Abstract
This paper provides a theoretical framework for using personal values as a major construct in explaining salesperson’s performance. It suggests that the salesperson’s value system serves as a framework for choosing among alternative modes of behavior and end-states. Individual differences in the salience of the salesperson's value structures account for differences in motivation to carry out a particular sales behavior.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Y. Apasu, The Role of Personal Values in the Explanation of Salespersons Performance, Satisfaction and Propensity to Quit, unpublished doctoral dissertation, University of Southern California, Los Angeles (1982).
M. R. Baehr and G. B. Williams, "Prediction of Sales Success from Factorially Determined Dimensions of Personal Background Data," Journal of Applied Psychology, 52 (1968) 98-103.
R. P. Bagozzi, Toward a General Theory for the Explanation of the Performance of Salespeople, unpublished Ph.D. dissertation, Northwestern Graduate School of Management, Evanston (1976).
K. Baier and N. Rescher, Values and the Future (New York: The Free Press, 1969).
J. A. Belasco, "The Salesman’s Role Revisited," Journal of Marketing, 30 (April, 1966) 6-11.
N. Capon, "Towards a Theory of the Personal Selling Process," in R. P. Bagozzi (Ed.), Sales Management: New Developments from Behavioral and Decision Model Research (Cambridge: Marketing Science Institute, April, 1978).
C. J. Clawson and D. E. Vinson, "Human Values: A Historical and Interdisciplinary Analysis," in K. Hunt (Ed.), Advances in Consumer Research (Atlanta: Association for Consumer Research, 1977).
J. C. Cotham, III, "Using Personal History Information in Retail Salesman Selection," Journal of Retailing, 45 (Summer, 1969) 31-38.
D. W. Cravens and R. Woodruff, "An Approach for Determining Criteria of Sales Performance," Journal of Applied Psychology, 57 (1973) 240-247.
C. L. French, "Correlates of Success in Retailing Selling," American Journal of Sociology, 66 (1960) 128-134.
P. E. Green and D. S. Tull, Research for Marketing Decisions. 4th ed. (Englewood Cliffs, New Jersey: Prentice-Hall, Inc., 1978).
J. Gutman and D. E. Vinson, "Value Structures and Consumer Behavior," in W. L. Wilke (Ed.), Advances in Consumer Research, (Miami: Association for Consumer Research, 1978).
C. Kluckhohn, "Values and Value Orientations in Theory of Action: An Explanation in Definition and Classification," in T. Parsons and E. Shills (Eds.), Toward A General Theory of Action (Cambridge, Massachusetts: Harvard University Press, 1951).
L. M. Lamont and W. J. Lundstrom, "Identifying Successful Industrial Salesmen by Personality and Personal Characteristics," Journal of Marketing Research, 14 (November, 1977) 517-529.
R. Likert, "New Patterns in Sales Management," in M. A. Warshaw (Ed.), Changing Perspectives in Marketing: Sixth Annual Conference on Marketing Management (Ann Arbor, Michigan: Bureau of Business Research, 1962).
R. J. Lutz, "An Experimental Investigation of Causal Relations Among Cognitions, Affect, and Behavioral Intention," Journal of Consumer Research, 3 (March, 1977) 197-208.
A. H. Maslow, New Knowledge in Human Values (New York: Harper and Row, 1959).
J. B. Miner, "Personality and Ability Factors in Sales Performance," Journal of Applied Psychology, 46 (February, 1962) 6-13.
J. M. Munson and S. H. Mclntyre, "Personal Values: A Cross Cultural Assessment of Self Values and Values Attributed to a Distant Cultural Stereotype," in H. K. Hunt (Ed.), Advances in Consumer Research, (Association for Consumer Research, 1978).
J. M. Munson and S. H. Mclntyre, "Developing Practical Procedures for the Measurement of Personal Values in Cross-Cultural Marketing," Journal of Marketing Research, 16 (1979) 48-52.
R. W. Olshavsky, "Customer-Salesman Interaction in Appliance Retailing," Journal of Marketing Research (May, 1973) 208-212.
H. O. Pruden, "Interorganizational Conflict, Linkage and Exchange: A Study of Industrial Salesmen," Academy of Management Journal, 12 (1969) 339-350.
T. J. Reynolds and J. P. Jolly, "Measuring Personal Values: An Evaluation of Alternative Methods," Journal of Marketing Research, 17 (1980) 531-536.
M. Rokeach, The Nature of Human Values (New York: The Free Press, 1973).
J. I. Taylor and A. G. Woodside, Exchange Behavior Among Life Insurance Selling and Buying Centers in Field Settings, Center paper #72, (Center for Marketing Studies: University of South Carolina, 1978).
W. W. Thompson and J. U. McNeal, "Sales Planning and Control Using Absorbing Markov Chains," Journal of Marketing Research, 45 (February, 1967) 62-65.
A. Toffler, "Value Impact Forecaster - A Profession of the Future," in K. Baier and N. Rescher (Eds.), Values and the Future (New York: The Free Press, 1969).
H. L. Tosi, "The Effect of Expectation Levels and Role Concensus on the Buyer-seller Dyad," The Journal of Business, 39 (October, 1966) 516-529.
J. O. Vance, "The New Salesman," Sales Management, 87 (December 15, 1963) 139-143.
D. E. Vinson and J. M. Munson, "Personal Values: An Approach to Market Segmentation," in K. L. Bernhardt (Ed.), Marketing: 1776-1976 and Beyond (Chicago: American Marketing Association, 1977) 313-317.
— and M. Nakanishi, "An Investigation of the Rokeach Value Survey for Consumer Research Applications," in W. O. Perreault (Ed.), Advances in Consumer Research (Atlanta: Association for Consumer Research, 1977).
O. C. Walker, Jr., G. A. Churchill, Jr., and N. M. Ford, "Organizational Determinants of the Industrial Salesman’s Role Conflict and Ambiguity," Journal of Marketing Research, 39 (January, 1975) 32-39.
—, "Motivation and Performance in Indus-trial Selling: Existing Knowledge and Needed Research," Journal of Marketing Research (May, 1977) 156-168.
—, "Where Do We Go From Here? Selected Conceptual and Empirical Issues Concerning the Motivation and Performance of the Industrial Salesforce," in G. Albaum and G. A. Churchill, Jr. (Eds.), Critical Issues in Sales Management: State-of-the-Art and Future Needs (Eugene: University of Oregon, 1979).
B. A. Weitz, "The Relationship between Salesperson’s Performance and Understanding of Customer Decision Making," Journal of Marketing Research, 15 (November, 1978) 501-516.
—, "A Critical Review of Personal Selling Research: The Need for Contingency Approaches," in G. Albaum and G. A. Churchill, Jr., (Eds.), Critical Issues in Sales Management: State-of-the-Art and Future Research Needs (Eugene: University of Oregon, 1979).
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Academy of Marketing Science
About this paper
Cite this paper
Apasu, Y., Buatsi, S.N. (2015). Personal Values and the Salesperson’s Performance: A Theoretical Perspective. In: Rogers III, J., Lamb, Jr., C. (eds) Proceedings of the 1983 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16937-8_73
Download citation
DOI: https://doi.org/10.1007/978-3-319-16937-8_73
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16936-1
Online ISBN: 978-3-319-16937-8
eBook Packages: Business and EconomicsBusiness and Management (R0)