Abstract
Research in the area of salesperson performance has failed to establish critical theoretical foundations for testing and predicting salesperson success. Many researchers have attempted to generalize results over all categories of salespeople without consideration of those tasks and traits crucial to success in specific categories of sales employment. A theoretical framework is proposed to guide future research toward an elimination of these shortcomings. Development of a job analysis, application of socio-analytic theory and behavioral consistency theory are presented as areas that need developing to enhance this research stream.
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© 2015 Academy of Marketing Science
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Avila, R. (2015). Predicting Salesperson Success Using Personal and Personality Characteristics: A Theoretical Framework. In: Malhotra, N. (eds) Proceedings of the 1985 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16943-9_51
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DOI: https://doi.org/10.1007/978-3-319-16943-9_51
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16942-2
Online ISBN: 978-3-319-16943-9
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