An Empirical Investigation of The Salesperson's Career Stage Perspective

Hafer, John C.
November 1986
Journal of Personal Selling & Sales Management;Nov86, Vol. 6 Issue 3, p1
Academic Journal
This article presents an empirical investigation of the salesperson's career stage perspective. Sales management research has focused its attention on many behavioral, environmental and personal variables. In their meta-analysis of the literature which spanned 75 years and 116 articles, researchers found that the six determinants of sales performance so often studied, role, skill, motivation, personal factors, aptitude and organizational/environmental factors explain a relatively low percentage of the observed variance, and that!percentage tended to be job specific. Regression results indicate that differences between age groups are attributable to complex combinations of the variables studied. Role Ambiguity. The regression equations provide interesting results and insights into the causes of role ambiguity in the different age groups. It is clear that job tension is directly related to role ambiguity for all age groups, and this variable was significant, indeed the most significant variable in some cases.


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