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Article
Publication date: 15 December 2020

Louis Grabowski, Karen Loch, Danny Norton Bellenger and Lars Mathiassen

97

Abstract

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Journal of Business & Industrial Marketing, vol. 35 no. 10
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 6 March 2019

Tom Brashear-Alejandro, Hiram Barksdale, Danny Norton Bellenger, James S. Boles and Channelle James

This paper aims to examine a longitudinal study of mentoring functions and their effect on salesperson attitudes and intentions.

871

Abstract

Purpose

This paper aims to examine a longitudinal study of mentoring functions and their effect on salesperson attitudes and intentions.

Design/methodology/approach

The research is based on a multi-year study of salespeople beginning when the salesperson entered the industry being examined.

Findings

The level of interaction between the mentor and protégé was found to be the only antecedent examined that related to the perceived quality of mentoring functions. Age, education and length of employment for both parties; the degree of age and education difference; and the length of the mentoring relationship were not significant. Successful mentoring appeared to be based heavily on a mentor’s willingness and ability to interact frequently with the protégé.

Originality/value

This study adds to the literature on mentoring, looking at mentoring in a sales context. Research examining mentoring in a sales setting is much more limited than in many other professions, so the findings represent a valuable addition to the sales mentoring literature. Its influence on sales socialization may be very important.

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

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Article
Publication date: 11 March 2020

Joel Mier, Jeffrey Carlson, Danny Norton Bellenger and Wesley J. Johnston

Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between…

743

Abstract

Purpose

Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between sales activities and sales effectiveness.

Design/methodology/approach

As an application of engaged scholarship, this study leverages a years’ worth of sales activity and results from a Fortune 500 financial services company for 2,710 dyads; personal characteristics (i.e. geodemographics) were appended for the customers/prospects of the dyads. The data was analyzed with hierarchical regression, and subgroups were tested using the Chow test.

Findings

The results support that geodemographic segments – as a proxy for personal characteristics – moderate the strength of the relationship between selling activities and sales effectiveness. Overall, the results demonstrate that selling activities have varying impacts on sales effectiveness within geodemographic segments and buyclass scenarios.

Practical implications

While it has been long held that understanding the personal characteristics of the B2B purchasing decision-maker is critical for sales effectiveness, little guidance has been provided on how to accomplish this to scale. The present study provides a framework and process for practitioner operationalization.

Originality/value

This research contributes to the literature that has explored personal characteristics of buying center members. Additionally, the results suggest that personal characteristics of the purchase decision-maker may transcend business-to-consumer and B2B purchasing contexts.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 10
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 June 1994

James B. Wilcox, Danny N. Bellenger and Edward E. Rigdon

While industrial marketing managers have long been concerned aboutthe representativeness of sample information, few direct measures havebeen available of how accurately the sample…

1931

Abstract

While industrial marketing managers have long been concerned about the representativeness of sample information, few direct measures have been available of how accurately the sample represents the population. Suggests the use of characteristics available from sources external to the survey process as a basis for such assessment. Presents procedures for gathering, analysing and interpreting such surrogate measures.

Details

Journal of Business & Industrial Marketing, vol. 9 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 31 July 2007

Mark E. Cross, Thomas G. Brashear, Edward E. Rigdon and Danny N. Bellenger

This paper aims to examine the impact of customer orientation, at the levels of both the company and the salesperson, on salesperson performance.

8338

Abstract

Purpose

This paper aims to examine the impact of customer orientation, at the levels of both the company and the salesperson, on salesperson performance.

Design/methodology/approach

A survey of 283 salespeople provides the database that was analyzed using structural equation modeling.

Findings

Prior studies suggest that both company and salesperson customer orientation has a positive effect on performance. The findings of this study suggest that a salesperson's customer orientation completely mediates the relationship between company customer orientation and salesperson performance. Thus, the influence of a company's customer orientation on salesperson performance acts through the customer orientation of the salespeople.

Originality/value

The study reinforces the importance of customer orientation and the role of salespeople in putting customer orientation into practice.

Details

European Journal of Marketing, vol. 41 no. 7/8
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 June 1997

Thomas G. Brashear, Danny N. Bellenger, Hiram C. Barksdale and Thomas N. Ingram

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a…

3021

Abstract

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher extrinsic reward orientation are antecendents to behaviors that relate to higher performance.

Details

Journal of Business & Industrial Marketing, vol. 12 no. 3/4
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 March 2004

George Moschis, Carolyn Curasi and Danny Bellenger

We live in an aging society, thus, it is important for businesses to develop a solid understanding of the older consumer. The food and grocery store industry is no exception since…

4777

Abstract

We live in an aging society, thus, it is important for businesses to develop a solid understanding of the older consumer. The food and grocery store industry is no exception since mature consumers spend more money on the average at food stores than their younger aged counterparts. Because there are marked differences within the large, mature consumer market, different marketing strategies are required even within this market to ensure the greatest success. This research employs a random, nation‐wide, sample of 10,500 names of household heads drawn from seven age categories. The literature from a wide range of disciplines was examined to explore factors and events affecting preferences and motives in the selection of food stores. Using factor analysis, four gerontological segments resulted that best describe the mature consumer market. Marketing strategies are offered suggesting how to most effectively appeal to older consumers in general as well as more precise strategies for successfully appealing to the four gerontological segments.

Details

Journal of Consumer Marketing, vol. 21 no. 2
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 1 April 2000

James Boles, Thomas Brashear, Danny Bellenger and Hiram Barksdale

Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a…

5448

Abstract

Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a salesperson to perform relationship selling behaviors. Relationship selling behaviors as examined in this study include interaction intensity, mutual disclosure, and cooperative intentions. The study was based on a sample of 487 business‐to‐business insurance salespeople. Findings indicate that interaction intensity and mutual disclosure have a significant effect on salesperson performance. Cooperative intentions do not influence performance. Results further demonstrate that some demographic criteria appear to be related to a salesperson’s likelihood of engaging in relationship selling.

Details

Journal of Business & Industrial Marketing, vol. 15 no. 2/3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 May 1995

Pamela A. Kennett, George P. Moschis and Danny N. Bellenger

The aging population in the United States makes skill in marketingto the mature consumer increasingly important. The biophysical andpsychosocial aging process creates a need for…

2765

Abstract

The aging population in the United States makes skill in marketing to the mature consumer increasingly important. The biophysical and psychosocial aging process creates a need for specific strategies to address the changes brought on by age. Attempts to ascertain the degree to which the financial services industry recognizes some of the needs of the elderly market and the degree to which marketing programs are addressing these needs. The results show that financial services marketers have been slow in implementing strategies which might help them better attract and serve the mature consumer, when compared with other industries. While this industry has done an excellent job in developing products which appeal to older consumers, they appear to be lacking in special assistance to mature consumers and training to support such assistance. Provides managerial implications stressing specific areas for improvement.

Details

Journal of Services Marketing, vol. 9 no. 2
Type: Research Article
ISSN: 0887-6045

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Article
Publication date: 1 December 2005

Alex R. Zablah, Wesley J. Johnston and Danny N. Bellenger

To develop and propose a conceptual model that explains why downstream channel members (e.g. retailers) are likely to adopt or resist the implementation of emerging partner…

1818

Abstract

Purpose

To develop and propose a conceptual model that explains why downstream channel members (e.g. retailers) are likely to adopt or resist the implementation of emerging partner relationship management (PRM) technologies by their channel counterparts (i.e. suppliers).

Design/methodology/approach

The conceptual model is grounded in organizational innovation theory and utilizes select case examples to support posited relationships.

Findings

Resellers' level of commitment to new PRM tools deployed by suppliers is likely to be driven by their perception of the technology's impact on the equity (i.e. fairness) and efficiency (i.e. cost) of existing channel relationships. In turn, resellers' perceptions about the equity and efficiency implications of PRM technology adoption are expected to be influenced by several factors, including: environmental factors, suppliers' choice of influence strategies and the characteristics of the exchange relationship.

Research limitations/implications

Aside from offering several testable propositions, the paper also raises various questions that are worthy of investigation, such as: To what extent (if at all) do boundary‐spanning technologies alter the basic nature of channel relationships? Can the deployment of PRM tools simultaneously lead to both greater channel conflict and coordination? Do differences in reseller commitment result when different implementation partners (i.e. third‐party software firms) handle the deployment of the technology across geographic regions?

Originality/value

The paper builds on the inter‐organizational concepts of equity and efficiency to offer a new perspective on the adoption of boundary‐spanning technologies in a channel setting.

Details

Journal of Business & Industrial Marketing, vol. 20 no. 7
Type: Research Article
ISSN: 0885-8624

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