Mavenness And Salespeople Success: An Empirical Investigation

Eesley, Dale T.; Adidam, Phani Tej

doi:10.19030/jabr.v28i5.7232

Cited by 3 publications

(3 citation statements)

References 23 publications

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“…Sales leaders described the interaction between empathetic citizenship and analytical curiosity in terms of behaviors that embody mavenness (Eesley and Adidam, 2012). For example, analytical curiosity allows salespeople to gain more insight about the industry, their own products and the customers' issues, while salespeople high in empathetic citizenship readily share that knowledge with the client, further enhancing their credibility as experts in the field.…”

Section: Stabilizes Performance Fluctuationsmentioning

confidence: 99%

“…Conversely, numerous direct relationships between specific traits and performance have been identified over the past decade. For example, Eesley and Adidam (2012) found that mavenness , the desire to share and a passion for one’s expertise in a particular area, was positively related to salesperson performance. Other context-specific personal traits found to positively influence salesperson performance include polychronicity , an innate preference for multitasking (Fournier et al , 2013), coachability (Shannahan et al , 2013) and proactivity (Sitser et al , 2013).…”

Section: Background and Conceptual Frameworkmentioning

confidence: 99%

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Toward an understanding of the personal traits needed in a digital selling environment

Peesker,

Ryals,

Kerr

2024

JBIM

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Purpose The digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required of salespeople. This paper aims to explore the personal traits associated with sales performance in a digital selling environment. Design/methodology/approach Using template analysis, the researchers captured and coded over 21 h of in-depth, semi-structured interviews with senior sales leaders from various industry sectors, exploring their perceptions of the personal traits now required of B2B salespeople in the digital landscape. Findings The research identifies three high-level trait types critical to sales success within a digital selling environment: “analytical curiosity” – the natural motivation and ability to gather and synthesize sales-related knowledge, “empathetic citizenship” – the ability to establish initial rapport while building long-term trust and “disciplined drive” – the exertion of selling effort in a highly focused and methodical manner across all stages of the sales process. Research limitations/implications The present data came from interviews with sales leaders in Canada. A more global sample may lead to additional insights. Moreover, the sample was drawn from long-cycle B2B sales environments; conclusions may differ for short-cycle or business-to-consumer markets. Practical implications This paper presents a framework for hiring and developing salespeople in the digital sales environment, identifying personal trait types that sales leaders should look for when hiring: analytical curiosity, empathetic citizenship and disciplined drive. The paper identifies how these trait types influence sales success, suggesting that sales leaders could coach and educate their teams to make the best use of them. Originality/value This paper presents a conceptual framework for hiring in the digital sales environment and introduces the trait of analytical curiosity not previously discussed in the literature.

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Section: Stabilizes Performance Fluctuationsmentioning

confidence: 99%

Section: Background and Conceptual Frameworkmentioning

confidence: 99%

Toward an understanding of the personal traits needed in a digital selling environment

Peesker,

Ryals,

Kerr

2024

JBIM

View full text Add to dashboard Cite

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“…For example, one study suggested that a salesperson's passion will carry over to their sales presentation and increase the authenticity and appeal of their message (Eesley and Adidam, 2012). Here, the salesperson develops various tactics that are seen by their customers to be persuasive.…”

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

Investigation of electronic-word-of-mouth on online social networking sites written by authors with commercial interest

Tan

Lee

2019

OIR

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Purpose The purpose of this paper is to investigate the credibility assessment and adoption of electronic word-of-mouth on online social-networking sites, social word-of-mouth (sWOM), where the author writes product reviews on Facebook and hopes their Facebook friends will buy these products. The readers of the sWOM message are aware of the author’s commercial intentions. sWOM messages on search goods and experience goods are considered separately. Design/methodology/approach Author of sWOM messages invites their closed circle of Facebook friends to participate in a survey. The respondents are randomly assigned to read a product review of a search good (i.e. a laptop computer) or an experience good (i.e. a moisturizer cream (beauty product)). The partial least squares method is used to analyze the data from 339 returns (166 for the search good and 173 for the experience good). Findings The sWOM readers’ assessments of the messages’ credibility remain free from commercial influence. While the traditional factors of credibility and author-reader tie strength continue to influence the adoption of sWOM message, readers’ perceptions of the sWOM author’s marketing skills is also a factor. The relationships between the constructs depend on whether the products are search or experience goods. Originality/value Few studies investigate the type of sWOM considered here. Commercially influenced sWOM messages are effective since the author’s marketing skills, and other often-cited factors, affect the credibility and adoption of sWOM. Thus, the equality-matching (friendship) relationship and the market-pricing (sales) relationship can work hand-in-hand in the sWOM context.

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Critical success factors in insurance companies

Selimović

Martinović

Hurko³

2020

Management (Split, Online)

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The topic of this research are critical success factors (CSFs) with a focus on factors that constitute the basis for the success of insurance companies. There are no critical success factors common to all enterprises, all areas and all activities. In insurance companies, key performance indicators primarily depend on the service quality and the level of customer satisfaction. In contemporary business conditions, the relevance of the service has been increasingly important. Therefore, the concept named 5P is suggested, standing for purpose, pride, partnership, protection and personalization, as these five factors define the requirements that must be met, if the insurer’s service is to be perceived to be of high-quality, achieve client satisfaction and build client loyalty. The paper presents a research into the perception of insurance service and factors of insurance quality in the Federation of Bosnia and Herzegovina (FBiH). Research results correspond to the 5P concept and reveal the security factor as the most important factor for the insured. A fast and efficient payment of claims, the attitude of the salespeople toward the insured, described in terms of respectful and knowledgeable staff, as well as the clarity of promotion and the availability of insurance service also ranked high.

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Mavenness And Salespeople Success: An Empirical Investigation

Cited by 3 publications

References 23 publications

Toward an understanding of the personal traits needed in a digital selling environment

Toward an understanding of the personal traits needed in a digital selling environment

Investigation of electronic-word-of-mouth on online social networking sites written by authors with commercial interest

Critical success factors in insurance companies

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