Salesperson behavior: antecedents and links to performance

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher extrinsic reward orientation are antecendents to behaviors that relate to higher performance.

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Year of publication:	1997
Authors:	Brashear, Thomas G. ; Bellenger, Danny N. ; Barksdale, Hiram C. ; Ingram, Thomas N.
Published in:	Journal of Business & Industrial Marketing. - MCB UP Ltd, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 12.1997, 3/4, p. 177-184
Publisher:	MCB UP Ltd
Subject:	Performance \| Salesforce \| Selling

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/08858629710188018 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014843318