Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions
| Autor: | Ekaterina Nemkova, Magnus Hultman, Paul Hughes, Nathaniel Boso, Anne L. Souchon, Abena Yeboah Banin |
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| Rok vydání: | 2016 |
| Předmět: |
Marketing
Improvisation media_common.quotation_subject salesperson improvisation 05 social sciences Heightened perception resource availability customer demandingness Industrial selling Resource (project management) Perception 0502 economics and business 050211 marketing Business sales performance 050203 business & management Market conditions media_common |
| Zdroj: | Industrial marketing management, 2016, Vol.59, pp.120-130 [Peer Reviewed Journal] |
| ISSN: | 0019-8501 |
| DOI: | 10.1016/j.indmarman.2016.02.007 |
| Popis: | The file attached to this record is the author's final peer reviewed version. The Publisher's final version can be found by following the DOI link. Premised on the idea that not all salesperson behaviors can be pre-scripted and that, increasingly, salespersons must find ways to respond to unexpected but urgent market conditions, this study theorizes the drivers, outcomes and boundary conditions of salesperson improvisation. Using primary data from industrial salespersons, the study examines how perceptions of resource availability and customer demandingness drive salesperson improvisation and condition its sales performance effects. Findings show that higher levels of salesperson improvisation are associated with increased sales performance. Additionally, a heightened perception of resource availability and greater customer demandingness are associated with increases in salesperson improvisation. Furthermore, findings indicate that the salesperson improvisation–sales performance relationship is strengthened when resource availability is greater and when customer demandingness is lower. |
| Databáze: | OpenAIRE |
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