Understanding and motivating salesperson resilience

Good, Valerie; Hughes, Douglas E.; LaBrecque, Alexander C.

doi:10.1007/s11002-020-09552-6

Cited by 23 publications

(19 citation statements)

References 23 publications

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“…Previous studies have found various characteristics to promote salespeople's cross-cultural selling effectiveness, such as cross-cultural knowledge and skills (Delpechitre & Baker, 2017); sales communication effectiveness (Koponen et al, 2019); and adaptive selling behaviour (Charoensukmongkol & Suthatorn, 2020;Park & Deitz, 2016). Meanwhile, additional traits and personal characteristics such as optimism , resilience (Good et al, 2020), self-efficacy (Peterson, 2020), and emotional intelligence (Heidari et al, 2017) have been identified as crucial factors that help salespeople deal effectively with sales-related challenges. Although an abundance of research centres around these antecedent variables that explain effective cross-cultural selling, research that examines the role of salespeople's personal characteristics in terms of trait mindfulness is still not adequately discussed in literature.…”

Section: Introductionmentioning

confidence: 99%

Trait mindfulness and cross‐cultural sales performance: The role of perceived cultural distance

Charoensukmongkol

Pandey

2021

Can J Adm Sci

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This research examines the effect of trait mindfulness on cross-cultural sales performance through the mediating effect of sales planning. Moreover, this research examines whether the direct effect of trait mindfulness on sales planning can be moderated by perceived cultural distance between foreign customers and the salespeople. The hypotheses were developed based on cognitive resource theory. This research collected survey data from 282 Thai salespeople at trade shows in Vietnam, India, and Japan and analyzed them using Partial Least Squares Structural Equation Modeling. The results indicate that sales planning fully mediated the direct association between trait mindfulness and cross-cultural selling performance, while perceived cultural distance also positively moderated the effect of trait mindfulness on sales planning.

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Section: Introductionmentioning

confidence: 99%

Trait mindfulness and cross‐cultural sales performance: The role of perceived cultural distance

Charoensukmongkol

Pandey

2021

Can J Adm Sci

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“…Se observa por ejemplo en los estudios de Caniels y Hatak (2019) y Djourova et al (2020) que la resiliencia surge en relaciones basadas en confianza y autonomía, las cuales se gestan a través del tiempo y requieren diversos actores como líderes y seguidores, por lo que separar estos elementos para intercambiarlos es inviable al perder su potencial de generar valor. Además, se aprecia en los estudios sobre elementos cognitivos asociados a la resiliencia que el involucramiento de la psicología propicia tal inmovilidad al ser este tipo de recursos inobservables (Abukhait et al, 2020;Dai et al, 2019;Djourova et al, 2020;Fan et al, 2020;Good et al, 2021;Hartmann et al, 2021;Talat y Riaz, 2020).…”

Section: Precepto Teórico Con Mejor Aplicación Observada Para La Resi...unclassified

“…Lo anterior repercute en generar ambientes laborales en los que el líder obtiene la confianza y respeto de su equipo de trabajo (Caniels y Hatak, 2019;Lin y Liao, 2020), lo cual puede mejorar cuando además se propicia la socialización entre compañeros (Hartmann et al, 2021). Por otro lado, otro mecanismo interno útil sugerido es el uso de sistemas laborales por objetivos o de alto desempeño, ya que a través de retos se ha señalado que surge la motivación del trabajador (Cooke et al, 2016;Good et al, 2021).…”

Section: Conclusiones Y Futuras Líneas De Investigaciónunclassified

Resiliencia organizacional: una revisión teórica de literatura

Torres

Limón

2022

estud.gerenc.

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Esta revisión tuvo el objetivo de identificar las teorías que mejor explican la resiliencia organizacional mediante el análisis de la literatura; para ello se recopiló una muestra final de 40 artículos empírico-causales de Web of Science. En estos artículos la resiliencia es una variable relevante y se analizó con base en sus teorías y variables. Los resultados muestran una concentración de estudios en los niveles individual y organizacional en los que prevalecen temáticas como recursos y capacidades, estructuras organizacionales y elementos cognitivos. Se determinó que el precepto más recurrido es la visión basada en recursos, cuya asociación a la resiliencia se describe. Los resultados obtenidos tienen implicación práctica en la gestión de las organizaciones al resaltar la relevancia que tienen los recursos estratégicos tangibles e intangibles.

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“…Promotion is the activity of a seller (personal/company) company (seller) to invite and encourage consumers to be interested in and buy the goods offered or advertised (Keller et al, 2019). There are 4 promotional means, namely a) Advertising (Advertising) such as installing billboards on the road, strategic places or locations, distributing brochures and others, b) Sales promotion (sales promotion), this promotion is carried out to attract customers to immediately buy each product or services offered so that customers are interested in buying, it must be made as attractive as possible, c) Publicity through activities such as exhibitions, social services, and other activities, d) Personal selling, namely sales of products carried out directly by the salesman and/or salesgirl in a door to door way (Good et al, 2021).…”

Section: Theoretical Frameworkmentioning

confidence: 99%

Marketing Endorsement Strategy in Batik Kampus: Islamic Business Ethics Perspective

Adinugraha

2021

scientia

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This research aims to describe the problem of endorsement as a marketing strategy for Batik Kampus Online Shop Buaran Pekalongan from the perspective of Islamic business ethics. The approach used in this research is phenomenology. The research location is in Buaran Pekalongan precisely on Jl. Pelita II, No. 54, Jenggot Gang 4. Sources and data collection techniques in this study using semi-structured interviews, participatory observation, and documentation. Internal validity is done using triangulation, emic and member checking. Data analysis using reduction, display and drawing conclusions. The results of this study concluded that the endorsement marketing strategy carried out by Batik Kampus via Instagram and telegram contained two types of endosers, namely testimonials and celebrity appeal. Endorsement as a Kampus Batik marketing strategy in terms of Islamic Business Ethics as a whole on social media. The products that Batik Kampus promote are not exaggerating and in accordance with Islamic Sharia principles. Products that are traded include products that are polite and cover the body. The use of endorsement as a marketing strategy by Batik Kampus has had a significant positive impact as evidencing by the increased sales turnover and the increase in admins who help him in online business in the market place and proven by the assets owned by Moh. Abdul Ghoni. Kampus Batik services are very fast, friendly and accept dropshipping or packaging which can make it easier for buyers to buy and resell Batik Kampus products to consumers directly.

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Understanding and motivating salesperson resilience

Cited by 23 publications

References 23 publications

Trait mindfulness and cross‐cultural sales performance: The role of perceived cultural distance

Trait mindfulness and cross‐cultural sales performance: The role of perceived cultural distance

Resiliencia organizacional: una revisión teórica de literatura

Marketing Endorsement Strategy in Batik Kampus: Islamic Business Ethics Perspective

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