Dawn R. Deeter-Schmelz

Enriching Our Understanding of Student Team Effectiveness

As team projects become ever more common in business and in the marketing classroom, an increased understanding of factors contributing to team effectiveness is necessary for instructors to assist students in realizing the potential benefits of this pedagogical tool. Drawing from a wide base of literature on team research, the authors develop an input-process-output model of team effectiveness. Using data from 85 teams from marketing classes, this model was tested. Results support the positive and direct role of cohesion as an input variable on the process variable of team work. Additional relationships are explored, and the implications of the research findings are discussed with practical suggestions for the marketing classroom.

Understanding sales manager effectiveness: Linking attributes to sales force values

Abstract Although sales managers influence a variety of sales force outcomes critically important in the dynamic business environment of the 21st Century, research examining sales manager effectiveness is limited. As such, an investigation of the attributes of effective sales managers, as well as the impact of these attributes on the sales force, is warranted. To explore these issues, the authors employed value laddering, an in-depth interview technique that facilitates the identification of key attributes and the subsequent linkages of those attributes to consequences and underlying values or goals held by respondents. Data collected from sales professionals resulted in 308 ladders that were subsequently aggregated across subjects and used to generate a hierarchical value map (HVM) reflecting the associations among constructs. The HVM highlights the attributes of effective sales managers, as identified by respondents, and reflects three major sales management roles: communicator, motivator and coach. Each of these roles is explored and managerial and research implications are discussed.

An investigation of team information processing in service teams: Exploring the link between teams and customers

In an effort to satisfy the needs of increasingly knowledgeable and demanding customers, many organizations are implementing teams in customer contact positions. Unfortunately, stifled information flows and poor communication often impede their effectiveness. To help managers build more effective teams, the authors develop and test a model of team information processing that includes both antecedents (information acquisition, team norms, team size, and team longevity) and outcomes (customer satisfaction with service). Data collected from 61 health care teams, as well as from 1,598 patients served by these teams, are used to investigate the hypothesized relationships between variables. Partial support for the model is provided. Based on these findings, implications for researchers and practitioners are offered.

What are the Characteristics of an Effective Sales Manager? an Exploratory Study Comparing Salesperson and Sales Manager Perspectives

This study builds on previous research concerning sales manager selection by examining the characteristics of effective sales managers from two perspectives—that of sales managers and sales representatives. Results of this exploratory study indicate that sales representatives assess the effectiveness of sales managers through the manager’s broad knowledge base along with communication, listening, and human relations skills to develop a role as “supporter” of the sales force. Sales managers, on the other hand, believe that their knowledge base along with effective utilization of communication, listening, human relations, and organization skills allow them to be more of a “participant” in the sales process, thus strengthening their position as an effective sales manager. The implications of this and other findings are discussed in the manuscript.

Buyer‐seller relationships and information sources in an e‐commerce world

In the environment of business‐to‐business e‐commerce, both buyers and sellers are uncertain about their roles. Questions abound. What is the role of the Internet in buyer‐seller relationships, and what will be the interface between the Internet and the salesforce as information sources? Data collected from purchasing professionals suggest that traditional information sources, including suppliers’ salespeople, are more useful than the Internet at the present time. Moreover, findings indicate that the Internet plays almost no role in supplier selection decisions and only a moderate role in ongoing buyer‐seller relationships. Additionally, in relationships characterized by high levels of information exchange, trust, cooperation, and/or adaptations, the Internet appears to play a less important role. Based on these findings, implications for practitioners and researchers are discussed.

Prestige Clothing Shopping by Consumers: A Confirmatory Assessment and Refinement of the Precon Scale with Managerial Implications

Although shopping behavior based on the prestige qualities of products and stores has long been accepted as ubiquitous, no comprehensive measure of the factors underlying this behavior has been available to assist in identifying and quantifying this market. To address this concern, an assessment and refinement of the PRECON Scale, an instrument intended to measure factors underlying consumers’ preferences for clothing and store prestige, was undertaken. Data were collected from 321 randomly sampled consumers. The stringent confirmatory factor analysis procedures employed resulted in a nineteen-item instrument that demonstrates sound psychometric characteristics while providing an explanation of consumers’ prestige shopping preferences.

Enhancing the Emotional Intelligence of Salespeople

In today’s rapidly changing sales environment, successful salespeople must acquire skills that give them a competitive advantage. Emotional intelligence (EI), defined as perceiving, interpreting, and reacting to one’s own and others’ emotions, is offered as one critical skill that will allow salespeople to guide their behavior and think in ways that can enhance their sales performance. In this paper, we review emotional intelligence and discuss how it is related to existing theories of sales performance. Research propositions are then developed based on the Walker, Churchill, and Ford (1977) sales performance model. Strategies for sales practitioners are proposed, and additional opportunities for future research are identified.

A Global Perspective on the Current State of Sales Education in the College Curriculum

In developing on-going customer relationships required in a global business world, twenty-first-century businesses are demanding greater numbers of well-trained, entry-level sales representatives while at the same time expecting higher levels of professionalism and skill from these salespeople. With increased focus on professional selling, we address the question: has the delivery of sales education at universities evolved in response to current demands? This research assesses the current state of sales education in domestic and international universities by surveying department chairs and sales faculty to determine what courses are being taught, what pedagogical techniques are being used, and what are the concerns facing departments in the delivery of sales education. In addition, we contrast the curriculum of schools that offer a dedicated sales program with those that have a general business or marketing program. We also focus attention on the differences and similarities of U.S. and global universities’ sales offerings. Our findings provide benchmarks for schools that are developing or enhancing their sales courses to meet the demand from businesses.

Personality Traits and Sales Performance: Exploring Differential Effects of Need For Cognition and Self-Monitoring

Identification of personality traits effective in predicting sales success has become increasingly critical. Two theoretically grounded traits—need for cognition and self-monitoring—were investigated as possible predictors of sales performance. Analysis of data collected from 956 salespeople revealed that both need for cognition and self-monitoring were related to differences in self-rated sales performance. Managerial implications and directions for future research are proposed.

Patient care teams and customer satisfaction: the role of team cohesion

Patient care teams are emerging as health care organizations continue to face resource constraints and greater demands for patient satisfaction. Although health care management researchers and managers tout the benefits of teams, findings from empirical research are mixed regarding the use of patient care teams. To gain a better understanding of patient care teams, we examined the antecedents and consequences of cohesion, one construct hypothesized to contribute to effective team performance. Previous research suggests adequacy of team training, pay equity, and acceptance of teamwork as antecedents positively associated with the team cohesion. Findings support the importance of training and a positive predisposition for teamwork to be significantly related to cohesion. Importantly, cohesion was linked to quality of patient care leading to greater levels of patient satisfaction. Implications for managers and researchers are discussed.