Salesperson behavior: antecedents and links to performance
Thomas G. Brashear
(Assistant Professor of Marketing, University of Massachusetts, USA)
Danny N. Bellenger
(Professor and Chair of Marketing, Georgia State University, USA)
Hiram C. Barksdale
(Associate Professor of Marketing, Georgia State University, USA)
Thomas N. Ingram
(Professor and Chair of Marketing, Colorado State University, USA)
3003
Abstract
Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher extrinsic reward orientation are antecendents to behaviors that relate to higher performance.
Keywords
Citation
Brashear, T.G., Bellenger, D.N., Barksdale, H.C. and Ingram, T.N. (1997), "Salesperson behavior: antecedents and links to performance", Journal of Business & Industrial Marketing, Vol. 12 No. 3/4, pp. 177-184. https://doi.org/10.1108/08858629710188018
Publisher
:MCB UP Ltd
Copyright © 1997, MCB UP Limited