Investigations of sales representatives’ valuation of options

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• 作者：Leff Bonney ; Christopher R. Plouffe…
• 关键词：Sales ; Salespeople ; Strategic decision making ; Resources ; Territory management ; Performance ; Customers
• 刊名：Journal of the Academy of Marketing Science
• 出版年：2016
• 出版时间：March 2016
• 年：2016
• 卷：44
• 期：2
• 页码：135-150
• 全文大小：622 KB
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• 作者单位：Leff Bonney (1)
  Christopher R. Plouffe (2)
  Michael Brady (1)
  
  1. College of Business, Florida State University, Tallahassee, FL, USA, 32306-1110
  2. College of Business Administration, University of Akron, Akron, USA
  
• 刊物主题：Business/Management Science, general; Marketing; Social Sciences, general;
• 出版者：Springer US
• ISSN：1552-7824

文摘

The present research leverages the “irrational options” theoretical framework to explore options rationality differences between salespeople and non-salespeople. Specifically, the reported research first examines (Study 1) whether or not salespeople are more likely to place a higher value on diminishing options than individuals who do not work in sales. Two follow-up studies embed a potential internal moderator (salesperson thinking style; Study 2) and a potential external moderator (performance-based incentives; Study 3) of salesperson valuations of diminishing options. The method employed in all three studies is an experimental design tailored after Shin and Ariely’s (Management Science 50(5):575-586, 2004) seminal work on irrationality and options availability. The results demonstrate that, compared to non-salespeople, salespeople are more inclined to value option availability (Study 1), with this effect being especially pronounced for rule-bound thinkers (Study 2) and those operating under incentive-based compensation plans (Study 3). The article concludes by highlighting key managerial and theoretical implications, while acknowledging limitations and proposing directions for related, future work. Keywords Sales Salespeople Strategic decision making Resources Territory management Performance Customers