2017 Q4 Research Review – edited by Jeremy Noad
16th December 2017 | Dr Jeremy Noad
These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into three broad themes: sales performance, customer management and behavioural studies.
Can inexperienced sales professionals get lucky without working smart or hard?
Inexperienced sales professionals face a high probability of failure, especially at an early career stage. One of the reasons for failure in sales pertains to the difficulty for salespeople to control their market environment. In fact, and from an attribution theory perspective, the sales environment is unstable and difficult to control, thus binding sales success to good or bad luck. The theory of attribution helps understand and explain how salespeople react to failure and bounce back.