Emerald Login
   

Welcome guest

Article Request:
Salesperson’s procedural knowledge, experience and performance: An empirical study in Japan

Article Information:

Title:

Salesperson’s procedural knowledge, experience and performance: An empirical study in Japan

Author(s):

Makoto Matsuo, Takashi Kusumi

Journal:

European Journal of Marketing

Year:

2002

Volume:

36

Issue:

7/8

Page:

840 - 854


ISSN:

0309-0566


DOI:

10.1108/03090560210430836

Publisher:

MCB UP Ltd

Document Access:

Existing customers:

Please login above.

Purchase this document:
Price payable: GBP £13.00
plus handling charge of GBP £1.50 and VAT where applicable.
Purchase

Request this document:
Print or e-mail a document request to your librarian.
Request

Reprints & permissions:
Image: Rightslink Request

Abstract:

The authors investigated the moderating effect of sales experience on the relationship between salespeople’s procedural knowledge and their performance, using a sample of 108 salespeople working at three car dealerships in Japan. Moderated regression analyses suggested that the more experience salespeople gain, the stronger the relationship between procedural knowledge and performance becomes. The results provide some support for the hypothesis that the sales experience moderates the relationship between procedural knowledge and performance, which is consistent with Anderson’s (1982, 1983) model and the ten-year rule of necessary preparation in expertise research. The results also suggest that a high-performing sales expert has customer-oriented and active selling knowledge. Theoretical and practical implications of these findings in managing salespeople are discussed.

Keywords:

Experience, Japan, Procedures, Salesforce, Selling


Article Type:

Research paper


Article URL:

http://www.emeraldinsight.com/10.1108/03090560210430836

Top