Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation
Abstract The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales inter...
Ausführliche Beschreibung
Gespeichert in:
| Autor*in: |
Dixon, Andrea L. [verfasserIn] |
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| Format: |
Artikel |
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| Sprache: |
Englisch |
| Erschienen: |
2003 |
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| Schlagwörter: |
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| Anmerkung: |
© Academy of Marketing Science 2003 |
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| Übergeordnetes Werk: |
Enthalten in: Journal of the Academy of Marketing Science - Springer-Verlag, 1973, 31(2003), 4 vom: Sept., Seite 459-467 |
|---|---|
| Übergeordnetes Werk: |
volume:31 ; year:2003 ; number:4 ; month:09 ; pages:459-467 |
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| DOI / URN: |
10.1177/0092070303255473 |
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OLC2060593247 |
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| 520 | |a Abstract The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. | ||
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10.1177/0092070303255473 doi (DE-627)OLC2060593247 (DE-He213)0092070303255473-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Dixon, Andrea L. verfasserin aut Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation 2003 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 2003 Abstract The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. selling sales management attributions failure inexperienced sales representatives Spiro, Rosann L. aut Forbes, Lukas P. aut Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 31(2003), 4 vom: Sept., Seite 459-467 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:31 year:2003 number:4 month:09 pages:459-467 https://doi.org/10.1177/0092070303255473 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_20 GBV_ILN_24 GBV_ILN_26 GBV_ILN_62 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4126 GBV_ILN_4310 GBV_ILN_4311 AR 31 2003 4 09 459-467 |
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10.1177/0092070303255473 doi (DE-627)OLC2060593247 (DE-He213)0092070303255473-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Dixon, Andrea L. verfasserin aut Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation 2003 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 2003 Abstract The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. selling sales management attributions failure inexperienced sales representatives Spiro, Rosann L. aut Forbes, Lukas P. aut Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 31(2003), 4 vom: Sept., Seite 459-467 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:31 year:2003 number:4 month:09 pages:459-467 https://doi.org/10.1177/0092070303255473 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_20 GBV_ILN_24 GBV_ILN_26 GBV_ILN_62 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4126 GBV_ILN_4310 GBV_ILN_4311 AR 31 2003 4 09 459-467 |
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10.1177/0092070303255473 doi (DE-627)OLC2060593247 (DE-He213)0092070303255473-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Dixon, Andrea L. verfasserin aut Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation 2003 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 2003 Abstract The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. selling sales management attributions failure inexperienced sales representatives Spiro, Rosann L. aut Forbes, Lukas P. aut Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 31(2003), 4 vom: Sept., Seite 459-467 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:31 year:2003 number:4 month:09 pages:459-467 https://doi.org/10.1177/0092070303255473 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_20 GBV_ILN_24 GBV_ILN_26 GBV_ILN_62 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4126 GBV_ILN_4310 GBV_ILN_4311 AR 31 2003 4 09 459-467 |
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Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation |
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Abstract The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. © Academy of Marketing Science 2003 |
| abstractGer |
Abstract The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. © Academy of Marketing Science 2003 |
| abstract_unstemmed |
Abstract The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. © Academy of Marketing Science 2003 |
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Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation |
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Spiro, Rosann L. Forbes, Lukas P. |
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