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Salesperson improvisation: antecedents, performance outcomes, and boundary conditions
journal contribution
posted on 2016-06-23, 12:49 authored by Abena Yeboah-Banin, Nathaniel Boso, Magnus Hultman, Anne SouchonAnne Souchon, Paul Hughes, Ekaterina NemkovaPremised 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 ManagementCitation
YEBOAH-BANIN, A., ... et al, 2016. Salesperson improvisation: antecedents, performance outcomes, and boundary conditions. Industrial Marketing Management, 59, pp.120-130.Publisher
© ElsevierVersion
- 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
2016Notes
This paper is closed access.ISSN
0019-8501Publisher version
Language
- en