedents and Outcomes

Autor:	Todd A. Finkle, Charles B. Ragland, Michael L. Mallin
Rok vydání:	2014
Předmět:	Marketing media_common.quotation_subject Agency (sociology) Job involvement Perspective (graphical) Personality Sample (statistics) Proactivity Psychology Social cognitive theory media_common
Zdroj:	Journal of Marketing Channels. 21:268-278
ISSN:	1540-7039 1046-669X
DOI:	10.1080/1046669x.2014.945359
Popis:	The purpose of this study is to model and test some of the antecedents (individual characteristics) and outcomes (selling performance) of proactive behavior among younger salespeople. Using social cognitive theory agency perspective, we extend the existing proactive behavior literature into the sales domain. We sampled 278 industrial salespeople and tested a model to confirm that younger salespeople tend to engage in proactive behaviors when they are intrinsically motivated, confident in the tasks of selling, and willing to take risks. Proactive behavior, in turn, resulted in our salesperson sample demonstrating high levels of behavior performance and job involvement. Our findings may help sales channel managers begin to assess the potential role of proactive salespeople within their sales organization. Understanding that proactivity (both directly and indirectly) impacts selling performance, managers might specifically attempt to identify salesperson proactive behavior characteristics during the intervie...
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::3dfa13894f0800d7a08a1630dce38e16 https://doi.org/10.1080/1046669x.2014.945359 Zobrazit plný text záznamu Plný text ve formátu PDF Plný text ve formátu HTML
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