The Time Allocation Behavior of Salesperson: A Conceptual Framework of its Antecedents, Moderators and Concequences

The Time Allocation Behavior of Salesperson: A Conceptual Framework of its Antecedents, Moderators and Concequences

維可(Vivek Mishra)

指導教授 ： 李伯謙

元智大學/管理學院/企業管理學系/碩士(2008年)

https://doi.org/10.6838/YZU.2008.00168

摘要

The purpose of this study is to provide conceptual hypothesis for time allocation behavior of salespeople on selling and non-selling activities. Previous research has examined time management, but no study has focused on effects of time allocation behavior on salespeople’s performance. Based on the notion that job performance is a multiplicative function of skill level and motivation (Pinder, 1984) it is assumed that selling functions such as selling and non-selling activities may also interact with other predictors that can fit as antecedents and moderators of performance. Learning and performance orientation, knowledge structure, behavior based control system and time management training, seem to enhance time management allocation on behaviors such as selling and non-selling activities, whereas we also propose that market and product characteristics act as moderator between salesperson time management behavior and job performance. Hence this review is the first to offer an overview of empirical research on time allocation behavior. Both practice and scientific research may benefit from the description of this attempt to measure and test the popular notions of salesperson’s time allocation behavior: its antecedents, moderators and outcome.

關鍵字

Time allocation behavior ； Salesperson’s time allocation and performance ； selling activities ； Non-selling activities

並列摘要

The purpose of this study is to provide conceptual hypothesis for time allocation behavior of salespeople on selling and non-selling activities. Previous research has examined time management, but no study has focused on effects of time allocation behavior on salespeople’s performance. Based on the notion that job performance is a multiplicative function of skill level and motivation (Pinder, 1984) it is assumed that selling functions such as selling and non-selling activities may also interact with other predictors that can fit as antecedents and moderators of performance. Learning and performance orientation, knowledge structure, behavior based control system and time management training, seem to enhance time management allocation on behaviors such as selling and non-selling activities, whereas we also propose that market and product characteristics act as moderator between salesperson time management behavior and job performance. Hence this review is the first to offer an overview of empirical research on time allocation behavior. Both practice and scientific research may benefit from the description of this attempt to measure and test the popular notions of salesperson’s time allocation behavior: its antecedents, moderators and outcome.

並列關鍵字

Time allocation behavior ； Salesperson’s time allocation and performance ； selling activities ； Non-selling activities

參考文獻

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