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Salesperson improvisation: antecedents, performance outcomes, and boundary conditions

journal contribution
posted on 23.06.2016 by Abena Yeboah-Banin, Nathaniel Boso, Magnus Hultman, Anne Souchon, Paul Hughes, Ekaterina Nemkova
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.

History

School

  • Business and Economics

Department

  • Business

Published in

Industrial Marketing Management

Citation

YEBOAH-BANIN, A., ... et al, 2016. Salesperson improvisation: antecedents, performance outcomes, and boundary conditions. Industrial Marketing Management, 59, pp.120-130.

Publisher

© Elsevier

Version

VoR (Version of Record)

Publisher statement

This work is made available according to the conditions of the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0) licence. Full details of this licence are available at: https://creativecommons.org/licenses/by-nc-nd/4.0/

Publication date

2016

Notes

This paper is closed access.

ISSN

0019-8501

Language

en

Exports