Грэг Маршалл - Управление отделом продаж

Greg W. Marshall, William C. Moncrief, and Felicia G. Lassk. The Current State of Sales Force Activities. Industrial Marketing Management 28 (1999). С. 87–98; William C. Moncrief, Selling Activity and Sales Position Taxonomies for Industrial Salesforces. Journal of Marketing research 23 (август 1986). С. 261–270; Robert E. Hite and Joseph A. Bellizzi. Differences in the Importance of Selling Techniques between Consumer and Industrial Salespeople. Journal of Personal Selling & Sales Management 5 (ноябрь 1985). С. 19–30.

Suzy Ramlal, Review of Employee Motivation Theories and Their Implications for Employee Retention within Organizations. Journal of American Academy of Business 5 (September 2004). С. 52–64.

Обсуждение мотивационных теорий и их взаимодействие см. James L. Gibson, John M. Ivancevich, and James H. Donnelly, Jr. Organizations: Behavior, Structure, Processes, 7th ed. Homewood. IL: Richard D. Irwin, 1991; Mary D. Stecher and Joseph G. Rosse. Understanding Reactions to Workplace Injustice Through Process Theories of Motivation: A Teaching Module and Simulation. Journal of Management Education 31 (December 2007). С. 777–796.

Barton A. Weitz, Harish Sujan, and Mita Sujan. Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness. Journal of Marketing (октябрь 1986). С. 174–191. См. также Harish Sujan. Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople’s Motivation. Journal of Marketing Research (февраль 1986). С. 41–49; Kirk Smith, Eli Jones, and Edward Blair. Managing Salesperson Motivation in a Territory Realignment. Journal of Personal Selling & Sales Management 20 (осень 2000). С. 215–226; Dana James, Web Conferencing. Talk Eases Salespeople’s Fears, Marketing News (ноябрь, 19, 2001). С. 4–5.

Этот аргумент часто является весомым; например, продавцам следует дать возможность самим назначать цену, т. к. именно они взаимодействуют с покупателями и лучше знают, какая цена будет приемлемой для совершения сделки. Интересен следующий факт: одно из исследований выявило, что среди 108 исследуемых компаний те, которые вели жесткую ценовую политику, имели наименьшее число продаж и самые низкие показатели прибыли. См. P. Ronald Stephenson, William L. Cron, and Gary L. Frazier. Delegating Pricing Authority in the Sales Force: The Effects on Sales and Profit Performance. Journal of Marketing (Spring 1979). С. 21–28. См. также Richard Kern. Letting Your Salespeople Set Prices (Sort Of). Sales & Marketing Management (August 1989). С. 44–49; Thomas E. DeCarlo, R. Kenneth Teas, and James C. McElroy. Salesperson Attribution Process and the Formation of Expectancy Estimates. Journal of Personal Selling & Sales Management 17 (Summer 1997). С. 1–17.

Abraham k. Korman. Expectations as Determinants of Performance. Journal of Applied Psychology 55 (1971). С. 218–222; Roy D. Howell, Danny N. Bellenger, and James B. Wilcox. Self-Esteem, Role Stress, and Job Satisfaction among Marketing Managers. Journal of Business Research (February 1987). С. 71–84. Также см. Jeffrey Sager, Junsub Yi, and Charles M. Futrell. A Model of Depicting Salesperson’s Perceptions. Journal of Personal Selling & Sales Management 18 (лето 1998). С. 1–22; Marc-Andrй Reinhard and Oliver Dickhдuser. Need for Cognition, Task Difficulty, and the Formation of Performance Expectancies. Journal of Personality and Social Psychology 96 (май 2009). С. 1062.

Rosemary Lagace, Stephen B. Castleberry, and Rick Ridnour. An Exploratory Salesforce Study of the Relationship between Lead-Member Exchange and Motivation, Role Stress, and Manager Evaluation. Journal of Applied Business Research (осень 1993). С. 110–119; Julia Chang, Happy Sales Force. Happy Returns. Sales & Marketing Management 158 (март 2006). С. 32–34.

Jaramillo, Fernando, Douglas B. Grisaffe, Lawrence B. Chonko, and James A. Roberts. Examining the Impact of Servant Leadership on Sales Force Performance. Journal of Personal Selling & Sales Management 29 (лето 2009). С. 257–276, James B. DeConinck. The Effects of Leader-Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople. Journal of Personal Selling & Sales Management 31 (Winter 2011). С. 21–34. Edward F.. Lawler III, Pay and Organizational Effectiveness: A Psychological View. New York: McGraw-Hill, 1971; Malcolm Fleschner, Manager as Motivator. SellingPower.com (июнь, 13, 2001); Sales & Marketing Management (август 2001). С. 62.

AlfieKohn. Punished be Rewards. New York: Houghton Mifflin, 1993. См. также William Keenan, Jr., Breaking with Tradition, Sales & Marketing Management (июнь 1994). С. 94–99.

Например см. Thomas N. Ingram and Danny N. Bellenger. Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople, Journal of Marketing Research (май 1983). С. 198–205; Lawrence B. Chonko, John F. Tanner, Jr., and William A. Weeks. Reward Preferences of Salespeople. Journal of Personal Selling & Sales Management (лето 1992). С. 67–76; Thomas E. DeCarlo, R. Kenneth Teas, and James C. McElroy. Salesperson Performance Attribution and Processes and Formation of Expectancy Estimates. Journal of Personal Selling & Sales Management (лето 1997). С.1–17; Alexander D. Stajkovic and Fred Luthans. Differential Effects of Incentive Motivators on Work Experience. Academy of Management Journal 4, № 3 (2001). С. 580–590. Интересное межкультурное сравнение ценности вознаграждения, ожиданий и взаимопомощи среди сбытового персонала в Соединенных Штатах, Корее и Японии см. Alan J. Dubinsky, Masaaki Kotabe, Chae Un Lim, and Ronald E. Michaels. Differences in Motivational Perceptions among U.S., Japanese, and Korean Sales Personnel. Journal of Business Research 30 (1994). С. 175–185; Jennifer Gilbert, What Motivates Me. Sales & Marketing Management 155 (февраль 2003). С. 30–35.

Miao, C. Fred and Kenneth R. Evans. The Impact of Salesperson Motivation on Role Perceptions and Job Performance: A Cognitive and Affective Perspective. Journal of Personal Selling & Sales Management 27 (зима 2007). С. 89–101; Sales & Marketing Management, March 2001, с. 14.

Gilbert A. Churchill, Jr., Neil M. Ford, and Orville C. Walker, Jr. Predicting a Salesperson’s Job Effort and Performance: Theoretical, Empirical, and Methodological Considerations, in Sales Management: New Developments from Behavioral and Decision Model Research , под редакцией Richard P. Bagozzi. Cambridge, MA: Marketing Science Institute, 1979. С. 3–39; Gordon T. Gray and Stacia Wert-Gray. Decision-Making Processes and Formation of Salespeople’s Expectancies, Instrumentalities, and Valences. Journal of Personal Selling & Sales Management 19 (лето 1999). С. 53–59.

Исследование продавцов промышленной продукции см. Richard L. Oliver. Expectancy Theory Predictions of Salesmen’s Performance. Journal of Marketing Research (август 1974). С. 243–253.

Абрахам Маслоу. Мотивация и личность (Abraham H. Maslow. Motivation and Personality, 2nd ed. New York: Harper & Row, 1970; David L. Rennie. Two Thoughts on Abraham Maslow. The Journal of Humanistic Psychology 48 (октябрь 2008). С. 445.

Frederick Herzberg, Bernard Mauser, and Barbara Snyderman. The Motivation to Work, 2-е изд. New York: John Wiley & Sons, 1959. См. также Robert Berl, Terry Powell, and Nicholas C. Williamson. Industrial Salesforce Satisfaction and Performance with Herzberg’s Theory. Industrial Marketing Management (февраль 1984). С. 11–19; David D. Shipley and Julia A. Kiely. Industrial Salesforce Motivation and Herzberg’s Dual Factor Theory: A U.K. Perspective. Journal of Personal Selling & Sales Management (май 1986) с. 9–16; David Hackett, Bespoke Bonus. Marketing Week 24, № 12 (2001). С. 45.

Clayton P. Alderfer. An Empirical Test of a New Theory of Human Needs. Organizational Behavior and Human Performance 4 (1969). С. 142–175; Larry E. Pate, Understanding Human Behaviour. Management Decision 25 (1987). С. 58–64.

Gilbert A. Churchill, Jr., Neil M. Ford, and Orville C. Walker, Jr. Personal C haracteristics of Salespeople and the Attractiveness of Alternative Rewards, Journal of Business Research 7 (1979). С. 25–50; Robert L. Berl, Nicholas C. Williamson, and Terry Powell. Industrial Salesforce Motivation: A Critique and Test of Maslow’s Hierarchy of Needs. Journal of Personal Selling & Sales Management (май 1984). С. 33–39.

См. Lawler. Pay and Organizational Effectiveness, особенно, с. 46–59. Maslow, Motivation and Personality, 2-е изд. New York; Harper & Row, 1970.

Wesley J. Johnston and Keysuk Kim. Performance, Attribution, and Expectancy Linkages in Personal Selling. Journal of Marketing (октябрь 1994). С. 68–81; Thomas E. DeCarlo, R. Kenneth Teas, and James C. McElroy. Salesperson Performance Attribution Process and the Formation of Expectancy Estimates. Journal of Personal Selling & Sales Management 17 (лето 1997). С. 1–17.

David C. McClelland, John W. Atkinson, Russell A. Clark, and Edgar L. Lowell. The Achievement Motive. New York: Appleton-Century-Crofts 1953; John W. Atkinson. An Introduction to Motivation. Princeton, NJ: Van Nostrand, 1964; Murray R. Barrick, Greg L. Steward, and Mike Piotrowski. Personality and Job Performance: Test of the Mediating Effects of Motivation Among Sales Representatives. Journal of Applied Psychology 87 (февраль 2002). С. 43.

См. например E. E. Lawler III. Job Attitudes and Employee Motivation: Theory, Research, and Practice. Personnel Psychology 23 (1970). С. 223–237; Julian B. Rotter. Generalized Expectancies for Internal versus External Control of Reinforcement. Psychological Monographs: General and Applied (1966). С. 80; Michael L. Mallin, and Michael Mayo. Why Did I Lose? A Conservation of Resources View of Salesperson Failure Attributions. Journal of Personal Selling & Sales Management 26 (осень 2006). С. 345; J. K. Sager, H. D. Strutton, and D. A. Johnson. Core Self-Evaluations and Salespeople, Psychology & Marketing 23 (февраль 2006). С. 95.