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A Model of Salespeople's Training Attitudes and Related Outcomes (open access)

A Model of Salespeople's Training Attitudes and Related Outcomes

Today many selling organizations are reexamining and revising their philosophy for managing salespeople because of increase costs of hiring and maintaining a sales force. More than everm management is looking for ways to assist salespeople in becoming more productive and effective faster. One avenue for enhancing salespersons' performance is through improved sales training practices. improved sales training practices should help salespeople view training, and how sales training transcends to the job environment. Considering the need for greater understanding concerning salespeople's perceptions of sales training and assuming the influence of those perceptions on job performance and other outcomes, this study develops and executes an analysis of several proposed relationships among personal characteristics, job related characteristics, perceived training needs, sales training variables, and related outcomes. The program of research identifies and evaluates salespeople's attitudes toward sales training and specifies influences of those training perceptions on salesperson' behaviors and general attitudes. As well, a relationship between salespeople's transfer of training materials, their use, and individual performance are evaluated.
Date: August 1999
Creator: Wilson, Phillip H.
System: The UNT Digital Library
Modeling the "Make-or-Buy" Logistics Decision: An Empirical Analysis of the Logistic Decision Drivers for Suppliers and Manufacturers in Vendor Managed Inventory Relationships (open access)

Modeling the "Make-or-Buy" Logistics Decision: An Empirical Analysis of the Logistic Decision Drivers for Suppliers and Manufacturers in Vendor Managed Inventory Relationships

Managing the movement of components and products from suppliers to customers and ultimately to end-users is undergoing rapid changes. Supply chain management has increasingly gained attention as companies have sought to reduce costs and improve service performance in a quest for gaining an advantage on the competition.
Date: August 1999
Creator: Ricketts, Philip M.
System: The UNT Digital Library
Perceptions of Work Group and Managerial Behaviors as Antecedents of a Salesperson's Commitment, Performance, and Turnover (open access)

Perceptions of Work Group and Managerial Behaviors as Antecedents of a Salesperson's Commitment, Performance, and Turnover

Theoretically grounded and empirically testable conceptualizations that offer alternative explanations regarding sales force performance and turnover can: (a) enhance understanding regarding these pivotal outcomes, and (b) augment an organization's capability to increase sales and decrease turnover. The study advances one such explanation by conceptualizing and testing a perceptual model that links a salesperson's psychological climate dimensions to organizational commitment, performance, and turnover. The framework the study proposes respecifies the leadership and work group dimensions of psychological climate into four distinct perceptions (i.e., a salesperson's perceptions regarding the behaviors of work group, sales manager, senior management, and non sales employees in the organization). These climate dimensions are posited to influence positively a salesperson's organizational commitment which consequently influences positively the salesperson's effort and intention to stay with the organization. The proposed outcomes of organizational commitment result in increased performance and decreased turnover. Success beliefs and perceived behavioral control are posited to moderate the relationship between the salesperson's organizational commitment and effort. The study tests the hypothesized relationships on a sample of salespersons belonging to a telecommunications organization utilizing path and hierarchical regression analyses.
Date: August 1999
Creator: Gulati, Rajesh, 1964-
System: The UNT Digital Library
Continuity Expectations in Vertical Marketing Systems: a Dyadic Perspective of Domestic and International Franchising (open access)

Continuity Expectations in Vertical Marketing Systems: a Dyadic Perspective of Domestic and International Franchising

An emerging paradigm shift in the marketing discipline has prompted renewed research interest in the nature and scope of exchange. A common theme in the research to date is a departure from the traditional transactional orientation to a relational perspective of exchange. The relational emphasis is particularly germane to contractual Vertical Marketing Systems (VMS) where the emphasis is on long-term, mutually beneficial interaction between various channel members. The franchisor-franchisee relationship, a type of contractual VMS, is governed by norms that impact system efficiency and effectiveness. Despite the unprecedented growth of international franchising systems in the marketplace, a paucity of empirical attention has focused on cross-national franchisor-franchisee relationships. With many U.S.-based business format franchisors penetrating foreign markets, the primary purpose of the dissertation is to provide insights into tools which franchisors, and franchisees can use during the evolution of the exchange relationship. To identify differences across geographic boundaries, the dissertation simultaneously studies domestic and cross-border franchisor-franchisee relationships.
Date: May 1999
Creator: Mehta, Sanjay S. (Sanjay Subhash)
System: The UNT Digital Library