Title

Salesperson Failure: Definition, Determinants, And Outcomes

Abstract

Although a considerable body of research concerning sales force performance exists, little attention has been focused on the issue of failing in selling. This article presents a conceptual model for examining failure which includes the nature of failure itself, as well as its antecedents and outcomes. Results of a cross-sectional survey of industrial sales managers are summarized. Specific issues addressed include the definition of failure, attitudes and expectations toward failure, perceived causes of failure, policies for addressing failure, and its outcomes. Relationships among key failure-related variables are investigated. © 1994 Taylor & Francis Group, LLC.

Publication Date

1-1-1994

Publication Title

Journal of Personal Selling and Sales Management

Volume

14

Issue

1

Number of Pages

1-15

Document Type

Article

Identifier

scopus

Personal Identifier

scopus

DOI Link

https://doi.org/10.1080/08853134.1994.10753972

Socpus ID

0006322817 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/0006322817

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