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Salesperson Improvisation: Antecedents, Performance Outcomes, and Boundary Conditions

Yeboah Banin, A.; Boso, N.; Hultman, M.; Souchon, A.L.; Hughes, P.; Nemkova, E.

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Authors

A. Yeboah Banin

N. Boso

M. Hultman

A.L. Souchon

P. Hughes

E. Nemkova



Abstract

Premised on the idea that not all salesperson behaviors can be pre-scripted and that, increasingly, salespersons must find ways to respond to unexpected but urgent market conditions, this study theorizes the drivers, outcomes and boundary conditions of salesperson improvisation. Using primary data from industrial salespersons, the study examines how perceptions of resource availability and customer demandingness drive salesperson improvisation and condition its sales performance effects. Findings show that higher levels of salesperson improvisation are associated with increased sales performance. Additionally, a heightened perception of resource availability and greater customer demandingness are associated with increases in salesperson improvisation. Furthermore, findings indicate that the salesperson improvisation–sales performance relationship is strengthened when resource availability is greater and when customer demandingness is lower.

Citation

Yeboah Banin, A., Boso, N., Hultman, M., Souchon, A., Hughes, P., & Nemkova, E. (2016). Salesperson Improvisation: Antecedents, Performance Outcomes, and Boundary Conditions. Industrial Marketing Management, 59, 120-130. https://doi.org/10.1016/j.indmarman.2016.02.007

Journal Article Type Article
Acceptance Date Feb 22, 2016
Online Publication Date Mar 2, 2016
Publication Date Nov 1, 2016
Deposit Date Feb 25, 2016
Publicly Available Date Mar 2, 2018
Journal Industrial Marketing Management
Print ISSN 0019-8501
Publisher Elsevier
Peer Reviewed Peer Reviewed
Volume 59
Pages 120-130
DOI https://doi.org/10.1016/j.indmarman.2016.02.007
Public URL https://durham-repository.worktribe.com/output/1418663

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