What question did this study set out to answer?

To systematically synthesize existing empirical evidence on the primary factors that determine salesperson job performance.

May 1, 1985Journal of Marketing Research

The Determinants of Salesperson Performance: A Meta-Analysis

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Authors

GCGilbert A. ChurchillUniversity of Wisconsin System NFNeil M. FordUniversity of Wisconsin System SHSteven W. HartleyNational Institutes of Health

Discussion

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Implication

Meta-analysis reveals key drivers of salesperson performance across published and unpublished studies, highlighting critical factors for sales effectiveness.

Key Points

To systematically synthesize existing empirical evidence on the primary factors that determine salesperson job performance.
Systematic meta-analysis synthesizing both published and unpublished sales performance literature.
Quantitative aggregation of empirical effect sizes linking various individual, organizational, and behavioral determinants to performance.
Identifies the key individual and situational determinants associated with variations in salesperson performance across studies.
Summarizes overall effect sizes across multiple decades of sales force research to clarify mixed findings in individual studies.

Cite This Study

Churchill et al. (1985) studied this question.

synapsesocial.com/papers/6a127df2f7bd4f5c7da66823 https://doi.org/10.2307/3151357

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Implication

Meta-analysis reveals key drivers of salesperson performance across published and unpublished studies, highlighting critical factors for sales effectiveness.

The Determinants of Salesperson Performance: A Meta-Analysis

Discussion

Member takes

Implication

Key Points

Cite This Study

The Determinants of Salesperson Performance: A Meta-Analysis

Discussion

Member takes

Implication

Key Points

Cite This Study

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