TY - JOUR AB - Salesperson behavior performance is conceptualized as a predictor of outcome performance and sales organization effectiveness. The research considers the effects of salesperson capabilities, industrial/consumer products, and industry growth moderators on salesperson performance and sales organization effectiveness relationships. Empirical analyses are conducted using data from a sample of 174 field sales managers in Austrian sales organizations. The results of moderator regression analyses indicate that salesperson capabilities, product type, and industry growth are relevant moderators. The roles of the moderators vary across the relationships analyzed. Several management and research implications are examined. VL - 36 IS - 11/12 SN - 0309-0566 DO - 10.1108/03090560210445227 UR - https://doi.org/10.1108/03090560210445227 AU - Baldauf Artur AU - Cravens David W. PY - 2002 Y1 - 2002/01/01 TI - The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships T2 - European Journal of Marketing PB - MCB UP Ltd SP - 1367 EP - 1388 Y2 - 2024/03/29 ER -