Mavenness And Salespeople Success: An Empirical Investigation

The sales literature has examined many characteristics of highly successful salespeople but as yet has not evaluated the concept of mavenness in the context of sales. Mavens are persons who have a passionate desire to freely share their expertise and knowledge for the benefit of others. This paper develops a three-factor measure of mavenness that measures levels of expertise, passion and the desire to share knowledge, and tests if higher levels of mavenness are associated with superior salesperson performance. The scale was administered to a sample of 122 salespersons in a large insurance company. Data on salesperson performance as well as other control variables were collected from archival records. Confirmatory factor analysis provided satisfactory support for the scale. Mavenness and the control variables were regressed on salesperson performance. All three factors of mavenness were highly significant. Sales managers can improve the selection and training of their sales force by using the scale to find candidates with high levels of mavenness. Although the concept of mavenness is not new, no attempt to measure this trait has been made previously. Furthermore, this trait has not before been tested to see if high levels of mavenness are associated with superior salesperson performance.

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Effect of salesperson personality on sales performance from the customer’s perspective

European Journal of Marketing ◽

10.1108/ejm-03-2016-0147 ◽

2017 ◽

Vol 51 (9/10) ◽

pp. 1739-1767 ◽

Cited By ~ 8

Author(s):

Said Echchakoui

Keyword(s):

Sales Performance ◽

Sales Force ◽

Sales Managers ◽

Mediation Model ◽

Salesperson Performance ◽

Content Type ◽

Social Reputation ◽

And Performance ◽

The Relationship ◽

Structured Questionnaire

Purpose Drawing on socioanalytic theory, this paper aims to explore whether a moderation mediation model can describe the mechanism linking salesperson social reputation (perceived stability and plasticity) and performance (customer share of wallet) in relationship marketing. The mediator is the salesperson’s overall equity, and the moderator is the salesperson-customer congruence. Design/methodology/approach A structured questionnaire was used to obtain data from 233 customers, served by 44 personal finance advisors at five banking agencies in Canada. Findings A multilevel approach showed that both perceived stability and perceived plasticity predict salesperson equity and performance. In addition, the empirical results indicated that the relationship between perceived stability and salesperson performance is partially mediated by salesperson overall equity. However, equity fully mediated the relationship between perceived plasticity and salesperson performance. Finally, the salesperson-customer congruence moderated the effect of both perceived stability and plastic on the salesperson overall equity. Research limitations/implications This research suggests that the moderation mediation model enables predicting the relationship between the perceived personality and performance. From a managerial perspective, the author encourages sales managers to pay attention to salespersons’ equity development as well as their performance. Notably, the author suggests that sales managers support and monitor salespeople with regard to improving their social status as well as their social popularity in their interactions with customers. Originality/value Previous research in sales force literature focuses on salespersons’ self-personality to predict sales performance. To the best of the author’s knowledge, this study is the first to show it is important to consider the perceived personality of a salesperson in predicting their performance. This study is also the first to introduce the salesperson reputation concept and its dimensions (perceived stability and plasticity).

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Beck Hopelessness Scale (BHS)

European Journal of Psychological Assessment ◽

10.1027/1015-5759/a000201 ◽

2015 ◽

Vol 31 (1) ◽

pp. 31-37 ◽

Cited By ~ 11

Author(s):

Paolo Iliceto ◽

Emanuele Fino

Keyword(s):

Second Order ◽

Personality Questionnaire ◽

Factor Analyses ◽

Factor Solution ◽

Confirmatory Factor Analyses ◽

Confirmatory Factor ◽

Beck Hopelessness Scale ◽

Order Factor ◽

Model Invariance ◽

Three Factor

The Beck Hopelessness Scale (BHS) is an instrument for assessing cognitive thoughts among suicidal persons. Previous studies have identified different factor structures of the BHS. However, results were not conclusive. The aim of this study was to test the factor structure of the BHS in a sample of Italian individuals (N = 509) from the community, and secondarily to investigate correlations between the BHS, depression (Beck Depression Inventory Second Edition), and personality traits (Zuckerman-Kuhlman-Aluja Personality Questionnaire). Following recommendations of previous investigations, we utilized a 5-point response format. We applied a second-order Confirmatory Factor Analyses and tested for the model invariance. The results suggest that besides a single second-order factor, a second-order three-factor solution is also reasonable, in line with Beck’s theorization.

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Working Memory, Mental Prospection, Time Orientation, and Cognitive Insight

Journal of Individual Differences ◽

10.1027/1614-0001/a000111 ◽

2013 ◽

Vol 34 (3) ◽

pp. 159-169 ◽

Cited By ~ 4

Author(s):

Sevtap Cinan ◽

Aslı Doğan

Keyword(s):

Working Memory ◽

Structural Equation ◽

Factor Model ◽

Time Orientation ◽

Equation Modeling ◽

Cognitive Insight ◽

Confirmatory Factor ◽

Negative Effect ◽

Positive Effect ◽

Three Factor

This research is new in its attempt to take future time orientation, morningness orientation, and prospective memory as measures of mental prospection, and to examine a three-factor model that assumes working memory, mental prospection, and cognitive insight are independent but related higher-order cognitive constructs by using confirmatory factor analysis (CFA). The three-factor model produced a good fit to the data. An alternative one-factor model was tested and rejected. The results suggest that working memory and cognitive insight are distinguishable, related constructs, and that both are distinct from, but negatively associated with, mental prospection. In addition, structural equation modeling (SEM) showed that working memory had a strong positive effect on cognitive insight and a moderate negative effect on mental prospection.

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THE LEVENSON LOCUS OF CONTROL SCALES: CONFIRMATORY FACTOR ANALYSES AND EVALUATION

Social Behavior and Personality An International Journal ◽

10.2224/sbp.1997.25.1.93 ◽

1997 ◽

Vol 25 (1) ◽

pp. 93-103 ◽

Cited By ~ 29

Author(s):

Paul K. Presson ◽

Steven C. Clark ◽

Victor A. Benassi

Keyword(s):

Locus Of Control ◽

Factor Structure ◽

Depressive Symptomatology ◽

Predictive Ability ◽

Factor Models ◽

Factor Analyses ◽

Confirmatory Factor Analyses ◽

Confirmatory Factor ◽

Three Factor

Confirmatory factor analyses were conducted to test the factor structure of several versions of Levenson's (1973) locus of control scales. Two- and three-factor models based on all 24 of Levenson's items and on 20 of her items were tested. The 3-factor models provided a good fit. Models proposed by R. M. Shewchuk, G. A. Foelker Jr., and G. Niederehe (1990) and R. M. Shewchuk, G. A Foelker Jr., C. J. Camp, and F. Blanchard-Fields (1992) also provided a good fit of the data. In concurrent and prospective tests of the predictive ability of the various models, the 24 and 20 item versions of Levenson's models accounted for a significant amount of variance In depressive symptomatology. The three-factor models revealed that only scores on the chance scale reliably predicted time 2 depressive symptomatology. Neither of the models proposed by Shewchuk and colleagues accounted for a significant amount of variance.

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Psychometric Properties of the Slovak Version of Short Dark Triad

European Journal of Investigation in Health, Psychology and Education ◽

10.3390/ejihpe11030047 ◽

2021 ◽

Vol 11 (3) ◽

pp. 649-666

Author(s):

Radka Čopková ◽

Leoš Šafár

Keyword(s):

Psychometric Properties ◽

Factor Model ◽

Reliability And Validity ◽

Dark Triad ◽

Slovak Population ◽

Confirmatory Factor ◽

Convergent And Divergent Validity ◽

Time Test ◽

Test Retest Reliability ◽

Three Factor

The Short Dark Triad is a scale used to capture three aversive personality traits—Machiavellianism, narcissism, and psychopathy on the subclinical level. The present study aimed to verify the psychometric properties of the Slovak version of the Short Dark Triad scale in three studies. The first two studies aimed to examine the reliability of the scale. The aim of Study 1 was to examine the factor structure of SD3. A three-factor model consisting of three latent intercorrelated factors in a unidimensional and bifactorial model were examined on a sample of 588 participants. Study 2 aimed to test the consistency of the results over time (test–retest reliability) on the sample of 117 participants. In Study 3, convergent and divergent validity was examined on the sample of 333 participants. For both kinds of validity examination, the Slovak version of NEO-FFI was used. The internal consistency of the subscales and test results, the same as the retest results, were satisfactory. The relationships between the scales were found to be significant. Confirmatory factor analysis (CFA) results supported the original three-factor model. Significant interrelations have been established between Machiavellianism and openness, agreeableness and conscientiousness; narcissism and neuroticism, extraversion and agreeableness; psychopathy and openness, agreeableness and conscientiousness. The Short Dark Triad achieved satisfactory values of reliability and validity; therefore, it can be used on the Slovak population.

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Exploring the dimensionality of the TRIM-18 in the Spanish context

Anales de Psicología ◽

10.6018/analesps.33.2.264461 ◽

2017 ◽

Vol 33 (3) ◽

pp. 548 ◽

Cited By ~ 6

Author(s):

Maria Fernández-Capo ◽

Silvia Recoder ◽

Juana Gómez-Benito ◽

María Gámiz ◽

Pilar Gual ◽

...

Keyword(s):

Psychometric Properties ◽

Factor Structure ◽

Spanish Population ◽

Factor Analyses ◽

Validity And Reliability ◽

Confirmatory Factor Analyses ◽

Reliability Method ◽

Confirmatory Factor ◽

Potential Use ◽

Three Factor

Introduction: The Transgression-Related Interpersonal Motivation (TRIM-18) Inventory is an instrument that assesses episodic forgiveness. This scale is composed of three subscales: avoidance, revenge and benevolence. The present study examined the dimensionality of the Spanish version of the TRIM-18 (TRIM-18-S) and provided evidence of validity and reliability. Method: A total of 943 participants completed the TRIM-18-S. A subset of 277 participants completed additional measures of empathy, anger, and information regarding the relation with the offender. Results: The TRIM-18-S showed good psychometric properties, and confirmatory factor analyses revealed a three-factor structure. Conclusions: The scale presents adequate psychometric properties for its potential use in a Spanish population.

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Discretionary Effort and the Performance Domain

The Australian and New Zealand Journal of Organisational Psychology ◽

10.1375/ajop.1.1.22 ◽

2008 ◽

Vol 1 ◽

pp. 22-34 ◽

Cited By ~ 10

Author(s):

Rosemarie Lloyd

Keyword(s):

Regression Analysis ◽

Hierarchical Model ◽

Future Research ◽

Factor Analyses ◽

Confirmatory Factor Analyses ◽

Discretionary Effort ◽

Confirmatory Factor ◽

Explained Variance ◽

Three Factor

AbstractThis study had two main aims. (1) To examine the role of discretionary effort (DE) in the multidimensional performance domain consisting of in-role behaviour (IRB) and organisational citizenship behaviour (OCB); and (2) to assess whether skills and autonomy are important predictors of DE and show variance in common with DE over and above IRB and OCB. A managers/supervisors sample (n = 476) and a sample with both managerial and nonmanagerial employees (n = 424) were employed. Confirmatory factor analyses showed that the three factor hierarchical model was superior compared to three other models tested, indicating that DE is a separate construct to both IRB and OCB but together with these forms part of the performance domain. Regression analysis showed that both skills and autonomy are important predictors of DE; however, only autonomy explained variance in DE over and above IRB, OCB and skills. Together these results add to the construct validity of DE. Implications and suggestions for future research are discussed.

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Salesperson profitability in relationship marketing

Journal of Modelling in Management ◽

10.1108/jm2-02-2014-0014 ◽

2014 ◽

Vol 9 (3) ◽

pp. 306-323 ◽

Cited By ~ 5

Author(s):

Said Echchakoui

Keyword(s):

Relationship Marketing ◽

Transaction Cost Economics ◽

Retention Rate ◽

Sales Force ◽

Customer Relationship ◽

Critical Duration ◽

Sales Managers ◽

Content Type ◽

Dynamic Exchange ◽

The Relationship

Purpose – This paper aims to answer a prominent question that arises for the manager who wishes to recruit a salesperson to maintain and develop a portfolio–customer relationship: Under which condition is this decision profitable for the firm? Though several authors have underscored the importance of the salesperson's role in the creation of purchaser–salesperson relationships, in the author's knowledge, no study has focused on the salesperson's profitability in the relationship approach. This issue is significant for sales managers because the investment in sales force is greater, and the relationship profitability with customers is not guaranteed. Design/methodology/approach – Econometric model based on transaction cost economics theory and dynamic exchange between firm, salesperson and a customer. Specifically, this model links between customer life value, firm financial value, salesperson cost and relationship time. Findings – Three zones are identified that can characterize the dynamic salesperson profitability. It was shown that only one zone can be profitable to the firm. Research limitations/implications – This result is important because it can solve the equivocal posit between scholars with regard to the success or the failure of relationship marketing. This study also specifies the critical retention rate, the critical duration time in which a salesperson begins to be profitable. Originality/value – In the author's knowledge, this study is the first to use an exchange model to show in which conditions the salesperson will be profitable in relationship marketing.

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Use of management reports and performance of sales managers in an insurance company

Revista Contabilidade & Finanças ◽

10.1590/1808-057x201805970 ◽

2018 ◽

Vol 29 (78) ◽

pp. 343-354

Author(s):

José Carlos Tiomatsu Oyadomari ◽

Bruno Duque ◽

Edelcio Koitiro Nisiyama ◽

Ronaldo Gomes Dultra-de-Lima ◽

Octavio Ribeiro de Mendonça Neto

Keyword(s):

Structural Equation ◽

Secondary Data ◽

Equation Modeling ◽

Insurance Company ◽

Sales Managers ◽

Business Managers ◽

Accounting Practice ◽

And Performance ◽

The Relationship

ABSTRACT This article aims to investigate the relationship between perceptions of the enabling dimension and the technical validity of the management reports of an insurance company and the performance of its sales managers, mediated by the use of these reports. Companies invest resources in providing management reports for business managers to take decisions, so understanding what influences the use of these reports and whether this use is associated with performance constitutes a relevant subject for both academia and professional practice. The results may be useful for organizations that are taking decisions to invest in management reports, showing that technical validity is what best influences the use of these reports, at least in the short term, which is also a contribution to the theory. Secondary data were combined with a survey of 231 respondents from an insurance company and analyzed using the structural equation modeling (SEM) technique via partial least squares (PLS). The article contributes to the literature and management accounting practice by demonstrating that, unlike in previous studies, the enabling dimension does not positively influence the use of management reports. On the other hand, the study shows that technical validity, which is a more tangible dimension of the quality of management reports, is positively associated with their use and that this use influences the performance of the sales managers. Keywords: use of management reports, sales performance, sales managers, insurers, enabling.

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Reimagining STEM Education and Training with e-REAL. 3D and Holographic Visualization, Immersive and Interactive Learning for an Effective Flipped Classroom

International Journal of Advanced Corporate Learning (iJAC) ◽

10.3991/ijac.v10i2.7407 ◽

2017 ◽

Vol 10 (2) ◽

pp. 63

Author(s):

Fernando Salvetti ◽

Barbara Bertagni

Keyword(s):

Continuing Education ◽

Stem Education ◽

Workplace Learning ◽

Flipped Classroom ◽

Soft Skills ◽

Learning System ◽

Skills Development ◽

Medical Simulation ◽

Font Size ◽

And Training

While the 19th and the 20th centuries were, in education, mainly about standardization, the 21st century is about visualization, interaction, customization, gamification and flipped teaching. What today we know about learning from cognitive psychology is that people learn by practicing, with feedback to tell them what they're doing right and wrong and how to get better. For STEM education, that means they need to practice thinking like a scientist in the field. So e-REAL is a cornerstone: developed as workplace learning system in a number of fields (from medical simulation to soft skills development within the continuing education), it’s an ideal solution to root a practical – but not simplicistic - approach for STEM education.

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