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Retaining talented salespeople is crucial for a company's survival. One effective strategy for retaining employees is to actively involve them in significant business decisions. Salespeople, however, differ significantly from their colleagues, for example, they are typically highly customer-oriented. Therefore, integrating them into new product development (NPD) may be a potentially valuable approach for firms to retain them. Nonetheless, salesforce integration (SI) into NPD is more intricate than initially thought. It may involve both psychological SI benefits (such as feeling valued or competent) and costs (including potential conflicts with NPD team members or role conflicts), thus differently affecting a salesperson's willingness to stay with the firm. To learn more about the intriguing link between SI into NPD and salesperson retention, we conducted a qualitative study and applied grounded theory to conceptualize this relationship. We identify key mediators (psychological SI benefits and costs) and moderators (such as company, NPD team, salesperson, procedural, relationship, or product characteristics) that can influence the SI-into-NPD-salesperson-retention connection and develop related, relevant propositions. All of these insights are integrated into a cohesive framework and we present a research agenda to guide future exploration of this critical subject. Furthermore, we derive and discuss implications for both academics and practitioners. [ABSTRACT FROM AUTHOR]

The challenges encapsulated in the 'War for Sales Talent' are symbolic of the struggles inherent in the recruitment, nurturing, and retention of sales professionals. While extant research provides valuable insights into facets like hiring practices, selection criteria, coaching, and training strategies, a noticeable void persists in guiding salespeople as they navigate beyond the initial ramp-up period in a new role. By interconnecting survey responses from a cohort of 200 service salespeople with 18–24 months of tenure, this investigation brings to light the facets of effort—encompassing prospecting, conversion, retention, and growth—that exert an influence on the change in year-over-year revenue following a salesperson's first complete sales cycle post-onboarding. The results underscore the significance of conversion and growth efforts, revealing their robust impact on the net change in sales revenue. In challenging existing paradigms, this study proposes a conceptual shift in understanding sales effort. Rather than adhering to the prevailing unidimensional viewpoint, the findings advocate for recognizing sales effort as a multi-dimensional construct with competing demands. This nuanced perspective contributes to a more comprehensive understanding of the factors influencing revenue growth for salespeople transitioning from the ramp-up period toward a sustainable, growth-oriented trajectory. [ABSTRACT FROM AUTHOR]

Given the pressing talent shortage and the need for well-educated recruits in business-to-business (B2B) sales, understanding how to increase university graduates' low interest in this profession is vital to sales departments' competitiveness. To tackle this issue, we adopt a mixed-method approach to investigate the reasons for and measures against graduates' low interest in B2B sales. First, we develop a comprehensive, theory-based framework to understand the root causes of graduates' low interest in B2B sales (Study 1). This framework uncovers specific beliefs discouraging graduates from pursuing B2B sales, including negative perceptions of job characteristics, the profession's prevailing stigma, and negative career success expectations. Second, comparing graduates' and B2B salespeople's assessments of B2B sales job characteristics (Study 2), we reveal that graduates hold lay beliefs about B2B sales lacking intrinsic and social job characteristics. As a basis for a solution, we identify the types and combinations of sales exposure required to dispel lay beliefs and create a favorable but realistic picture of B2B sales. Third, combining text analysis of B2B sales labor market communication and conjoint analysis of graduate application drivers (Studies 3a and 3b), we develop guidelines to better align communication and job structures with graduates' needs. [ABSTRACT FROM AUTHOR]

Sales managers are unlikely to reap the benefits of implementing predictive analytics applications when salespeople show aversion to or lack understanding of these applications. For managers, it is essential to understand which factors mitigate or exacerbate these challenges. This article investigates these factors by studying the implementation of an application that predicts customer churn. Using 9.7 million transactions from a business-to-business company, the authors develop a predictive model of customer churn, implement it in a field experiment, and study its treatment effects using causal forests. Furthermore, the authors manipulate one specific mitigation strategy proposed by prior literature: the fostering of users' realistic expectations regarding the accuracy of an algorithm. The results show that the effectiveness of the churn prediction application strongly depends on customer characteristics (most importantly the predicted churn probability and prior revenue) and salesperson characteristics (technology perceptions, abilities, and selling orientations). Fostering realistic expectations improves the effectiveness of the churn prediction only under very specific circumstances. Two follow-up stimuli-based experiments conceptually replicate key results of the field study. Therefore, this article helps build theory on predictive sales analytics and provides specific guidance to managers aiming to increase their return on analytics investments. [ABSTRACT FROM AUTHOR]

As companies expand their international footprint, insight regarding how to effectively organize international selling and sales management (ISSM) efforts is becoming increasingly important. Unfortunately, most prior research on personal selling and sales management is grounded in a domestic market perspective, which limits the relevance of its findings to situations in which sales activities occur between stakeholders located in different national markets. This special issue responds to the need for dedicated research on ISSM through six articles that explore phenomena arising from the interaction between international salespeople and international customers and their domestic counterparts. Moreover, this editorial builds on these six articles to advance a research agenda rooted in an interaction-based conceptualization of the ISSM field that identifies areas of inquiry related to international salespeople, international customers, and international managers, and subsequently prioritizes these research opportunities using input provided by sales practitioners. This special issue and editorial thus identify critical, underexplored research topics in the ISSM domain that are accompanied by a series of illustrative examples of how best to contribute to this emerging but important literature stream. [ABSTRACT FROM AUTHOR]

This article explores the significance of creating tension in sales research and academic research in general. It acknowledges that many researchers struggle to generate interest in their work and fail to effectively communicate the value of their research to others. The article offers guidance to authors on how to identify research gaps, emphasize the importance of their work, and create tension in their writing. It also acknowledges the subjective nature of theoretical and practical relevance in sales research and encourages authors to seek feedback from peers. Overall, the article emphasizes the importance of creating tension in sales research to enhance the appeal and impact of academic work. [Extracted from the article]

This study conducts a systematic review of salesperson sampling within the pages of the Journal of Personal Selling and Sales Management from 2013 to 2022. A total of 284 papers (all inclusive) were identified in the first step of the review. Next articles were qualified based on article types, methodology (research approach), and respondent type before additional analysis was conducted. This resulted in 109 published manuscripts with 147 unique salesperson samples for further review. Specifically, sample scope and participant profiles were examined based on the 109 articles. The sample scope included response metrics, study deployment, and contextual aspects. Participant profile includes the examination of demographics, experience, work details, and performance. Ensuing the systematic review, managerial importance and implications, best practices, and research insights and future research directions are provided. This includes guidance on the sampling frame overview, data collection, and sample contexts of participants for a better understanding of what information should be included in research studies. In turn, this study puts forth evidence that one type of salesperson sample does not fit all sales research, and the generalizability of the sample should be carefully considered. [ABSTRACT FROM AUTHOR]

Servant leadership has been the focus of increased research because of its association with important job attitudes and behaviors. This study expands prior research by examining how servant leadership influences outcomes among 272 business-to-business salespeople. Servant leadership was related directly to superior customer value, organizational identification, and ethical climate. It was related both directly and indirectly to performance. Implications for having sales managers who are viewed as servant leaders are discussed., INTRODUCTION The uniqueness of a salesperson's job makes leadership especially important in the professional selling domain (Ingram et al., 2005). Salespeople often work away from other employees, including the sales [...]

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People with the personality traits of Machiavellianism, narcissism, and psychopathy (i.e., the "dark triad") are prevalent in the sales profession. Yet research into sales performance drivers tends to focus on positive personality traits. The authors examine the dark triad's effect on salesperson performance and reveal some conditioning factors that influence these links. A longitudinal study that pairs surveys and objective performance data from a national insurance agency reveals the complex effects of dark triad traits on performance over time. Another study, based on data from a direct sales organization and employing social network analysis, relies on partial least squares structural equation modeling to determine the role that the social structure plays in conditioning the relationship between dark triad traits and performance. The results yield insights into both the challenges and the opportunities that dark traits present for managers and scholars. [ABSTRACT FROM AUTHOR]

Accounting information systems can aid businesses in enhancing sales volume and profitability, notwithstanding the challenge of increasing sales. This research investigates how promotions and management accounting information systems influence product quality, and explores whether product quality serves as a significant mediator. A survey was conducted among customers of PT. Saudara Karya Surabaya, involving 102 respondents selected through purposive sampling of customers who had completed at least one transaction. Structural equation modelling was employed to analyze the collected data. The findings indicate that both management accounting information systems and promotional strategies positively impact product quality. Furthermore, the study reveals that the relationship between promotions, management accounting information systems, and sales volume is mediated by product quality. This study contributes to the theoretical framework of marketing strategy by integrating concepts of product. [ABSTRACT FROM AUTHOR]

The Indonesian Ministry of SOEs officially authorized the operation of the Pharmaceutical Holding in early 2020, one of which is Bio Farma. Bio Farma has carried out business development with the Immunicare brand which is engaged in vaccination services with a partnership business model. In a business, customer satisfaction and loyalty are obtained through partnerships and digital marketing, thus reflecting the importance of effective leadership in designing and implementing initiatives that support company productivity and growth. The research method used is descriptive with a quantitative approach. The total population of immunicare partners was 216 with a sample taken to represent the population of 140 respondents after rounding. The data collection tools used are documentation studies and questionnaires. Furthermore, data analysis is carried out using the SmartPLS application. The results showed that the variables of satisfaction, trust, commitment, sensory, affection, behaviour, intellectual, satisfaction with the brand, price perception, and return scheme have a positive and significant influence on customer engagement, experience, and loyalty to Bio Farma company and Immunicare brand products, which have an impact on increasing sales and company revenue with indicators that can vary depending on the type of customer observed. [ABSTRACT FROM AUTHOR]

Purpose: This paper aims to clarify the effect of discount discrepancy (DD) on consumers' purchase intention (PI). The authors propose, test and provide evidence and explanations about the moderation of justification in the relation between consumers' perceived DD and PI. Design/methodology/approach: The authors conducted three experimental studies with a 2 × 2 factorial design, focusing on consumers' processing of price discounts. Participants were informed that this study aimed to gather opinions on fashion, clothing and retail sales promotions. They accessed the questionnaire via Qualtrics. Each participant took part in only one study. The experimental conditions were manipulated through scenarios. Findings: Study 1 tested and supported the moderation of justification on the effect of DD on PI. Study 2 tested and supported the moderation of the type of justification for the effect of DD on PI. Study 3 confirmed the findings in Study 2 and revealed the more effective type of justification. Research limitations/implications: The authors focused on a typically hedonic product category (fashion clothing). Further research should include a wider variety of goods and services, which could lead to different explanations or generalizations. Practical implications: Sales promotions must refrain from generating DD between the initial price discount and the subsequent smaller discounts. Practitioners must evaluate the gains of an initial, more considerable percentage discount to attract consumers to the store and sell them other products versus the cost of losing sales because of DD. Management should recognize the importance of giving the correct justification for perceived DD, aligning the firm's justification with the consumer's motivation to buy the product. Social implications: The authors offer subsidies for effective consumer protection policies. Originality/value: By studying the influence of justification on the effect of DD on PI, the authors propose a mechanism that would reduce the negative effect of DD on consumers' PI. [ABSTRACT FROM AUTHOR]

Organization ICICI is competitive environment with relationship management of customer and they are attracting ICICI the customer with some effective sale promotions. But some organizations need to evaluate the purpose, utility, effectiveness of customer satisfaction. They are fails to evaluate this customer relationship management. So these study has been undertaken to assess the customer relationship management in the organization. [ABSTRACT FROM AUTHOR]

This paper presents one of the first marketing applications of molecular genetics. We report evidence that salespeople's genetic variants linked to educational attainment predict sales performance. Both genetics and selling effort contribute to sales performance, whereas genetics contribute more than personality traits. We further show that adaptive learning, as captured in salespeople's customer orientation and opportunity recognition skills, may explain the gene-sales relationship. We discuss the implications of these findings for sales management and the value of genetic research for the marketing field. This paper was accepted by Matthew Shum, marketing. Funding: S. Gong acknowledges financial support from the NSFC [Grant 71972040] and Fundamental Research Funds for the Central Universities [2022NTSS43]. Q. Li acknowledges financial support from the NSFC [Grant 72072014] and Young Talent Program of Beijing Foreign Studies University. S. Su acknowledges financial support from the NSFC [Grant 71872016]. Supplemental Material: The data files and online appendix are available at https://doi.org/10.1287/mnsc.2023.4879. [ABSTRACT FROM AUTHOR]