A within-person analysis of sales self-efficacy: antecedents and consequences of self-efficacy change

Authors are presently providing implications to practitioners suggesting that enhancing self-efficacy beliefs are universally beneficial in regard to salesperson performance. However, despite advice being provided as to how to enhance the self-efficacy beliefs of salespeople, there is very little empirical research on the drivers of self-efficacy. Extant literature studies only the antecedents to, and consequences of, self-efficacy via an examination how salespeople differ in their level of self-efficacy (i.e., at the between-person level). Yet, how self-efficacy beliefs can be influenced, and how change in self-efficacy at the individual level (i.e., at the within-person level) influences subsequent effort and salesperson performance, remain unexplored. Therefore, the aim of the present study is to understand the antecedents to, and consequences of, self-efficacy change. A conceptual framework outlining how self-efficacy can demonstrate contradictory relationships with effort and salesperson performance at the between-person and within-person levels of analysis is presented. Using a sample of business-to-business salespeople in the United States of America, this conceptual model is analyzed using longitudinal multilevel modeling. The findings show that salespeople with higher self-efficacy beliefs put in greater effort and perform better. However, the findings also show that increases in a salesperson’s self-efficacy can reduce subsequent effort allocation and salesperson performance; further, that this negative influence of self-efficacy increases on effort allocation is moderated by perceived competitive intensity. Emotional exhaustion also reduces the positive influence of effort allocation on performance at both levels of analysis. Intra-individual self-efficacy trajectories are positively influenced by longer-term past performance and positive (manager) feedback; conversely, sales anxiety negatively influences self-efficacy trajectories. This doctoral thesis helps managers to understand how the self-efficacy beliefs of their salespeople can be manipulated, while also highlighting to managers that they should be conscious of the potential detrimental effects of self-efficacy on the subsequent effort allocation and performance of their salespeople. In addition, the key implications of the study for sales and marketing theory are provided. Research limitations and avenues for future research conclude the thesis

A longitudinal examination of salesperson burnout: Understanding the within-person burnout process and how it can be managed"

Salespeople are at increased risk of burnout, due to the stressful nature of the job role. Burnout is a process that develops over time, and although a sequential process of salesperson burnout has been proposed, present research is inadequate to determine the true burnout sequence. The current study therefore provides longitudinal evidence to establish the within-person burnout process. Additionally, sales research typically examines how to reduce burnout symptoms by examining key antecedents. Despite this, burnout is still very present in the salesforce. The current study takes an alternative approach to mitigating burnout symptoms, by understanding how positive feedback, coping strategy, and locus of causality affect the impact of earlier burnout symptoms on more advanced symptoms. Key theoretical and practical implications are given, and limitations and future research avenues discussed

How within-person research can extend marketing knowledge

Much existing research in marketing examines theory using between-persons research designs, yet draws implications that are based on within-person causal logics. This mismatch is problematic in developing marketing knowledge, and in impacting marketing practice effectively. The present article discusses the importance of conducting within-person research in marketing, alongside suggesting marketing constructs that could benefit from within-person analyses. We provide details on how to conceptualize within-person theories, and compare them with the more common between-persons approach. Furthermore, a set of important methodological considerations and recommendations for designing within-person studies is elaborated on, and theoretical and empirical principles are applied to an empirical demonstration. The results show how theories and relationships can sometimes differ across levels, but in other instances can remain consistent. We draw out a set of important implications and directions for future marketing research, and encourage researchers to incorporate within-person approaches into their toolkit of theoretical and empirical methods

Correction: How within-person research can extend marketing knowledge (Journal of the Academy of Marketing Science, (2023), 10.1007/s11747-023-00978-8)

Table A1 and Table A2 of the Supplementary file that was originally published with this article contain a small mistake. The original supplementary material has been corrected

Understanding and mitigating the evolution of salesperson burnout: A within-person longitudinal analysis

Salespeople are at increased risk of burnout due to the stressful nature of the job role. Burnout is a process that develops over time, and although a sequential process of salesperson burnout has been proposed, present research only examines the burnout process utilizing cross-sectional research. Additionally, sales research only proposes antecedents to burnout, but little is known regarding how to manage burnout as it evolves. Burnout is already highly prevalent within the salesforce, yet sales literature has had little impact. The present study looks to aid knowledge regarding burnout by 1) providing the first evidence examining the within-person temporal burnout process, and 2) understanding how important moderators, in the form of managerial feedback and the use of an active coping style, can mitigate the burnout process as it evolves. Key theoretical and practical implications are given, and limitations and future research avenues discussed

Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout

There is growing recognition that many salespeople frequently experience anxiety, which may impact salesperson mental health and well-being. Unfortunately, there is little empirical evidence on how to manage this situation. Using a longitudinal sample of 156 business-to-business salespeople, the present study examines the impact of sales anxiety on the key mental health outcome of burnout, alongside providing recommendations to sales managers on how to manage this impact. The results suggest that sales anxiety is positively related to each individual component of burnout, and that positive supervisor feedback plays a mitigating role in each of these relationships. By contrast, however, a social climate of autonomy can strengthen the impact of sales anxiety on emotional exhaustion and depersonalization. The present study contributes to the developing literature on salesperson mental health, further advancing emerging evidence that autonomy can result in detrimental outcomes. Implications, limitations, and future research avenues are discussed

A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions

In the sales literature it is standard practice for researchers to collect cross-sectional data from multiple salespeople, and to compare those salespeople on the data obtained. This between-person approach is suitable for research aiming to draw conclusions between salespeople. However, many salesperson processes are dynamic and vary within salespeople over time, requiring datasets with repeated-measures. This article highlights the need to adopt a within-person theoretical perspective in sales research. Critically, the article shows how our present understanding of boundary conditions may change depending on whether a between-person or within-person level of analysis is adopted. Using examples from the sales literature, we show how the practical implications from between-persons research designs do not necessarily generalize to the within-person level. Further, we explain the methodological and analytical considerations that researchers must account for when undertaking within-person research. Furthermore, the article provides decision criteria that help to identify when within-person analysis should be conducted, outlining analysis tools that are capable of correctly estimating within-person effects without bias. Examples of how within-person research can enhance theory within future sales research, and how within-person research may influence management implications are also discussed. Finally, potential remedies to within-person research barriers are given

An analysis of sales self-efficacy change: drivers and outcomes [Extended abstract]

We build on extant research on sales self-efficacy by examining the drivers and outcomes of self-efficacy change.</p

Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout

Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnoutAbstractThere is growing recognition that many salespeople frequently experience anxiety, which mayimpactsalespersonmental health and well-being. Unfortunately, there is little empirical evidence on how to manage this situation. Using a longitudinal sample of 156 business-to-business salespeople, the present study examines the impact of sales anxiety on the key mental health outcome of burnout, alongside providing recommendations to sales managers on how to manage this impact. The results suggest that sales anxiety is positively related to each individual component of burnout, and that positive supervisor feedback plays a mitigating role in each of these relationships. By contrast, however, a social climate of autonomy can strengthen the impact of sales anxiety on emotional exhaustion and depersonalization. The present study contributes to the developing literature on salesperson mental health, further advancing emerging evidence that autonomy can result in detrimental outcomes. Implications, limitations, and future research avenues are discussed.</p

How within-person research can extend marketing knowledge

Much existing research in marketing examines theory using between-persons research designs, yet draws implications that are based on within-person causal logics. This mismatch is problematic in developing marketing knowledge, and in impacting marketing practice effectively. The present article discusses the importance of conducting within-person research in marketing, alongside suggesting marketing constructs that could benefit from within-person analyses. We provide details on how to conceptualize within-person theories, and compare them with the more common between-persons approach. Furthermore, a set of important methodological considerations and recommendations for designing within-person studies is elaborated on, and theoretical and empirical principles are applied to an empirical demonstration. The results show how theories and relationships can sometimes differ across levels, but in other instances can remain consistent. We draw out a set of important implications and directions for future marketing research, and encourage researchers to incorporate within-person approaches into their toolkit of theoretical and empirical methods.</p