The Effects of formalization on salesperson performance

Subhra Chakrabarty, Gene Brown, Robert E. Widing

Research output: Chapter in Book/Report/Conference proceedingConference proceeding contributionpeer-review


A national random sample of industrial salespeople was surveyed to assess the effects of formalization on salesperson performance. Results indicated that job codification and rule observation had a significantly negative effect on selling and non-selling behavioral performance, but had no effect on outcome performance. Thus, although salespeople may benefit from guidance and clarity of rigid rules and procedures, they do not like close supervision of the compliance to these rules. The marketing implications of the study findings and directions for future research are discussed.
Original languageEnglish
Title of host publication2010 SMA proceedings
Subtitle of host publicationAdvances in marketing : going green - best marketing practices for a global world
EditorsWilliam J. Kehoe, Linda K. Whitten
Place of PublicationUnited States
PublisherSociety for Marketing Advances
Number of pages2
ISBN (Print)9780984088416
Publication statusPublished - 2010
Event2010 Society for Marketing Advances Conference - Atlanta, Georgia
Duration: 3 Nov 20106 Nov 2010


Conference2010 Society for Marketing Advances Conference
CityAtlanta, Georgia


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