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Determinants of salesperson performance in selling new products
Jönköping University, Jönköping International Business School, JIBS, Business Administration.
Balochistan University, Pakistan.
2017 (English)In: International Journal of Economics, Finance and Business Management Studies, ISSN 2397-6926, Vol. 3, no 1, 53-62 p.Article in journal (Refereed) Published
Abstract [en]

Salesperson performance is essential to commercialise and sell a new product in the market. It is significant to investigate determinants that affect salesperson performance while selling new products. Theories of reasoned action and perceived behavioural control were examined, which in turn shed light on different factors including attitude, self-efficacy, subjective norms, product and customer knowledge. Using the quantitative approach and survey method, the study attempted to obtain a clear insight of the determinants of salesperson performance vis-à-vis new product selling. Purposive sampling was used to select a sample which comprised of salespeople in a business-to-consumer market. The results indicated significant positive relationships between salesperson performance and positive attitude, high self-efficacy and knowledge about products and customers. Moreover, a highly positive correlation was found between the subjective norms and salesperson performance. This research proposed recommendation that managers focus on increasing salesperson knowledge about new products and customers, while boosting self-efficacy and positive attitudes towards selling a new product.

Place, publisher, year, edition, pages
FLE Learning , 2017. Vol. 3, no 1, 53-62 p.
Keyword [en]
Theory of Planned Behaviour, Theory of Perceived Behavioural Control, Salesperson Performance, New Product, Market Sale
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hj:diva-36801Local ID: IHHÖvrigtISOAI: oai:DiVA.org:hj-36801DiVA: diva2:1129824
Available from: 2017-08-07 Created: 2017-08-07 Last updated: 2017-08-07Bibliographically approved

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Manzoor, Ayesha

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CiteExportLink to record
Permanent link

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Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
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  • asciidoc
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