|
Hokkaido University Collection of Scholarly and Academic Papers >
Graduate School of Economics and Business / Faculty of Economics and Business >
Peer-reviewed Journal Articles, etc >
Salesperson's procedural knowledge, experience and performance : An empirical study in Japan
| Title: | Salesperson's procedural knowledge, experience and performance : An empirical study in Japan |
| Authors: | Matsuo, Makoto Browse this author →KAKEN DB | | Kusumi, Takashi Browse this author |
| Keywords: | Salesforce | | Procedures | | Selling | | Experience | | Japan |
| Issue Date: | 2002 |
| Publisher: | MCB UP Ltd. |
| Journal Title: | European Journal of Marketing |
| Volume: | 36 |
| Issue: | 7/8 |
| Start Page: | 840 |
| End Page: | 854 |
| Publisher DOI: | 10.1108/03090560210430836 |
| Abstract: | The authors investigated the moderating effect of sales experience on the relationship between salespeople's procedural knowledge and their performance, using a sample of 108 salespeople working at three car dealerships in Japan. Moderated regression analyses suggested that the more experience salespeople gain, the stronger the relationship between procedural knowledge and performance becomes. The results provide some support for the hypothesis that the sales experience moderates the relationship between procedural knowledge and performance, which is consistent with Anderson's (1982, 1983) model and the ten-year rule of necessary preparation in expertise research. The results also suggest that a high-performing sales expert has customer-oriented and active selling knowledge. Theoretical and practical implications of these findings in managing salespeople are discussed. |
| Type: | article (author version) |
| URI: | http://hdl.handle.net/2115/72506 |
| Appears in Collections: | 経済学院・経済学研究院 (Graduate School of Economics and Business / Faculty of Economics and Business) > 雑誌発表論文等 (Peer-reviewed Journal Articles, etc)
|
Submitter: 松尾 睦
|
