Marketing of risky sports: from intention to action

Article Abstract:

High-risk sports, such as skydiving, parachuting, and hang gliding, have become increasingly popular in recent years. This article uses expectancy-value theory to integrate previous research on risky behavior and risky sports. The model that is developed relates the expected benefits of risky sports to several antecedents; specifically, thrill and adventure seeking, arousal avoidance, role relaxation, and age. Two samples are drawn to represent the general population, as well as people just joining risky-sports clubs. In the general population, the intention to engage in risky sports is related to the ability to arouse curiosity. Other motives, specifically thrill and adventure seeking, become more salient as an individual moves closer to actually engaging in a risky sport. (Reprinted by permission of the publisher.)

Psychological aspects, Sports, Risk-taking (Psychology), Risk taking, Adventure and adventurers, Adventure, Adventurers

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Performance congruence and value congruence impact on sales force annual sales

Article Abstract:

The separate and joint impact of performance congruence (similarity between salespeople and their sales managers) and value congruence on annual sales are investigated in a field study. Two hundred thirty-nine salespeople and their sales managers from several industries participated in the study. A significant association was found for separate and joint associations between performance congruence and value congruence and annual sales. More specifically, the more similar salespeople and their sales managers are regarding performance congruence measures, 'identifying new prospects' and 'setting up an initial appointment' and personal values, 'warm relationships with others,' and 'sense of belonging,' the higher annual sales. (Reprinted by permission of the publisher.)

Performance, Sales management, Sales personnel, Sales managers, Salespeople

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