A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions
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 salesp...
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Published in | The Journal of personal selling & sales management Vol. 39; no. 4; pp. 386 - 399 |
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Main Authors | , , , |
Format | Journal Article |
Language | English |
Published |
Abingdon
Routledge
02.10.2019
Taylor & Francis Ltd |
Subjects | |
Online Access | Get full text |
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Summary: | 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. |
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ISSN: | 0885-3134 1557-7813 |
DOI: | 10.1080/08853134.2019.1620612 |