Journal of the Academy of Marketing Science

, Volume 39, Issue 5, pp 664–682 | Cite as

When salespeople develop negative headquarters stereotypes: performance effects and managerial remedies

  • Christian Homburg
  • Jan Wieseke
  • Bryan A. Lukas
  • Sven Mikolon
Original Empirical Research

Abstract

This study examines the performance implications that organizations may suffer when their salespeople develop negative stereotypes of their corporate headquarters. How such stereotypes can be remedied through managerial action is also examined. The study draws on matched data from four different sources: sales managers, salespeople, customers, and company reports. Findings indicate that negative headquarters stereotypes among salespeople are associated with poor marketing-related performance across a range of outcomes, including salespeople’s adherence to corporate strategy, their customer orientation, and their sales performance. Findings also show that negative headquarters stereotypes can be remedied through managerial action, but more so at the corporate management level than at the sales unit level.

Keywords

Stereotypes Salespeople Sales management Corporate headquarters Customer orientation 

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Copyright information

© Academy of Marketing Science 2010

Authors and Affiliations

  • Christian Homburg
    • 1
    • 2
  • Jan Wieseke
    • 3
  • Bryan A. Lukas
    • 2
  • Sven Mikolon
    • 3
  1. 1.University of MannheimMannheimGermany
  2. 2.Department of Management and MarketingUniversity of MelbourneMelbourneAustralia
  3. 3.Ruhr-University of BochumBochumGermany

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