RT Journal Article
T1 The direct effect of B2B sellers' skills on relative and absolute sales performance: a dual measurement approach
A1 Rodríguez, Rocío
A1 Høgevold, Nils M.
A1 Otero Neira, Maria Del Carmen
A1 Svensson, Göran
K1 5311.10 Dirección de Ventas
K1 5311 Organización y Dirección de Empresas
K1 53 Ciencias Económicas
AB Purpose              The purpose of this paper is to test the direct effect of B2B sellers' skills on relative and absolute sales performance.                                      Design/methodology/approach              Based on a questionnaire survey and deductive approach. A total of 236 useable questionnaires out of 315 are returned, generating a response rate of 74.9%.                                      Findings              Only one out of twelve hypothesized relationships in the research model of the direct effect of B2B sellers' skills on relative and absolute sales performance turned out to be significant.                                      Research limitations/implications              Indicate that the researchers’ current understanding of the effect of sales performance indicators on sales performance, based on B2B sellers' skills, is narrow and simplistic.                                      Practical implications              Results indicate that there are skills other than the tested ones (i.e. interpersonal, adaptiveness and selling-related knowledge), that can have direct effects on B2B sellers' relative and absolute sales performance.                                      Originality/value              Sheds light on the ambiguous direct effect of B2B sellers' skills on sales performance and the almost non-existent direct effect on B2B sellers' relative and absolute sales performance.
PB Journal of Organizational Change Management
SN 09534814
YR 2022
FD 2022-08-25
LK http://hdl.handle.net/11093/6772
UL http://hdl.handle.net/11093/6772
LA eng
NO Journal of Organizational Change Management, 36(1): 64-85 (2022)
DS Investigo
RD 18-sep-2024