Antecedents of salespeople's reluctance to sell radically new products

Industrial Marketing Management

Volumn 39, Issue 2, 2010, Pages 308-316

  Kauppila, Olli Pekka ^a   Rajala, Risto ^a   Jyrämä, Annukka ^a  

^a HELSINKI SCHOOL OF ECONOMICS   (Finland)

Author keywords

Control systems; Motivation; New products; Sales management

Indexed keywords

EID: 75749123537     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2008.11.003     Document Type: Article

References (107)

1. Aboulnasr K., Narasimhan O., Blair E., and Chandy R. Competitive response to radical product innovations. Journal of Marketing 74 3 (2008) 94-110
2. Adams J.S. Towards an understanding of inequity. Journal of Abnormal and Social Psychology 67 5 (1963) 422-436
3. Anderson R.E., and Huang W. Empowering salespeople: Personal, managerial, and organizational perspectives. Psychology & Marketing 23 2 (2006) 139-159
4. Anderson E., and Oliver R.L. Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of Marketing 51 4 (1987) 76-88
5. Aselage J., and Eisenberger R. Perceived organizational support and psychological contracts: A theoretical integration. Journal of Organizational Behavior 24 5 (2003) 491-509
6. Atuahene-Gima K. Adoption of new products by the sales force: The construct, research propositions and managerial implications. Journal of Product Innovation Management 14 6 (1997) 498-514
7. Atuahene-Gima K. Resolving the capability-rigidity paradox in new product innovation. Journal of Marketing 69 4 (2005) 61-83
8. Babakus E., Cravens D.W., Grant K., Ingram T.N., and LaForge R.W. Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness. International Journal of Research in Marketing 13 4 (1996) 345-363
9. Bandura A. Self-efficacy: The exercise of control (1997), Freeman, New York
10. Bandura A., and Locke E.A. Negative self-efficacy and goal effects revisited. Journal of Applied Psychology 88 1 (2003) 87-99
11. Barrick M.R., and Mount M.K. The big five personality dimensions and job performance: A meta-analysis. Personnel Psychology 44 1 (1991) 1-26
12. Barrick M.R., and Mount M.K. Yes, personality matters: Moving on to more important matters. Human Performance 18 4 (2005) 359-372
13. Baum J.R., and Locke E.A. The relationship of entrepreneurial traits, skill, and motivation to subsequent venture growth. Journal of Applied Psychology 89 4 (2004) 587-598
14. Bowen D.E., and Ostroff C. Understanding HRM-firm performance linkages: The role of the "strength" of the HRM system. Academy of Management Review 29 2 (2004) 203-221
15. Brooks B.W., and Rose R.L. A contextual model of negotiation orientation. Industrial Marketing Management 33 2 (2004) 125-133
16. Cadsby C.B., Song F., and Tapon F. Sorting and incentive effects of pay for performance: An experimental investigation. Academy of Management Journal 50 2 (2007) 387-405
17. Cameron J., Pierce W.D., Banko K.M., and Gear A. Achievement-based rewards and intrinsic motivation: A test of cognitive mediators. Journal of Educational Psychology 97 4 (2005) 641-655
18. Challagalla G.N., and Shervani T.A. Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction. Journal of Marketing 60 1 (1996) 89-105
19. Chandy R.K., and Tellis G.J. Organizing for radical product innovation: The overlooked role of willingness to cannibalize. Journal of Marketing Research 35 4 (1998) 474-487
20. Collins C.J., and Smith K.G. Knowledge exchange and combination: The role of human resource practices in the performance of high-technology firms. Academy of Management Journal 49 3 (2006) 544-560
21. Coyle-Shapiro J.A.-M., and Conway N. Exchange relationships: Examining psychological contracts and perceived organizational support. Journal of Applied Psychology 90 4 (2005) 774-781
22. Cravens D.W., Ingram T.N., LaForge R.W., and Young C.E. Behavior-based and outcome-based salesforce control systems. Journal of Marketing 57 4 (1993) 47-59
23. Cron W.L., Marshall G.W., Singh J., Spiro R.L., and Sujan H. Salesperson selection, training, and development: Trends, implications, and research opportunities. Journal of Personal Selling & Sales Management 25 2 (2005) 123-136
24. Cropanzano R., Goldman B., and Folger R. Self-interest: Defining and understanding a human motive. Journal of Organizational Behavior 26 8 (2005) 985-991
25. Cropanzano R., Howes J.C., Grandey A.A., and Toth P. The relationship of organizational politics and support to work behaviors, attitudes, and stress. Journal of Organizational Behavior 18 2 (1997) 159-180
26. Dacin P.A., and Brown T.J. Corporate branding, identity, and customer response. Journal of the Academy of Marketing Science 34 2 (2006) 95-98
27. Deci E.L., and Ryan R.M. The "what" and "why" of goal pursuits: Human needs and the self-determination of behavior. Psychological Inquiry 11 4 (2000) 227-268
28. De Dreu C.K.W., Weingart L.R., and Kwon S. Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology 78 5 (2000) 889-905
29. Dubinsky A.J., and Skinner S.J. Going the extra mile: Antecedents of salespeople's discretionary effort. Industrial Marketing Management 31 7 (2002) 589-598
30. Eisenberger R., Huntington R., Hutchison S., and Sowa D. Perceived organizational support. Journal of Applied Psychology 71 3 (1986) 500-507
31. Eisenberger R., and Rhoades L. Incremental effects of reward on creativity. Journal of Personality and Social Psychology 81 4 (2001) 728-741
32. Eisenberger R., Rhoades L., and Cameron J. Does pay for performance increase or decrease perceived self-determination and intrinsic motivation?. Journal of Personality and Social Psychology 77 5 (1999) 1026-1040
33. Faems D., Van Looy B., and Debackere K. Interorganizational collaboration and innovation: Toward a portfolio approach. Journal of Product Innovation Management 22 3 (2005) 238-250
34. Floyd S.W., and Lane P.J. Strategizing throughout the organization: Management role conflict in strategic renewal. Academy of Management Review 25 1 (2000) 154-177
35. Gagné M., and Deci E.L. Self-determination theory and work motivation. Journal of Organizational Behavior 26 4 (2005) 331-362
36. Gibson C.B., and Birkinshaw J. The antecedents, consequences, and mediating role of organizational ambidexterity. Academy of Management Journal 47 2 (2004) 209-226
37. Gilbert C.G. Change in the presence of residual fit: Can competing frames coexist?. Organization Science 17 1 (2006) 150-167
38. Gist M.E., and Mitchell T.R. Self-efficacy: A theoretical analysis of its determinants and malleability. Academy of Management Review 17 2 (1992) 183-211
39. Harter J.K., Schmidt F.L., and Hayes T.L. Business-unit-level relationship between employee satisfaction, employee engagement, and business outcomes: A meta-analysis. Journal of Applied Psychology 87 2 (2002) 268-279
40. Hoffman B.J., Blair C.A., Meriac J.P., and Woehr D.J. Explaining the criterion domain? A quantitative review of the OCB literature. Journal of Applied Psychology 92 2 (2007) 555-566
41. Hurley R.F. Managing change: An ethnographic approach to developing research propositions and understanding change in sales organizations. Journal of Personal Selling & Sales Management 18 3 (1998) 57-71
42. Jaworski B.J., and Kohli A.K. Supervisory feedback: Alternative types and their impact on salespeople's performance and satisfaction. Journal of Marketing Research 28 2 (1991) 190-201
43. Jaworski B.J., and Kohli A.K. Market orientation: Antecedents and consequences. Journal of Marketing 57 3 (1993) 53-70
44. Jelinek R., and Ahearne M. The ABC's of ACB: Unveiling a clear and present danger in the sales force. Industrial Marketing Management 35 4 (2006) 457-467
45. Jerez-Gómez P., Céspedes-Lorente J., and Valle-Cabrera R. Organizational learning and compensation strategies: Evidence from the Spanish chemical industry. Human Resource Management 44 3 (2005) 279-299
46. Joseph K., and Kalwani M.U. The role of bonus pay in salesforce compensation plans. Industrial Marketing Management 27 2 (1998) 147-159
47. Judge T.A., and Ilies R. Relationship of personality to performance motivation: A meta-analytic review. Journal of Applied Psychology 87 4 (2002) 797-807
48. Judge T.A., Thoresen C.J., Bono J.E., and Patton G.K. The job satisfaction-job performance relationship: A qualitative and quantitative review. Psychological Bulletin 127 3 (2001) 376-407
49. Kaplan S., and Henderson R. Inertia and incentives: Bridging organizational economics and organizational theory. Organization Science 16 5 (2005) 509-521
50. Kehr H.M. Integrating implicit motives, explicit motives, and perceived abilities: The compensatory model of work motivation and volition. Academy of Management Review 29 3 (2004) 479-499
51. Kuvaas B. Work performance, affective commitment, and work motivation: The roles of pay administration and pay level. Journal of Organizational Behavior 27 3 (2006) 365-385
52. Leonard-Barton D. Core capabilities and core rigidities: A paradox in managing new product development. Strategic Management Journal 13 5 (1992) 111-125
53. Levinthal D.A., and March J.G. The myopia of learning. Strategic Management Journal 14 8 (1993) 95-112
54. Locke E.A., and Latham G.P. A theory of goal setting & task performance (1990), Prentice Hall, Englewood Cliffs
55. Locke E.A., and Latham G.P. Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. American Psychologist 57 9 (2002) 705-717
56. Locke E.A., and Latham G.P. What should we do about motivation theory? Six recommendations for the twenty-first century. Academy of Management Review 29 3 (2004) 388-403
57. MacKenzie S.B., Podsakoff P.M., and Ahearne M. Some possible antecedents and consequences of in-role and extra-role salesperson performance. Journal of Marketing 62 3 (1998) 87-98
58. MacKenzie S.B., Podsakoff P.M., and Rich G.A. Transformational and transactional leadership and salesperson performance. Journal of the Academy of Marketing Science 29 2 (2001) 115-134
59. Maner J.K., and Gerend M.A. Motivationally selective risk judgments: Do fear and curiosity boost the boons or the banes?. Organizational Behavior and Human Decision Processes 103 2 (2007) 256-267
60. March J.G. Rationality, foolishness, and adaptive intelligence. Strategic Management Journal 27 3 (2006) 201-214
61. Meglino B.M., and Korsgaard A. Considering rational self-interest as a disposition: Organizational implications of other orientation. Journal of Applied Psychology 89 6 (2004) 946-959
62. Menguc, B., & Auh, S. (2008). The asymmetric moderating role of market orientation on the ambidexterity-firm performance relationship for prospectors and defenders. Industrial Marketing Management, 37(4), 455-470.
63. Meyer J.P., Becker T.E., and Vandenberghe C. Employee commitment and motivation: A conceptual analysis and integrative model. Journal of Applied Psychology 89 6 (2004) 991-1007
64. Meyer J.P., and Herscovitch L. Commitment in the workplace: Toward a general model. Human Resource Management Review 11 3 (2001) 299-326
65. Meyer J.P., Paunonen S.V., Gellatly I.R., Goffin R.D., and Jackson D.N. Organizational commitment and job performance: It's the nature of the commitment that counts. Journal of Applied Psychology 74 1 (1989) 152-156
66. Miao C.F., and Evans K.R. The impact of salesperson motivation on role perceptions and job performance-A cognitive and affective perspective. Journal of Personal Selling & Sales Management 27 1 (2007) 89-101
67. Miner J.B. The rated importance, scientific validity, and practical usefulness of organizational behavior theories: A quantitative review. Academy of Management Learning and Education 2 3 (2003) 250-268
68. Moncrief W.C., and Marshall G.W. The evolution of the seven steps of selling. Industrial Marketing Management 34 1 (2005) 13-22
69. Mowen J.C., Harris E.G., and Bone S.A. Personality traits and fear response to print advertisements: Theory and an empirical study. Psychology & Marketing 21 11 (2004) 927-943
70. Nygaard A., and Dahlstrom R. Role stress and effectiveness in horizontal alliances. Journal of Marketing 66 2 (2002) 61-82
71. Öhman A., and Mineka S. Fears, phobias, and preparedness: Toward an evolved module of fear and fear learning. Psychological Review 108 3 (2001) 483-522
72. Oliver R., and Anderson E. An empirical test of the consequences of behavior- and outcome-based sales control systems. Journal of Marketing 58 4 (1994) 53-67
73. Oliver R.L., and Anderson E. Behavior- and outcome-based sales control systems: Evidence and consequences of pure-form and hybrid governance. Journal of Personal Selling & Sales Management 15 4 (1995) 1-15
74. Organ D.W., and Ryan K. A meta-analytic review of attitudinal and dispositional predictors of organizational citizenship behavior. Personnel Psychology 48 4 (1995) 775-802
75. Ostroff C. The relationship between satisfaction, attitudes, and performance: An organizational level analysis. Journal of Applied Psychology 77 6 (1992) 963-974
76. Peterson S.J., and Luthans F. The impact of financial and nonfinancial incentives on business-unit outcomes over time. Journal of Applied Psychology 91 1 (2006) 156-165
77. Pfeffer J. Changing mental models: HR's most important task. Human Resource Management 44 2 (2005) 123-128
78. Piercy, N.F., Cravens, D.W., & Lane, N. (in press). Sales management control level and competencies: antecedents and consequences. Industrial Marketing Management. doi:10.1016/j.indmarman.2008.03.002.
79. Podsakoff P.M., and MacKenzie S.B. Impact of organizational citizenship behavior on organizational performance: A review and suggestions for future research. Human Performance 10 2 (1997) 133-151
80. Ramaswami S.N., and Singh J. Antecedents and consequences of merit pay fairness for industrial salespeople. Journal of Marketing 67 4 (2003) 46-66
81. Ramsey R.P., and Sohi R.S. Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes. Journal of the Academy of Marketing Science 25 2 (1997) 127-137
82. Rizzo J.R., House R.J., and Lirtzman S.I. Role conflict and ambiguity in complex organizations. Administrative Science Quarterly 15 2 (1970) 150-163
83. Ryan R.M., and Deci E.L. Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. American Psychologist 55 1 (2000) 68-78
84. Schyns B., and von Collani G. A new occupational self-efficacy scale and its relation to personality constructs and organizational variables. European Journal of Work and Organizational Psychology 11 2 (2002) 219-224
85. Sheremata W.A. Centrifugal and centripetal forces in radical new product development under time pressure. Academy of Management Review 25 2 (2000) 389-408
86. Simon H.A. Altruism and economics. American Economic Review 83 2 (1993) 156-161
87. Sinclair R.R., Tucker J.S., Cullen J.C., and Wright C. Performance differences among four organizational commitment profiles. Journal of Applied Psychology 90 6 (2005) 1280-1287
88. Smith C.A., Organ D.W., and Near J.P. Organizational citizenship behavior: Its nature and antecedents. Journal of Applied Psychology 68 4 (1983) 653-663
89. Speier C., and Venkatesh V. The hidden minefields in the adoption of sales force automation technologies. Journal of Marketing 66 3 (2002) 98-111
90. Stajkovic A.D., and Luthans F. Self-efficacy and work-related performance: A meta-analysis. Psychological Bulletin 124 2 (1998) 240-261
91. Stajkovic A.D., and Luthans F. Behavioral management and task performance in organizations: Conceptual background, meta-analysis, and test of alternative models. Personnel Psychology 56 1 (2003) 155-194
92. Stanko M.A., Bonner J.M., and Calantone R.J. Building commitment in buyer-seller relationships: A tie strength perspective. Industrial Marketing Management 36 8 (2007) 1094-1103
93. Stewart G.L. Reward structure as a moderator of the relationship between extraversion and sales performance. Journal of Applied Psychology 81 6 (1996) 619-627
94. Sujan H., Weitz B.A., and Kumar N. Learning orientation, working smart, and effective selling. Journal of Marketing 58 3 (1994) 39-52
95. Susskind A.M., Kacmar K.M., and Borchgrevink C.P. Customer service providers' attitudes relating to customer service and customer satisfaction in the customer-server exchange. Journal of Applied Psychology 88 1 (2003) 179-187
96. Tierney P., and Farmer S.M. Creative self-efficacy: Its potential antecedent and relationship to creative performance. Academy of Management Journal 45 6 (2002) 1137-1148
97. Tsui A.S., Pearce J.L., Porter L.W., and Tripoli A.M. Alternative approaches to the employee-organization relationship: Does investment in employees pay off?. Academy of Management Journal 40 5 (1997) 1089-1121
98. Tushman M.L., and O'Reilly C.A. Ambidextrous organizations: Managing evolutionary and revolutionary change. California Management Review 38 4 (1996) 8-30
99. Van Riel C.B.M., and Balmer J.M.T. Corporate identity: The concept, its measurement and management. European Journal of Marketing 31 5/6 (1997) 340-355
100. Van Yperen N.W., and Hagedoorn M. Do high job demands increase intrinsic motivation or fatigue or both? The role of job control and job social support. Academy of Management Journal 46 3 (2003) 339-348
101. Verbeke W., and Bagozzi R.P. Sales call anxiety: Exploring what it means when fear rules a sales encounter. Journal of Marketing 64 3 (2000) 88-101
102. Verbeke W., and Bagozzi R.P. A situational analysis on how salespeople experience and cope with shame and embarrassment. Psychology & Marketing 19 9 (2002) 713-741
103. Vroom V.H. Work and motivation (1964), Wiley, New York
104. Wieseke J., Homburg C., and Lee N. Understanding the adoption of new brands through salespeople: A multilevel framework. Journal of the Academy of Marketing Science 36 2 (2008) 278-291
105. Williams B.C., and Plouffe C.R. Assessing the evolution of sales knowledge: A 20-year content analysis. Industrial Marketing Management 36 4 (2007) 408-419
106. Wood R., and Bandura A. Impact of conceptions of ability on self-regulatory mechanisms and complex decision making. Journal of Personality and Social Psychology 56 3 (1989) 407-415
107. Yun S., Takeuchi R., and Liu W. Employee self-enhancement motives and job performance behaviors: Investigating the moderating effects of employee role ambiguity and managerial perceptions of employee commitment. Journal of Applied Psychology 92 3 (2007) 745-756