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Salesperson self-esteem: Measure development and validation

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  • Pomirleanu, Nadia
  • John-Mariadoss, Babu

Abstract

Although scholarly interest in salesperson self-esteem has always been high, past research on self-esteem in selling contexts has almost always measured salespersons’ self-esteem using items adapted from global self-esteem measures. In this paper, we use mixed methods to develop and validate a new measure for self-esteem in sales settings. Through grounded theory, we build and propose a multidimensional conceptualization encompassing professional, task and relational dimensions of salesperson self-esteem (SpSE). Analyses of data obtained from multiple surveys of salespeople show (i) better fit for a 3-factor structure when compared to competing models; (ii) high reliability and content validity for the new measure; (iii) convergent and discriminant validity with related constructs, and (iv) incremental validity while predicting key outcomes over and above prior salesperson self-esteem measures. Cumulatively, we show that the SpSE measure is reliable and valid, advancing a nuanced approach to research relating to self-esteem in selling organizations.

Suggested Citation

  • Pomirleanu, Nadia & John-Mariadoss, Babu, 2025. "Salesperson self-esteem: Measure development and validation," Journal of Business Research, Elsevier, vol. 196(C).
    • Handle: RePEc:eee:jbrese:v:196:y:2025:i:c:s0148296325002450
    DOI: 10.1016/j.jbusres.2025.115422
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    References listed on IDEAS

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