TITLE

Antecedents of Performance and Satisfaction in a Service Sales Force as Compared to an Industrial Sales Force

AUTHOR(S)
Hafer, John; McCuen, Barbara A.
PUB. DATE
November 1985
SOURCE
Journal of Personal Selling & Sales Management;Nov85, Vol. 5 Issue 2, p7
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article focuses on the antecedents of performance and satisfaction in a service sales force as compared to an industrial sales force. A comparison is made of the findings from two studies based on identical methodologies but with data from different industries. Since the salespeople constituting the sample in each study were employed by only one firm, differences between firms within an industry were completely avoided as a possible source of variation. The industrial salesforce has specific territories with identifiable and unique market potentials: the buying behavior is different, and the salespeople have some ability to negotiate price and deal with buyers. All of these conditions do not exist for the insurance agents of the participating firm. Since this is the case, it will be fruitful to extend the set of personal, psychological, and organizational variables which have been used in previous investigations of sales performance and job satisfaction to include variables representing contingency approach. Other variables that are being studied by the authors with the same firm which could prove to have an effect on observed variance are training styles and learning styles of sales trainers and trainees, respectively, and stage in the career life cycle of the agents. Current research on this salesforce suggests that career stage may, in fact, have an impact on the observed variance of the variables in question and indicates that what is a significant explanatory variable at one stage of the career may not be significant at another.
ACCESSION #
6652459

 

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