Salesperson behavior: antecedents and links to performance
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