The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance

Goad, Emily A.; Jaramillo, Fernando

doi:10.1080/08853134.2014.899471

Cited by 91 publications

(75 citation statements)

References 67 publications

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“…It also shows that adaptive sales can predict sales performance bigger than the customer oriented. Empirical study conducted (Goad & Jaramillo, 2014) also showed a positive influence Adaptive sales on the performance of salespeople. With advances in technology, companies can utilize technology in sales and improve employee performance.…”

Section: Introductionmentioning

confidence: 91%

Adaptive Sales Strategy on Social Media Framework

Praswati¹,

Khasanah²,

Adiking³

2020

Proceedings of the 2nd International Conference on Education and Social Science Research (ICESRE 2019)

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Important aspects of the drivers of company performance are the ability of the workforce, new technological opportunities, the efficiency of the work structure and work policies that allow employees to interact with technology. Competition in the trading world is increasingly fierce along with the rapid development of digital information technology, one of which is the use of social media as a marketing tool. However, there are still different results in several studies on the use of social media on salesperson performance. This study analyzes the effect of the use of social media on salesperson performance mediated by adaptive sales strategies in the trade industry. Data analysis using SPSS tools with 77 respondents number of salespersons. The results obtained are that there is a significant influence between the variables of the use of social media, adaptive sales strategies on salesperson performance. This study is able to provide an overview of the use of social media by salespersons where the variable adaptive sales strategy is proven to be a mediating variable but has only a small value.

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Section: Introductionmentioning

confidence: 91%

Adaptive Sales Strategy on Social Media Framework

Praswati¹,

Khasanah²,

Adiking³

2020

Proceedings of the 2nd International Conference on Education and Social Science Research (ICESRE 2019)

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“…This interest has led to a large body of empirical research on what drives a salesperson's performance, including some key meta-analyses that have identified the major predictors of performance (Churchill et al 1985;Vinchur et al 1998;Verbeke, Dietz, and Verwall 2011;Goad and Jaramillo 2014). Some of these performance determinants are reasonably enduring and can be handled through appropriate selection and training (e.g., age, experience, personality, aptitude, skill level).…”

Section: Postive Pyschology In Sales: Integrating Psychological Captialmentioning

confidence: 97%

Positive Psychology In Sales: Integrating Psychological Capital

Friend¹,

Johnson²,

Luthans³

et al. 2016

Journal of Marketing Theory and Practice

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As positive psychology moves into the workplace, researchers have been able to demonstrate the desirable impact of positive organizational behavior. Specifically, psychological capital (PsyCap) improves employee attitudes, behaviors, and performance. Advancing PsyCap in sales research is important given the need for a comprehensive positive approach to drive sales performance, offset the high cost of salesperson turnover, improve cross-functional sales interfaces, and enrich customer relationships. The authors provide an integrative review of PsyCap, discuss its application in sales, and advance an agenda for future research. Research prescriptions are organized according to individual-level, intra-organizational, and extra-organizational outcomes pertinent to the sales field.

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“…Adaptive selling behavior is defined as the "altering of sales behavior during a customer interaction, or across customer interactions, based on perceived information about the nature of the selling situation" (Weitz et al 1986, p.135). The sales literature positions adaptive selling as the mediational behavior most commonly used to translate customer orientation into salesperson's performance (e.g., Guenzi et al 2014;Jaramillo et al 2007;Goad and Jaramillo 2014), and this function is reflected in our model.…”

Section: The Sales Context and Selling Behaviormentioning

confidence: 99%

“…Therefore, to ensure completeness in our model, when relevant, we also include specific mediational control to reflect relationships that have been tested and established in previous sales research and meta-analytic studies (e.g., Jaramillo et al 2007;Goad and Jaramillo 2014). In particular, we acknowledge Guenzi et al's (2014) argument that the effect of customer orientation on salesperson performance.…”

Section: The Role Of Micro-level Ethical Beliefs In Salesperson Behaviormentioning

confidence: 99%

Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions

et al. 2017

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In general, the business ethics literature has treated the conceptual domains and outcomes of macro-level (industrial), meso-level (organizational), and micro-level (individual) ethical influence separately. However, this singular treatment ignores the synergies and tensions that can arise across these different types of ethical influence. Using sales as a research context, the current study argues that all three ethical frames of references are important in shaping employee behavior and performance and, as such, should be examined simultaneously. The findings show that industrial ethical climate and salesperson moral equity are positively associated with salesperson customer orientation. In addition, industrial and organizational ethical norms have a stronger joint effect on customer orientation than either ethical climate alone. More specifically, a more ethical organizational climate enhances the positive effects of the industrial ethical climate on customer orientation. Furthermore, whereas salesperson moral equity is significantly associated with salesperson customer orientation, strong moral equity beliefs in situations requiring adaptive selling result in weaker sales outcomes. This study concludes with a set of theoretical and actionable implications, as well as a discussion of future research avenues.2

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The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance

Cited by 91 publications

References 67 publications

Adaptive Sales Strategy on Social Media Framework

Adaptive Sales Strategy on Social Media Framework

Positive Psychology In Sales: Integrating Psychological Capital

Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions

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