What question did this study set out to answer?

This research examines the key drivers of sales performance and their relationships with various moderators. It aims to update understanding of sales performance determinants across years.

August 11, 2010Journal of the Academy of Marketing ScienceOpen Access

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

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Authors

WVWillem VerbekeEnvironmental Research Institute of Michigan BDBart DietzErasmus University Rotterdam EVErnst VerwaalVIB-KU Leuven Center for Microbiology

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Implication

Meta-analysis explores sales performance influences, highlighting salespeople as potential knowledge brokers.

Key Points

This research examines the key drivers of sales performance and their relationships with various moderators. It aims to update understanding of sales performance determinants across years.
Conducted a meta-analysis synthesizing data from 1982 to 2008.
Revised the classification of sales performance determinants based on previous frameworks.
Analyzed the predictive validity and moderating factors using multivariate causal modeling.
Five sub-categories significantly correlate with sales performance: selling-related knowledge (β = .28), adaptability (β = .27), role ambiguity (β = −.25), cognitive aptitude (β = .23), and work engagement (β = .23).
Found that measurement methods, research context, and sales-type variables moderate these relationships.
Indicated that salespeople may operate as knowledge brokers in a knowledge-driven economy.

Cite This Study

Verbeke et al. (2010) studied this question.

synapsesocial.com/papers/69dc33db3080d3567e274939 https://doi.org/10.1007/s11747-010-0211-8

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Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

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Implication

Key Points

Cite This Study

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Discussion

Member takes

Implication

Key Points

Cite This Study

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