Yeboah Banin, A, Boso, N, Hultman, M et al. (3 more authors) (2016) Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions. Industrial Marketing Management, 59. pp. 120-130. ISSN 0019-8501
Abstract
Premised on the idea that not all salesperson behaviors can be pre-scripted and that, increasingly, salespersons must find ways to respond to unexpected but urgent market conditions, this study theorizes the drivers, outcomes and boundary conditions of salesperson improvisation. Using primary data from industrial salespersons, the study examines how perceptions of resource availability and customer demandingness drive salesperson improvisation and condition its sales performance effects. Findings show that higher levels of salesperson improvisation are associated with increased sales performance. Additionally, a heightened perception of resource availability and greater customer demandingness are associated with increases in salesperson improvisation. Furthermore, findings indicate that the salesperson improvisation–sales performance relationship is strengthened when resource availability is greater and when customer demandingness is lower.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2016, Elsevier. This is an author produced version of a paper published in Industrial Marketing Management. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | Industrial selling; Salesperson improvisation; Sales performance; Resource availability; Customer demandingness |
Dates: |
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Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 17 Aug 2016 13:35 |
Last Modified: | 03 Mar 2018 01:38 |
Published Version: | https://doi.org/10.1016/j.indmarman.2016.02.007 |
Status: | Published |
Publisher: | Elsevier |
Identification Number: | 10.1016/j.indmarman.2016.02.007 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:99631 |