James E. Zemanek

Distinguishing between manufacturer power and manufacturer salesperson power

Distinguishes empirically between the power that the manufacturer‐employee salesperson possesses in relation to the manufacturer itself in a channel containing an industrial distributor. Finds support for the belief that, compared with the manufacturer, the manufacturer’s salesperson has as much, if not more, influence on the distributor. Also examines the possible effects of a manufacturer salesperson’s specific power bases on the distributor’s perception of salesperson power and on distributor satisfaction.

Buyers’ Perceptions of Salesperson Tactical Approaches

At the strategic level, the role of the industrial salesperson has been described as managing a portfolio of different buyer– seller relationships. This study identifies specific sales tactics (i.e., customer-focused, competitor-focused, or productfocused) that support the development of these strategic relationships. Data gathered from a national sample of industrial buyers was used to examine the differential effects of three sets of selling techniques. These differences tend to be contingent on the buyers’ position within that firm. When a buyer occupies a higher level of authority within his or her firm, customer-focused approaches tend to garner higher responsiveness ratings.

Salespersons' weight and ratings of characteristics related to effectiveness of selling.

A study was conducted to examine the effects of a salespersons weight and the interaction of weight with sex on a variety of positive personal characteristics which have been previously established. 243 purchasing agents provided data on 410 male and female salespeople who were then divided into two groups by weight. Analyses of variance were conducted using weight and sex as the independent variables and a variety of personal characteristics as dependent variables. The analysis suggested that the weight and sex of a salesperson are related to several personal characteristics.

Relationship of Birth Order and the Marketing-Related Variable of Materialism

The relationship between the birth order and materialism scores was investigated using materialism conceptualized as a consumer value. Data were collected from 275 alumni of a major southwestern university. The analysis indicated that firstborns in this sample scored significantly lower on materialism than younger siblings

EXPLORATORY RELATIONSHIPS AMONG COGNITIVE STYLE, VALUES, AND SELECTED CONSUMPTION BEHAVIORS

This study presents an exploratory structural model of relationships among dimensions of cognitive style, List of Values factors, and consumption activity factors. Analysis was based on questionnaire responses from 416 alumni of a major southwestern university The findings provide insight into how measurement of values may be modified to include individual personality differences; how values may relate to consumption behavior; and how personality differences may relate to both values and consumption behavior.