TITLE

Improving the Detection of Interactions in Selling and Sales Management Research

AUTHOR(S)
Ping Jr., Robert A.
PUB. DATE
January 1996
SOURCE
Journal of Personal Selling & Sales Management;Winter96, Vol. 16 Issue 1, p53
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Because there is little guidance for detecting interactions among unobserved variables in theory tests, the paper provides suggestions to selling and sales management researchers for improved detection of these variables. After a review of situations where including interactions might be appropriate, the paper describes detection techniques for these variables. Since nonlinear structural equation analysis and errors-in-variables techniques are less accessible than regression and generally unknown to researchers in Marketing, the paper discusses the interaction detection capabilities of several regression-based techniques. It also reviews the effects the data used to test a model containing interactions can have on their detection. These effects are illustrated in detecting an interaction between salesperson role clarity and closeness of supervision in their association with satisfaction. The paper concludes with suggestions for improving the detection of interactions among unobserved variables.
ACCESSION #
9603201409

 

Related Articles

  • Use feedback to end sales slump. Gitnomer, Jeffrey // New Orleans CityBusiness (1994 to 2008);8/14/2006, Vol. 27 Issue 6, p20 

    The article gives advice on how to become successful in the field of selling. According to the author, using customer feedback will help sales people end sales slump. It is also not advisable to cut funds for training sales personnel even if the profits are declining. Making budget cuts should...

  • PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS.  // Journal of Personal Selling & Sales Management;Winter2005, Vol. 25 Issue 1, p79 

    This article presents abstracts of studies on personal selling and sales management. "Customer and Employee Views of Critical Service Incidents," which examined perceptual differences between boundary spanners and customers. "What Happens When Things Go Wrong? Retail Sales Explanations and...

  • The best sales people know how to go out prospecting. Karres, F. Paul // Las Vegas Business Press;6/7/2004, Vol. 21 Issue 22, p17 

    Discusses the importance of prospecting skills among salespeople. Need for salespeople to find opportunities for additional business within existing clients and customers; Considerations in making a sales call.

  • Do you have time to succeed in sales? Bennett, Bo // Sell!ng;Aug2004, p8 

    Presents few tips to help sales personnel make time for their sales priorities. Significance of setting aside time for both incoming and outgoing calls; Reason sales personnel should not neglect long-term projects; Information on how to be decisive.

  • PERFORMANCE EXPECTATIONS OF SALESPEOPLE: THE ROLE OF PAST PERFORMANCE AND CAUSAL ATTRIBUTIONS IN INDEPENDENT AND INTERDEPENDENT CULTURES. DeCarlo, Thomas E.; Agarwal, Sanjeev; Vyas, Shyam B. // Journal of Personal Selling & Sales Management;Spring2007, Vol. 27 Issue 2, p133 

    The study compares the role of self-reported causal attributions of past performance on self-generated expectations of future performance among salespeople from independent and interdependent national cultures. The results suggest that salespeople from independent cultures attribute successful...

  • FROM THE EDITOR. Evans, Kenneth R. // Journal of Personal Selling & Sales Management;Summer2006, Vol. 26 Issue 3, p253 

    The editorial introduces articles in this issue and comments on the editorial policy at "Journal of Personal Selling & Sales Management" (JPSSM). Articles published in the journal fall into the major categories of conceptual versus empirical, unit of analysis, and the research theme. Over the...

  • Nail the Sale. Farber, Barry // Entrepreneur;Mar2005, Vol. 33 Issue 3, p86 

    Provides tips for sales. Importance of asking customers what they want; Preparation for a sales call; Requirement of unique solutions in every sales call.

  • SPECIAL ABSTRACT SECTION: 2006 NATIONAL CONFERENCE IN SALES MANAGEMENT.  // Journal of Personal Selling & Sales Management;Summer2006, Vol. 26 Issue 3, p305 

    The article presents summaries of several studies that will be presented at the March 2006 National Conference in Sales Management, which is sponsored by Pi Sigma Epsilon and will take place in Minnesota. The titles include "Sales Training Practices in Malaysia: Comparisons of Domestic and...

  • How to let your prospects sell themselves. Carter, Doug // Proofs;Mar2004, Vol. 87 Issue 2, p52 

    Discusses the benefits of seventh-generation sales method. Evolution of the sales process; Definition of consultative selling; Tips for applying such sales method.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics