Proactive behavior and industrial salesforce performance

Industrial Marketing Management

Volumn 31, Issue 8, 2002, Pages 639-644

  Pitt, Leyland F ^a   Ewing, Michael T ^b   Berthon, Pierre R ^c  

^a CURTIN UNIVERSITY   (Australia)

^b MONASH UNIVERSITY   (Australia)

^c BENTLEY COLLEGE   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0036837202     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(01)00171-7     Document Type: Article

References (35)

1. Crant JM. The proactive personality scale and objective job performance among real estate agents. J Appl Psychol 1995;80(4):532-7.
2. Bonoma TV, Bagozzi R, Zaltman G. The dyadic paradigm with specific application toward industrial marketing. Organizational buying behavior. Chicago, IL: American Marketing Association, 1978. p. 49-66.
3. McMurry RN. The mystique of super-salesmanship. Harv Bus Rev 1961;113 22 (March-April).
4. Swan JE, Rink DR, Kiser GE, Martin WS. Industrial buyer image of the saleswoman. J Mark 1984;48:110-6 (Winter).
5. Mayer D, Greenberg HM. What makes a good salesman? Harv Bus Rev 1964;119-25 (July-August).
6. Churchill GA, Ford NM, Hartley SW, Walker OC. The determinants of salesperson performance: a meta-analysis. J Mark Res 1985;22: 103-18 (May).
7. Covin JG, Slevin DP. Strategic management of small firms in hostile and benign environments. Strategic Manage J 1989;10:75-88 (January).
8. Ginsberg A. Measuring changes in entrepreneurial orientation following industry deregulation: the development of a diagnostic instrument. In: Roberts GB, editor. Proceedings: discovering entrepreneurship. Marietta, GA: U.S. Affiliate of the International Council for Small Business, 1985. p. 16-25.
9. Miles MP, Arnold DR, Nash HW. Adaptive communication: the adoption of the seller's interpersonal style to the stage of the dyad's relationship and the buyer's communication style. J Pers Selling Sales Manage 1990;10(1):21-8 (Winter).
10. Morris MH, Paul GW. The relationship between entrepreneurship and marketing in established firms. J Bus Ventur 1987;2:247-59.
11. Miller D, Friesen PH. Innovation in conservative and entrepreneurial firms: two models of strategic momentum. Strategic Manage J 1983;3:1-25.
12. Miller D. Strategy making and structure: analysis and implications for performance. Acad Manage J 1987;30(1):7-32.
13. Collins O, Moore D. The organization makers. New York, NY: Appleton-Century-Crofts, 1970.
14. Mintzberg H. Strategy making in three modes. Calif Manage Rev 1973;16(3):44-58.
15. Zeithaml V, Zeithaml C. Environmental management: revising the marketing perspective. J Mark 1984;48:46-53.
16. Venkatraman N. Strategic orientation of business enterprises: the construct, dimensionality, and measurement. Manage Sci 1989;35(8): 942-62 (August).
17. Miles RE, Snow CC. Organizational strategy, structure, and process. New York, NY: McGraw-Hill, 1978.
18. Bandura A. Social learning theory. Englewood Cliffs, NJ: Prentice-Hall, 1977.
19. Schneider B. Interactional psychology and organizational behavior. In: Cummings L, Staw B, editors. Research in organizational behavior, vol. 5. Greenwich, CT: JAI Press, 1983. p. 1-31.
20. Bateman TS, Crant JM. The proactive component of organizational behavior: a measure and correlates. J Organ Behav 1993;14(2):103-18 (March).
21. Buss DM. Selection, evocation, and manipulation. J Pers Soc Psychol 1987;53:1214-21.
22. Bowers KS. Situationism in psychology: an analysis and critique. Psychol Bull 1973;80:307-36.
23. Lazarus R. Stress, appraisal and coping. New York, NY: Springer, 1984.
24. Scarr S, McCartney K. How people make their own environments: a theory of genotype environmental effects. Child Dev 1983;54: 424-35.
25. Cronbach LJ. Coefficient alpha and the internal structure of tests. Psychometrika 1951;16(3):297-333 (September).
26. Dess GG, Robinson RB. Measuring organizational performance in the absence of objective measures: the case of the privately-held firm and conglomerate business unit. Strategic Manage J 1984;5:265-73 (Jul-Sep).
27. Pearce JA, Robbins DK, Robinson RB. The impact of grand strategy and planning formality on financial performance. Strategic Manage J 1987;8:125-34 (Mar-Apr).
28. Sujan H, Sujan M, Bettman JR. Knowledge structure differences between more effective and less effective business-to-business salespeople. J Mark Res 1988;25:81-6 (February).
29. Landy FJ, Farr JL. Performance rating. Psychol Bull 1980;87(1): 72-107.
30. Nunnally JC, Bernstein IH. Psychometric theory. 3rd ed. New York, NY: McGraw-Hill, 1994.
31. Afifi AA, Clark V. Computer-aided multivariate analysis. Belmont, CA: Lifetime Learning Publications, 1984.
32. Walker SH, Duncan DB. Estimation of the probability of an event as a function of several independent variables. Biometrika 1967;54: 167-79.
33. Saxe R, Weitz BA. The SOCO scale: a measure of the customer orientation of business-to-business salespeople. J Mark Res 1982;19: 343-51 (August).
34. Hoffman KD, Ingram TN. Creating customer-oriented employees: the case in home health care. J Health Care Mark 1991;11(2):24-32 (June).
35. Brown G, Widing RE, Coulter RL. Customer evaluation of retail business-to-business salespeople utilizing the SOCO scale: a replication, extension and application. J Acad Mark Sci 1991;19(4):347-51 (Fall).