Women in the business-to-business salesforce: some differences in performance factors

Article Abstract:

A sample of National Association of Purchasing Management buyers reported their perceptions of salespeople who called upon them on overall sales performance, buyer trust of the salesperson, similarity to the buyer, product expertise, adaptive selling ability, and sales presentation ability. Males were evaluated more highly on two performance dimensions and one specific sales behavior but not on overall performance, and were paid more. There is some evidence that buyers use a different evaluation criterion for men and women. The results were consistent across both male and female buyers. (Reprinted by permission of the publisher.)

Evaluation, Beliefs, opinions and attitudes, Sex differences, Purchasing agents

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Salesforce behavior: in search of motivational determinants

Article Abstract:

This article is concerned with the determinants of salesperson behavior. In this broadly defined field, an attempt has been made to develop a conceptual framework yielding the dynamics and impact of the fulfillment approach (a proactive mechanism of uncovering and influencing the behavioral outcomes of salespeople). Specifically, this study suggests that salesperson's preferences among different behaviors may be associated with the perceived anticipated fulfillment or nonfulfillment of their "job-related expectations." (Reprinted by permission of the publisher.)

Employee motivation

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Industrial Salesforce Satisfaction and Performance with Herzberg's Theory

Article Abstract:

Herzberg's motivational theory on the idea that satisfaction leads to performance is tested in the context of the industrial salesforce. The study is conducted in a field sales setting. Results do not support Herzberg's motivation-hygiene theory, Herzberg's 'critical-incidence' methodology is not used in this study. Therefore, it appears that Herzberg's theory is methodologically bound to his original data collection technique.

Motivation (Psychology)

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