TITLE

SALESPERSONS' INFORMATION OVERLOAD: SCALE DEVELOPMENT, VALIDATION, AND ITS RELATIONSHIP TO SALESPERSON JOB SATISFACTION AND PERFORMANCE

AUTHOR(S)
Hunter, Gary L.; Goebel, Daniel J.
PUB. DATE
January 2008
SOURCE
Journal of Personal Selling & Sales Management;Winter2008, Vol. 28 Issue 1, p21
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This paper reports evidence of the development and validity of a state measure titled salespersons' information overload (SIO). SIO is defined as a state evoked by salespeople's attempts to process an amount of information that exceeds their ability to assimilate or process during a given unit of time (cf. Jacoby, Speller, and Kohn 1974). Manifestations of information overload are increasing errors and negative affect such as confusion or frustration (Jacoby, Speller, and Kohn 1974; Keller and Staelin 1987). Even though SIO originally appeared in Hunter (2004), examination of its development and validity in that article was limited. This paper builds upon the previous work of Hunter by examining the conceptual basis of the scale and its relation to other constructs. Such a deeper investigation should inform future research by clarifying the dimensions and boundaries of the construct, its theoretical basis, and its relationship to sales outcomes of interest such as sales performance and job satisfaction
ACCESSION #
31134241

 

Related Articles

  • Individuals and Information Overload in Organizations: Is More Necessarily Better? O'Reilly III, Charles A. // Academy of Management Journal;Dec1980, Vol. 23 Issue 4, p684 

    Hypotheses were postulated that perceived information overload would be associated with higher satisfaction and lower performance of decision makers than would perceived information underload. The results from two field studies support these hypotheses. The implication of these findings for...

  • The influence of coworker feedback on salespeople. Kohil, Ajay K.; Jaworski, Bernard J. // Journal of Marketing;Oct94, Vol. 58 Issue 4, p82 

    The authors investigate the effects of four types of coworker feedback--positive output, negative output, positive behavioral, negative behavioral--on salespeople's role clarity, satisfaction, and performance. These effects are further hypothesized to be contingent on salespeople's...

  • Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople. Singh, Jagdip // Journal of Marketing;Jul98, Vol. 62 Issue 3, p69 

    Most previous studies have focused on the linear effects of role stressors and job characteristics on salespersons' behavioral (e.g., performance) and psychological (e.g., satisfaction) job outcomes. Drawing on the theoretical frameworks of Yerkes-Dodson law, activation theory, and...

  • Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance. MacKenzie, Scott B.; Podsakoff, Philip M.; Ahearne, Michael // Journal of Marketing;Jul98, Vol. 62 Issue 3, p87 

    The purpose of this study is to integrate the notion of extra-role performance with the current understanding of the relationships among salesperson job attitudes (job satisfaction and organizational commitment), role perceptions (ambiguity and conflict), in- and extra-role behavior, and...

  • Key Motivators. BLASINGAME, JIM // Hardwood Floors Magazine;Aug/Sep2010, Vol. 23 Issue 4, p20 

    The article provides an answer to a question on how to motivate people who have lost their desire to work hard.

  • Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance. Tyagi, Pradeep K. // Journal of Marketing;Summer85, Vol. 49 Issue 3, p76 

    This article examines the relative importance of key job dimensions and leadership characteristics in enhancing salesperson motivation and work performance. To gain a deeper insight, the relative effects of job dimensions and leadership behavior on intrinsic and extrinsic work motivation of...

  • Casual Attributions and Expectancy Estimates: A Framework for Understanding the Dynamics of Salesforce Motivation. Teas, R. Kenneth; McElroy, James C. // Journal of Marketing;Jan1986, Vol. 50 Issue 1, p75 

    The authors present a conceptual framework for integrating attribution theory within an expectancy model of salesforce motivation. Emphasis is placed on the development of hypotheses surrounding the effect of causal attributions on expectancy beliefs as well as on factors influencing this...

  • Beliefs That Limit Salesperson's Performance. Kahle, Dave // Sales & Service Excellence Essentials;Aug2015, Vol. 14 Issue 8, p15 

    The article discusses beliefs and conception of sales people which affect their performance. Topics discussed include doing away with the notion that sales person has to like the product to sell it as this reflects that opinion of sales person will influence his sales behavior, customer needs...

  • Workaholics are peak performers. Pathak, Manavi // Human Capital;Jul2011, Vol. 15 Issue 2, p62 

    The article provides a discussion about workaholism in India. It defines workaholic as the excessive involvement of a person with work and neglects the other areas of their life. It states that workaholism is seen as an acceptable practice as it often leads to promotions and higher levels of...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics