Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers?
It has been 25 years since the publication of a comprehensive review of the full spectrum of sales-performance drivers. This study takes stock of the contemporary field and synthesizes empirical evidence from the period 1982-2008. The authors revise the classification scheme for sales performance determinants devised by Walker et al. (1977) and estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales performance relationships. Based on multivariate causal model analysis, the results make two major observations: (1) Five sub-categories demonstrate significant relationships with sales performance: selling-related knowledge (β =.28), degree of adaptiveness (β =.27), role ambiguity (β = -.25), cognitive aptitude (β =.23) and work engagement (β =.23). (2) These sub-categories are moderated by measurement method, research context, and sales-type variables. The authors identify managerial implications of the results and offer suggestions for further research, including the conjecture that as the world is moving toward a knowledge-intensive economy, salespeople could be functioning as knowledge-brokers. The results seem to back this supposition and indicate how it might inspire future research in the field of personal selling.
|Keywords||Knowledge-brokering, Knowledge-economy, Meta-analysis, Sales performance, Salespeople|
|Persistent URL||dx.doi.org/10.1007/s11747-010-0211-8, hdl.handle.net/1765/26417|
|Series||ERIM Top-Core Articles|
|Journal||Journal of the Academy of Marketing Science|
Verbeke, W.J.M.I, Dietz, H.M.S, & Verwaal, E. (2011). Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers?. Journal of the Academy of Marketing Science, 39(3), 407–428. doi:10.1007/s11747-010-0211-8