383 research outputs found

    The Effect of Work and Non-Work Influences Upon the Relationships Between Role Stress and Selected Work Outcomes.

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    This study examined the importance of two constructs--work relationships and job/home conflict--as potential mediators/moderators of the linkage between role conflict and role ambiguity with a variety of work outcomes in a salesforce setting. These outcomes include: sales performance, job satisfaction, emotional burnout, and propensity to leave. Results indicate that the relationships between these outcomes and the role variables are often mediated rather than direct. Implications for both researchers and practitioners are developed as well as a future research agenda

    Interfirm Structure and Buyer-Salesperson Behavior Impact on Relationship Outcomes

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    The individual level interaction between the buyer and salesperson can best be understood in the broader framework provided by the inter-firm relationship. Very little research has been conducted that examines both firm level and interpersonal level constructs in the context of business relationships. The primary purpose of this study is to design and test a theoretical model that examines the effect of inter-firm structure and buyer-salesperson behaviors on relationship outcomes. The results suggest that in established relationships, the external environment plays a role in determining the how buyer-seller firms structure their relationships. The way in which the relationship is structured plays an important role in determining how the buyer and salesperson interact. Both inter-firm structure and buyer-salesperson behaviors, in turn, influence buyer satisfaction

    Geographic Scope Effects on Buyer Satisfaction and Defection

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    As organizations move away from their domestic borders and into international environments, selling firms should understand the role geographic scope plays for the buying organization in determining whether buyers want to continue purchasing a product or service.  This study addresses differences in geographic scope of buying firms as they relate to satisfaction and intention to remain in the relationship.  Our findings suggest firms that are international in scope place a stronger emphasis on being satisfied with the selling firm and the salesperson of that firm when considering continuing to stay in the relationship than firms that have only a national geographic scope.  Additionally, our findings indicate that organizations that are international in scope place a greater importance on satisfaction with their salesperson when deciding whether to stay in the relationship than firms with a regional scope.  As organizations move away from their domesticborders and into international environments, sellingfirms should understand the role geographic scope playsfor the buying organization in determining whether buyerswant to continue purchasing a product or service. This studyaddresses differences in geographic scope of buying firms asthey relate to satisfaction and intention to remain in therelationship. Our findings suggest firms that are internationalin scope place a stronger emphasis on being satisfied with theselling firm and the salesperson of that firm when consideringcontinuing to stay in the relationship than firms that have onlya national geographic scope. Additionally, our findings indicatethat organizations that are international in scope place agreater importance on satisfaction with their salespersonwhen deciding whether to stay in the relationship than firmswith a regional scope

    The use of TeleMedicine in the Treatment of Pediatric Obesity: Feasibility and Acceptability

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    This is the peer reviewed version of the following article: Davis, A. M., James, R. L., Boles, R. E., Goetz, J. R., Belmont, J. and Malone, B. (2011), The use of TeleMedicine in the treatment of paediatric obesity: feasibility and acceptability. Maternal & Child Nutrition, 7: 71–79. doi:10.1111/j.1740-8709.2010.00248.x, which has been published in final form at http://doi.org/10.1111/j.1740-8709.2010.00248.x. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Self-Archiving.OBJECTIVE: To assess the feasibility of conducting empirically supported family based pediatric obesity group treatment via telemedicine. METHODS: Seventeen families were randomly assigned to one of two conditions (physician visit, TeleMedicine). Measures included feasibility, satisfaction, and intervention outcome measures such as BMI percentile, and nutrition and activity behaviors. Measures were completed at baseline, post-treatment, and at one-year follow-up. RESULTS: Analyses indicate that both feasibility and satisfaction data regarding the TeleMedicine intervention were positive. Intervention outcome indicates no change in BMI percentile or nutrition and activity behaviors for either treatment group. CONCLUSIONS: A behavioral family-based weight loss intervention delivered via TeleMedicine was well received by both parents and providers. Due to the small sample size, null findings regarding intervention outcome should be interpreted with caution. Future research should focus on methods to increase the impact of this intervention on key outcome variables

    Observing groups as seen from both sides of the looking glass

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    This paper attempts to make a contribution to an area of the literature on group therapy about which very little has been published—the effects of the therapy group upon the observing group and the dynamics of the observing group as an entity in itself. Although work on which this paper is based took place in training institutions where education is the primary function, it is important to emphasize that education and personal change are interrelated. Psychotherapeutic activity takes place spontaneously with the observers and needs to be constructively utilized. This wealth of process and reaction is an untapped training opportunity for the observing group. The challenge of method, personal reactions, and group process responses are all opportunities for its members to both learn more as therapists and mature as individuals. At this juncture, we are trying to establish ways ofPeer Reviewedhttp://deepblue.lib.umich.edu/bitstream/2027.42/42824/1/10724_2006_Article_BF02383079.pd

    Mentoring Characteristics and Functions: Mentoring Influence on Salespeople

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    Purpose: This paper aims to examine a longitudinal study of mentoring functions and their effect on salesperson attitudes and intentions. Design/methodology/approach: The research is based on a multi-year study of salespeople beginning when the salesperson entered the industry being examined. Findings: The level of interaction between the mentor and protégé was found to be the only antecedent examined that related to the perceived quality of mentoring functions. Age, education and length of employment for both parties; the degree of age and education difference; and the length of the mentoring relationship were not significant. Successful mentoring appeared to be based heavily on a mentor’s willingness and ability to interact frequently with the protégé. Originality/value: This study adds to the literature on mentoring, looking at mentoring in a sales context. Research examining mentoring in a sales setting is much more limited than in many other professions, so the findings represent a valuable addition to the sales mentoring literature. Its influence on sales socialization may be very important

    An Investigation into the Antecedents of Organizational Citizenship Behaviors in a Personal Selling Context

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    The authors report the results of two studies that attempt to model antecedents of organizational citizenship behaviors in a personal selling context. They draw the antecedents from extant research and propose that the willingness to perform organizational citizenship behaviors is related to the job-related perceptions of the degree of organizational fit between the salesperson and his or her firm, level of leadership support, perceived fairness in reward allocation (i.e., distributive justice), and job satisfaction. They hypothesize and test direct and indirect relations with these constructs and organizational citizenship behaviors. Most of these relations were significant across the two studies

    Investigating sales approaches and gender in customer relationships

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    Purpose: The purpose of this research is an examination of three different types of sales approaches (product-, solution- and provocation-based) on relational outcomes. The type of sales approach influences buyer's assessments about the trustworthiness of the salesperson and the conflict with the salesperson. These outcomes of the sales approach affect the customer's economic and non-economic satisfaction. Design/methodology/approach: Using cross-sectional survey data from a sample of 840 organizational buyers, a structural equation model measures the path coefficients of the proposed model and tests the differences in the magnitude based on gender. Findings: The results indicate that sales approaches will differentially influence assessments of trustworthiness and conflict. The magnitude of the influence of the sales approach on outcomes is different between genders. Originality/value: To the best of the authors' knowledge, this is the first empirical study to examine the impact of sales approaches on both genders of organizational buyers

    Why do salespeople fail?

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    The article discusses the reasons for the failure of salespeople in selling product, concept or services and also emphasizes on the method of selection criteria so as to match the need of the organization with that of individual's skill. According to the article, characteristics like enthusiasm, good organizational skills, ambition, persuasiveness, previous sales experience, ability to follow Instructions and sociability are required qualities in a sales personnel. Salespeople at the smaller companies consider inadequate product knowledge to be a more important contributor to failure than sales managers. The size of the organization does not appear to have a substantial impact on the salesperson's perceptions of the characteristics which can lead to failure. Salespeople in industrial selling believed that lack of initiative, and lack of personal goals were significantly more important factors in salesperson failure than did sales managers. The article suggests that sales managers need to consider spending more time assessing the personal and professional goals of the sales candidates they seek to hire
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