Abstract
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 language | English |
|---|---|
| Title of host publication | 2010 SMA proceedings |
| Subtitle of host publication | Advances in marketing : going green - best marketing practices for a global world |
| Editors | William J. Kehoe, Linda K. Whitten |
| Place of Publication | United States |
| Publisher | Society for Marketing Advances |
| Pages | 224-225 |
| Number of pages | 2 |
| ISBN (Print) | 9780984088416 |
| Publication status | Published - 2010 |
| Event | 2010 Society for Marketing Advances Conference - Atlanta, Georgia Duration: 3 Nov 2010 → 6 Nov 2010 |
Conference
| Conference | 2010 Society for Marketing Advances Conference |
|---|---|
| City | Atlanta, Georgia |
| Period | 3/11/10 → 6/11/10 |