Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis

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dc.contributor.authorKerr, Peter D.
dc.contributor.authorMarcos Cuevas, Javier
dc.date.accessioned2023-10-19T14:30:08Z
dc.date.available2023-10-19T14:30:08Z
dc.date.freetoread2025-03-19
dc.date.issued2023-09-18
dc.description.abstractProfessional selling has been transformed over the last decade and is in constant flux. Fundamental changes have occurred in how best to achieve salesperson performance and how to measure it. In this article, we present a meta-analysis of the determinants of salesperson performance using 150 studies, 936 raw effects, and ten moderating variables captured from 2009 to 2020. Our findings enable us to identify 19 key determinants of performance and to classify these within a sales determinant continuum, ranging from universal, to context-specific to necessary but insufficient predictors of performance. Our results show the significant influence the operationalization of salesperson performance has on the relationship between sales determinants and performance outcomes. Our study offers more nuanced guidelines for sales management practice than previous studies and suggests a greater alignment between research sampling and performance measurement methods to further our understanding of sales performance going forward.en_UK
dc.format.extent414-431
dc.identifier.citationKerr PD, Marcos-Cuevas J. (2024) Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis, Journal of Professional Selling & Sales Management, Volume 44, Issue 4, December 2024, pp. 414-431en_UK
dc.identifier.eissn1557-7813
dc.identifier.issn0885-3134
dc.identifier.issueNo4
dc.identifier.urihttps://doi.org/10.1080/08853134.2023.2250561
dc.identifier.urihttps://dspace.lib.cranfield.ac.uk/handle/1826/20409
dc.identifier.volumeNo44
dc.language.isoenen_UK
dc.publisherTaylor & Francisen_UK
dc.rightsAttribution-NonCommercial 4.0 International*
dc.rights.urihttp://creativecommons.org/licenses/by-nc/4.0/*
dc.subjectsales performanceen_UK
dc.subjectsalespeopleen_UK
dc.subjectmeta-analysisen_UK
dc.subjectperformance measurementen_UK
dc.titleReclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysisen_UK
dc.typeArticleen_UK
dcterms.dateAccepted2023-08-17

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