Salespeople's Selling Orientation: Reconceptualization, Measurement and Validity Assessment

Persistent Link:
http://hdl.handle.net/10150/202997
Title:
Salespeople's Selling Orientation: Reconceptualization, Measurement and Validity Assessment
Author:
Wessels, Gunter Frederik
Issue Date:
2011
Publisher:
The University of Arizona.
Rights:
Copyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author.
Abstract:
A study of Elite Salespeople (ES), those salespeople who maintain and sustain consistent high performance in the sales task was completed to discover and understand elite salesperson behavior. Analysis of participants' responses to structured depth interview questions led to the emergence of a construct called a Selling Orientation (SO). SO is made up of behaviors that guide salespeople to build, maintain, and monitor their personal credibility both with customers and industry members, as well as within the company. A number of field pre-tests were performed to derive a measurement scale for SO. This process was followed by a field survey that measured SO in a sales force. Confirmatory factor analysis was performed to assess the validity of the measurement scale and results support internal consistency and construct validity of a short 9 item scale for SO. This study advances the understanding of sales performance related theory by illuminating attributes of ES's. Additionally, this study introduces the concept of a Selling Orientation that is associated with high sales performance and key account management. Finally, the study introduces a measurement scale useful in the study of salespeople's selling orientation.
Type:
text; Electronic Dissertation
Keywords:
Measurement Scale; Personal Selling; Sales Performance; Selling Orientation; Management; Elite Salespeople; High Performance Behavior
Degree Name:
Ph.D.
Degree Level:
doctoral
Degree Program:
Graduate College; Management
Degree Grantor:
University of Arizona
Advisor:
Lusch, Robert F.

Full metadata record

DC FieldValue Language
dc.language.isoenen_US
dc.titleSalespeople's Selling Orientation: Reconceptualization, Measurement and Validity Assessmenten_US
dc.creatorWessels, Gunter Frederiken_US
dc.contributor.authorWessels, Gunter Frederiken_US
dc.date.issued2011-
dc.publisherThe University of Arizona.en_US
dc.rightsCopyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author.en_US
dc.description.abstractA study of Elite Salespeople (ES), those salespeople who maintain and sustain consistent high performance in the sales task was completed to discover and understand elite salesperson behavior. Analysis of participants' responses to structured depth interview questions led to the emergence of a construct called a Selling Orientation (SO). SO is made up of behaviors that guide salespeople to build, maintain, and monitor their personal credibility both with customers and industry members, as well as within the company. A number of field pre-tests were performed to derive a measurement scale for SO. This process was followed by a field survey that measured SO in a sales force. Confirmatory factor analysis was performed to assess the validity of the measurement scale and results support internal consistency and construct validity of a short 9 item scale for SO. This study advances the understanding of sales performance related theory by illuminating attributes of ES's. Additionally, this study introduces the concept of a Selling Orientation that is associated with high sales performance and key account management. Finally, the study introduces a measurement scale useful in the study of salespeople's selling orientation.en_US
dc.typetexten_US
dc.typeElectronic Dissertationen_US
dc.subjectMeasurement Scaleen_US
dc.subjectPersonal Sellingen_US
dc.subjectSales Performanceen_US
dc.subjectSelling Orientationen_US
dc.subjectManagementen_US
dc.subjectElite Salespeopleen_US
dc.subjectHigh Performance Behavioren_US
thesis.degree.namePh.D.en_US
thesis.degree.leveldoctoralen_US
thesis.degree.disciplineGraduate Collegeen_US
thesis.degree.disciplineManagementen_US
thesis.degree.grantorUniversity of Arizonaen_US
dc.contributor.advisorLusch, Robert F.en_US
dc.contributor.committeememberGanesan, Shankaren_US
dc.contributor.committeememberRhosh, Mrinalen_US
dc.contributor.committeememberLusch, Robert F.en_US
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