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A within-person theoretical perspective in sales research : outlining recommendations for adoption and consideration of boundary conditions
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Childs, Dayle R. N., Lee, Nick, Dewsnap, Belinda and Cadogan, John W. (2019) A within-person theoretical perspective in sales research : outlining recommendations for adoption and consideration of boundary conditions. Journal of Personal Selling and Sales Management, 39 (4). pp. 386-399. doi:10.1080/08853134.2019.1620612
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Official URL: https://doi.org/10.1080/08853134.2019.1620612
Abstract
In the sales literature it is standard practice for researchers to collect cross-sectional data from multiple salespeople, and to compare those salespeople on the data obtained. This between-person approach is suitable for research aiming to draw conclusions between salespeople. However, many salesperson processes are dynamic and vary within salespeople over time, requiring datasets with repeated-measures. This article highlights the need to adopt a within-person theoretical perspective in sales research. Critically, the article shows how our present understanding of boundary conditions may change depending on whether a between-person or within-person level of analysis is adopted. Using examples from the sales literature, we show how the practical implications from between-persons research designs do not necessarily generalize to the within-person level. Further, we explain the methodological and analytical considerations that researchers must account for when undertaking within-person research. Furthermore, the article provides decision criteria that help to identify when within-person analysis should be conducted, outlining analysis tools that are capable of correctly estimating within-person effects without bias. Examples of how within-person research can enhance theory within future sales research, and how within-person research may influence management implications are also discussed. Finally, potential remedies to within-person research barriers are given.
| Item Type: | Journal Article | ||||||
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| Subjects: | H Social Sciences > H Social Sciences (General) H Social Sciences > HF Commerce |
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| Divisions: | Faculty of Social Sciences > Warwick Business School | ||||||
| Library of Congress Subject Headings (LCSH): | Selling -- Research, Selling -- Longitudinal studies, Sales personnel , Sales personnel -- Professional ethics, Longitudinal method | ||||||
| Journal or Publication Title: | Journal of Personal Selling and Sales Management | ||||||
| Publisher: | Taylor & Francis | ||||||
| ISSN: | 0885-3134 | ||||||
| Official Date: | 19 June 2019 | ||||||
| Dates: |
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| Volume: | 39 | ||||||
| Number: | 4 | ||||||
| Page Range: | pp. 386-399 | ||||||
| DOI: | 10.1080/08853134.2019.1620612 | ||||||
| Status: | Peer Reviewed | ||||||
| Publication Status: | Published | ||||||
| Publisher Statement: | This is an Accepted Manuscript of an article published by Taylor & Francis in Journal of Personal Selling and Sales Management on 19 Jun 2019, available online: http://www.tandfonline.com/10.1080/08853134.2019.1620612 | ||||||
| Access rights to Published version: | Restricted or Subscription Access | ||||||
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