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Indiana University Bloomington

Center for Global Sales Leadership

Reputation

"The Center for Global Sales Leadership at IU makes a rare and important contribution to improving our knowledge of this vital business function."

Neil Rackham, author of Spin Selling and consultant to the world's leading corporations

Research &Publications

Journal Articles

Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation

2003, Journal of the Academy of Marketing Science

Andrea L Dixon, Rosann L Spiro, Lukas P Forbes

Abstract

This research aimed to determine how inexperienced sales representatives (rookies) interpret and respond to failure situations. The study looked a 296 rookie financial services sales representatives' performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future selling situation. The results were compared with Dixon, Spiro and Jamil's 2001 findings for experienced sales representatives (veterans). Results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters.

Citation

Dixon, Andrea L., Rosann L. Spiro, and Lukas P. Forbes (2003), "Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation," Journal of the Academy of Marketing Science, Vol. 31, No. 4, pp. 459-467.