41 research outputs found
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
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
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
Surgical procedure for the cure of atrioventricular junctional (âAV nodeâ) reentrant tachycardia: Anatomic and electrophysiologic effects of dissection of the anterior atrionodal connections in a canine model
AbstractObjectives. This study was undertaken to examine the electrophysiologic and anatomic efects of a surgical procedure that cures the anterior (common) type of atrioventricular (AV) junciional reentrant tachycardia.Background. The procedure was designed to interrupt the reentrant circuit at the point of earliest atrial activation during AV junctional reentrant tachycardia, the anterior atrionodal connections.Methods. Atrioventricular node function and the sequence of electrical excitation of Koch's triangle were examined in 18 dogs. Excitation of Koch's triangle was mapped using a 60-channel mapping system. Surgical dissection was performed in 10 dogs and a sham procedure in 8. After 28 to 35 days, AV node function and the atrial excitation pattern were reassessed. The AV junction was examined using light microscopy.Results. Some degree of AV node damage was visible in all dogs in the dissection group, but it was minor in 40% of cases. The anterior part of the AV node was disconnected from the anterior atrionodal connections in all cases. Anterograde AV node function was mildly impaired. The median AH interval was increased (62 vs. 76 ms [interquartile ranges 48 to 72 and 64 to 104, respectively], P = 0.05), and the AV Wenckebach cycle length was increased (210 vs. 245 ms [interquartile ranges 200 to 230 and 210 to 260, respectively], p = 0.02). The degree of impairment of conduction was directly proportional to the length of dissection (p < 0.05) but not to the degree of damage to the AV node. Ventriculoatrial (VA) conduction was destroyed in 50% of dogs undergoing dissection but in none of those with a sham operation (p < 0.04). The AV node remained responsive to autonomic blocking drugs, and atrial mapping during ventricular pacing revealed that the site of exit from the AV node had been altered.Conclusions. The atrionodal connections closest to the His bundle are the preferred route of conduction through the AV node during normal AV or VA conduction. Destruction of these connections modifies AV node conduction. The surgical procedure selectively interrupts these connections, and this interruption is likely to be the mechanism of cure
Denial at the top table: status attributions and implications for marketing
Senior marketing management is seldom represented on the Board of Directors nowadays, reflecting a deteriorating status of the marketing profession. We examine some of the key reasons for marketingâs demise, and discuss how the status of marketing may be restored by demonstrating the value of marketing to the business community. We attribute marketingâs demise to several related key factors: narrow typecasting, marginalisation and limited involvement in product development, questionable marketing curricula, insensitivity toward environmental change, questionable professional standards and roles, and marketingâs apparent lack of accountability to CEOs. Each of these leads to failure to communicate, create, or deliver value within marketing. We argue that a continued inability to deal with marketingâs crisis of representation will further erode the status of the discipline both academically and professionally
Improving relationships between sales and marketing: the relative effectiveness of cross-functional coordination mechanisms
The importance of effective sales and marketing working relationships is well known and this article examines the effectiveness of various coordination mechanisms used to improve this cross-functional relationship. Six coordination mechanisms are measured to identify their effect on sales and marketing conflict and collaboration, which in turn influence business performance. The results reveal that not all coordination mechanisms are equally effective. Structuring sales and marketing as a single unit and creating cross-functional project teams improve the interface, as do providing opportunities for job rotation and establishing cross-functional meetings. However, employing cross-functional training and co-locating sales and marketing do not influence this working relationship. Finally, reducing conflict and increasing collaboration between sales and marketing is shown to independently, and positively, influence business performance
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A social psychological model of relations between marketing and sales.
NoThis paper highlights the opportunity to investigate relations between the marketing and sales departments of fast moving consumer goods (FMCG) companies. Drawing on empirical results from social psychology, the authors develop a framework for exploring the social psychological causes and effects of intergroup relations in FMCG marketing. This conceptual model integrates two social psychological theories, the realistic group conflict theory, and the social identity theory. As a development to previous applications of these theories, the model extends beyond the social psychological effects of intergroup relations to consider the implications for organizational effectiveness. A number of research propositions to guide future research are also developed, and the paper concludes with a discussion of managerial and future research implications
The sales-marketing interface A social psychological model
SIGLEAvailable from British Library Document Supply Centre-DSC:6386.750(1998/3) / BLDSC - British Library Document Supply CentreGBUnited Kingdo
The sales-marketing interface A synthesis of theoretical perspectives and conceptual framework
Available from British Library Document Supply Centre-DSC:9350.9363(9825) / BLDSC - British Library Document Supply CentreSIGLEGBUnited Kingdo