Response bias in the measurement of salesperson orientations: The role of impression management

Johnson, Mark S.; Sivadas, Eugene; Kashyap, Vishal

doi:10.1016/j.indmarman.2009.03.010

Cited by 10 publications

(9 citation statements)

References 65 publications

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“…In particular, social desirability (Logan, Claar, & Scharff, 2008) and impression management (Johnson, Sivads, & Kashyap, 2009) may influence willingness to disclose cyberbullying perpetration and thus the validity of questionnaire responses (Davis, Thake, & Vilhena, 2010). Indeed, this concern is consistent with the higher levels of cyberbullying victimisation reported by participants compared to perpetration.…”

Section: Limitations and Future Researchmentioning

confidence: 69%

Cyberbullying, self-esteem, empathy and loneliness

Brewer

Kerslake

2015

Computers in Human Behavior

339

194

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Section: Limitations and Future Researchmentioning

confidence: 69%

Cyberbullying, self-esteem, empathy and loneliness

Brewer

Kerslake

2015

Computers in Human Behavior

339

194

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“…Salespersons assume a significant job in sales, as they contact and interact with customers on behalf of the manufacturers. The success of marketing strategy mainly depends on the salesperson [37]. For consumers, the friendliness of salespersons has an important impact on whether they could feel comfortable or stress-free during the shopping process.…”

Section: Salesperson Selling Behaviorsmentioning

confidence: 99%

How to Achieve Sustainable Development of Mobile Payment through Customer Satisfaction—The SOR Model

Chen

Chung

Tsai³

2019

Sustainability

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In recent years, due to smartphones being more popular and the wireless network infrastructure improving, individuals are no longer constrained by the workflow on personal computers. Therefore, business operators are constantly launching new mobile application services for everyday life. This study mainly explores how mobile payment adopts the determinants, and adds utilitarian value, hedonic value and salesperson performance as antecedences to understand whether utilitarian value, hedonic value and salesperson behavior can affect satisfaction through determinants, as well as to understand consumers’ mobile payment usage intention through the stimulus-response model. The research objectives of this study are mainly mobile payment users in Taiwan. 425 valid questionnaires were received. This study uses a structural equation model to analyze the data. This study’s results indicate that utilitarian value, hedonic value and salesperson selling behaviors positively affects customers’ satisfaction, which customers’ satisfaction positively affects mobile payment usage intention. The research results could provide mobile payment operators with references in the design and implementation of the mobile payment and application process, thereby accelerating the popularization of mobile payment.

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“…Additionally, although results of the analyses indicate that customer orientation has a high level of correlation with sales performance (r=0.475, p<0.01), it tends to lose its significance in terms of its direct effects (β=-0.014, p>0.10) during the presence of other factors. While many previous studies found positive relations between customer orientation and sales performance (Franke & Park, 2006;Wachner et al, 2009;Schwepker & Good, 2012) some others (Johnson et al, 2009;Homburg, 2011) did not. Goad and Jaramillo (2014) stated that the influence of customer orientation depends on the type of the customer.…”

Section: Business Management and Strategymentioning

confidence: 86%

The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence

Aydın

Koç

Kaya

2017

BMS

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In this study; the characteristics of sales representatives related to their sales performance such as learning orientation, customer orientation, intrinsic motivation, hardworking and technical expertise were defined as "Critical Success Factors in Selling" and the mediating role of social intelligence between these and sales performance were investigated. Data ISSN 2157-6068 2017 www.macrothink.org/bms 2 collected from 376 sales representatives from 125 different companies showed that social intelligence has strong influence over sales performance and plays a mediating role between critical success factors in selling and sales performance. Business Management and Strategy

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Response bias in the measurement of salesperson orientations: The role of impression management

Cited by 10 publications

References 65 publications

Cyberbullying, self-esteem, empathy and loneliness

Cyberbullying, self-esteem, empathy and loneliness

How to Achieve Sustainable Development of Mobile Payment through Customer Satisfaction—The SOR Model

The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence

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