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Article
Publication date: 26 October 2018

Duleep Delpechitre, Brian Nicholas Rutherford and Lucette B. Comer

The purpose of this study is to examine the impact of salesperson empathy, both cognitive and affective, on business-to-business buyer-salesperson relational outcomes…

2460

Abstract

Purpose

The purpose of this study is to examine the impact of salesperson empathy, both cognitive and affective, on business-to-business buyer-salesperson relational outcomes. Specifically, the direct impact of empathy is examined in relation to both the salesperson’s communication ability and customer-oriented behavior. The impact of empathy is then examined as a direct and indirect influencer of satisfaction with the salesperson and commitment to the salesperson.

Design/methodology/approach

To attain the objective of this research, an empirical study was conducted using 248 business-to-business purchasing agents.

Findings

The study found that cognitive empathy and affective empathy had a positive relationship with customer-oriented behaviors, information communication ability and commitment to the salesperson. However, only cognitive empathy was found to have a positive relationship with customer’s satisfaction with the salesperson.

Originality/value

Although empathy has found to have a positive effect on sales, sales research has yet to provide conclusive evidence on whether cognitive empathy and affective empathy would have a similar effect on a salesperson-customer relationship. This study provides evidence that not all facets of empathy influence relational outcomes the same way and differ in magnitude. This provides strong support for the importance of studying the impact of empathy from a faceted viewpoint rather than a uni-dimensional perspective when examining the influence on buyer-seller relational outcomes.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 16 January 2014

Alex Hamwi, Brian Nicholas Rutherford, James S. Boles and Ramana K. Madupalli

The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional…

1875

Abstract

Purpose

The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional exhaustion, in addition to the outcome variable, job satisfaction – in a business-to-business sales setting.

Design/methodology/approach

Data from B2B salespeople were used to test the proposed model using structural equation modeling.

Findings

The results indicate that a more external locus of control will be: positively related to role stress factors; indirectly and positively related to emotional exhaustion; and negatively related to job satisfaction.

Originality/value

This study provides a managerially actionable foundation for influencing locus of control to increase a salesperson's satisfaction with his/her position.

Details

Journal of Business & Industrial Marketing, vol. 29 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 December 1964

WITH the Pompey doldrum in mind, many misgivings were expressed about the Rothesay conference as the delegated gravy trains raced north to Glasgow. (Incidentally Sir Brian

44

Abstract

WITH the Pompey doldrum in mind, many misgivings were expressed about the Rothesay conference as the delegated gravy trains raced north to Glasgow. (Incidentally Sir Brian Robertson will find comfort in our belief that rail travel is the most satisfying way to attend conference with corridor exchanges and dining car badinage shortening the long haul).

Details

New Library World, vol. 66 no. 11
Type: Research Article
ISSN: 0307-4803

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Article
Publication date: 1 November 1964

With the Pompey doldrum in mind, many misgivings were expressed about the Rothesay conference as the delegated gravy trains raced north to Glasgow. (Incidentally Sir Brian

52

Abstract

With the Pompey doldrum in mind, many misgivings were expressed about the Rothesay conference as the delegated gravy trains raced north to Glasgow. (Incidentally Sir Brian Robertson will find comfort in our belief that rail travel is the most satisfying way to attend conference with corridor exchanges and dining car badinage shortening the long haul).

Details

New Library World, vol. 66 no. 5
Type: Research Article
ISSN: 0307-4803

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Article
Publication date: 1 March 1981

In a full blaze of comings and goings, it is unnecessary to remind ourselves that the holiday season is upon us; mass travel to faraway places. The media have for months, all…

205

Abstract

In a full blaze of comings and goings, it is unnecessary to remind ourselves that the holiday season is upon us; mass travel to faraway places. The media have for months, all through the winter, been extolling a surfeit of romantic areas of the world, exspecially on television; of colourful scenes, exotic beauties, brilliant sunshine everywhere; travel mostly by air as so‐called package tours — holidays for the masses! The most popular areas are countries of the Mediterranean littoral, from Israel to Spain, North Africa, the Adriatic, but of recent years, much farhter afield, India, South‐east Asia and increasingly to the USA.

Details

British Food Journal, vol. 83 no. 3
Type: Research Article
ISSN: 0007-070X

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Article
Publication date: 1 December 1999

Brian Vickery

The paper attempts to provide an outline account of the development and context of scientific and technical communication during the twentieth century. The main channels and forms…

1961

Abstract

The paper attempts to provide an outline account of the development and context of scientific and technical communication during the twentieth century. The main channels and forms of communication are reviewed, and their changing contributions to the overall pattern of information flow. The ever‐increasing volume and diversity of scientific and technical information are emphasised. The paper concludes with some reflections on what may be learnt from this history.

Details

Journal of Documentation, vol. 55 no. 5
Type: Research Article
ISSN: 0022-0418

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Article
Publication date: 1 April 1979

It tends to be called the corner shop, mainly because it occupied a corner building for extra window space, but also due to the impetus given to the name by television series…

116

Abstract

It tends to be called the corner shop, mainly because it occupied a corner building for extra window space, but also due to the impetus given to the name by television series seeking to portray life as it used to be. The village grew from the land, a permanent stopping place for the wandering tribes of early Britain, the Saxons, Welsh, Angles; it furnished the needs of those forming it and eventually a village store or shop was one of those needs. Where the needs have remained unchanged, the village is much as it has always been, a historical portrait. The town grew out of the village, sometimes a conglomerate of several adjacent villages. In the days before cheap transport, the corner shop, in euphoric business terms, would be described as “a little gold mine”, able to hold its own against the first introduction of multiple chain stores, but after 1914 everything changed. Edwardian England was blasted out of existence by the holocaust of 1914–18, destroyed beyond all hope of recovery. The patterns of retail trading changed and have been continuously changing ever since. A highly developed system of cheap bus transport took village housewives and also those in the outlying parts of town into busy central shopping streets. The jaunt of the week for the village wife who saw little during the working days; the corner shop remained mainly for things they had “run out of”. Every village had its “uppety” madames however who affected disdain of the corner shop and its proprietors, preferring to swish their skirts in more fashionable emporia, basking in the obsequious reception by the proprietor and his equally servile staff.

Details

British Food Journal, vol. 81 no. 4
Type: Research Article
ISSN: 0007-070X

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Article
Publication date: 1 May 1996

Rick Mullin

CEO Michael Bonsignore has the company focused on meeting its goals and keeping its promises. Honeywell may be out of the woods.

57

Abstract

CEO Michael Bonsignore has the company focused on meeting its goals and keeping its promises. Honeywell may be out of the woods.

Details

Journal of Business Strategy, vol. 17 no. 5
Type: Research Article
ISSN: 0275-6668

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Book part
Publication date: 1 January 2006

Brian Harney and Tony Dundon

Utilizing data drawn from 18 in-depth case studies the authors explore in detail the factors shaping employment in a diverse range of Irish small- and medium-sized enterprises…

Abstract

Utilizing data drawn from 18 in-depth case studies the authors explore in detail the factors shaping employment in a diverse range of Irish small- and medium-sized enterprises. Existing theory in HRM is deemed inadequate in capturing the complexity of HRM in SMEs especially as it treats organizations as hermetically sealed entities. In an effort to animate the criticism directed at normative models of HRM the authors use a conceptual framework with an emergent, open systems theoretical proposition to examine the parameters, dynamics and determining factors of HRM at each of the case study companies. The results show that the notion of a normative HRM model was not coherent in terms of actual practices but rather reactive, and emergent HRM-related processes were often imposed to meet legislative requirements or to reinforce owner–manager legitimacy and control. The authors conclude that an appreciation of the interaction between structural factors both inside and outside the immediate work milieu is crucial if the heterogeneity of HRM in SMEs is to be adequately accommodated and understood.

Details

Advances in Industrial & Labor Relations
Type: Book
ISBN: 978-1-84950-470-6

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Article
Publication date: 1 April 1992

Hannelore B. Rader

The following is an annotated list of materials dealing with information literacy including instruction in the use of information resources, research, and computer skills related…

89

Abstract

The following is an annotated list of materials dealing with information literacy including instruction in the use of information resources, research, and computer skills related to retrieving, using, and evaluating information. This review, the eighteenth to be published in Reference Services Review, includes items in English published in 1991. A few are not annotated because the compiler could not obtain copies of them for this review.

Details

Reference Services Review, vol. 20 no. 4
Type: Research Article
ISSN: 0090-7324

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