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Self-oriented competitiveness in salespeople: sales management implications

Author

Listed:
  • Wyatt A. Schrock

    (Michigan State University)

  • Douglas E. Hughes

    (University of South Florida)

  • Yanhui Zhao

    (University of Nebraska at Omaha)

  • Clay Voorhees

    (University of Alabama)

  • John R. Hollenbeck

    (Michigan State University)

Abstract

We explore the complexity of salesperson competitiveness and the concept of self-oriented competitiveness (SOC). Study 1 develops and validates a measure of SOC within a nomological network of achievement-related and personality constructs. Study 2 leverages a field experiment with a corporate sales force to explore alternative financial incentive structures facilitating performance across salespeople possessing different types of competitiveness. Using a contingency approach to leadership behavior and a multilevel field study with salesperson–sales manager dyadic data, Study 3 shows that other-oriented competitiveness (OOC) and SOC lead to conditionally distinct salesperson behaviors and differential performance outcomes. Collectively, the three investigations suggest that SOC is a unique construct having important sales management and future research implications.

Suggested Citation

  • Wyatt A. Schrock & Douglas E. Hughes & Yanhui Zhao & Clay Voorhees & John R. Hollenbeck, 2021. "Self-oriented competitiveness in salespeople: sales management implications," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1201-1221, November.
    • Handle: RePEc:spr:joamsc:v:49:y:2021:i:6:d:10.1007_s11747-021-00792-0
    DOI: 10.1007/s11747-021-00792-0
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    References listed on IDEAS

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    1. Oliver J. Rutz & George F. Watson, 2019. "Endogeneity and marketing strategy research: an overview," Journal of the Academy of Marketing Science, Springer, vol. 47(3), pages 479-498, May.
    2. Viswanathan, Madhu & Li, Xiaolin & John, George & Narasimhan, Om, 2018. "Is cash king for sales compensation plans? Evidence from a large-scale field intervention," LSE Research Online Documents on Economics 87158, London School of Economics and Political Science, LSE Library.
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    4. Doug J. Chung & Thomas Steenburgh & K. Sudhir, 2014. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans," Marketing Science, INFORMS, vol. 33(2), pages 165-187, March.
    5. Coren L. Apicella & Elif E. Demiral & Johanna Mollerstrom, 2017. "No Gender Difference in Willingness to Compete When Competing against Self," American Economic Review, American Economic Association, vol. 107(5), pages 136-140, May.
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    Cited by:

    1. Xiaoyan Wang & Guocai Wang & Yanhui Zhao & Wyatt A. Schrock, 2024. "The Intellectual Structure of Sales Ethics Research: A Multi-method Bibliometric Analysis," Journal of Business Ethics, Springer, vol. 193(1), pages 133-157, August.
    2. Zheng, Yaqin & Liao, Hsin-Yi & Schrock, Wyatt A. & Zheng, Yi & Zang, Zhimei, 2023. "Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance," Journal of Business Research, Elsevier, vol. 155(PA).

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