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When Intelligence is (Dys)Functional for Achieving Sales Performance

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  • Verbeke, W.J.M.I.
  • Belschak, F.D.
  • Bakker, A.B.
  • Dietz, H.M.S.

Abstract

Using two different samples of salespeople, the authors investigate how a combination of general mental ability (GMA) and specific skills and capabilities (social competence and thinking styles) allows salespeople to reach their sales goals. The study finds evidence for an interaction between GMA and social competence. If combined with high social competence, high GMA leads to highest sales performance; if combined with low social competence, high GMA leads to lowest sales performance. In addition, interaction effects between GMA and a judicial thinking style were found. Salespeople high on GMA have the most potential for attaining high levels of sales performance when combined with specific skills; when lacking these skills they may become the firm’s worst performers.

Suggested Citation

  • Verbeke, W.J.M.I. & Belschak, F.D. & Bakker, A.B. & Dietz, H.M.S., 2008. "When Intelligence is (Dys)Functional for Achieving Sales Performance," ERIM Report Series Research in Management ERS-2008-034-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    • Handle: RePEc:ems:eureri:12633
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    References listed on IDEAS

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    Cited by:

    1. Leff Bonney & Christopher R. Plouffe & Michael Brady, 2016. "Investigations of sales representatives’ valuation of options," Journal of the Academy of Marketing Science, Springer, vol. 44(2), pages 135-150, March.
    2. Groza, Mark D. & Locander, David A. & Howlett, Charles H., 2016. "Linking thinking styles to sales performance: The importance of creativity and subjective knowledge," Journal of Business Research, Elsevier, vol. 69(10), pages 4185-4193.
    3. Stuart Read & Stefan Michel & Jan H. Schumann & Kumar Rakesh Ranjan, 2019. "Pricing co-created value: an integrative framework and research agenda," AMS Review, Springer;Academy of Marketing Science, vol. 9(3), pages 155-183, December.
    4. Touzani, Mourad & Hirschman, Elizabeth C. & Hechiche Salah, Lamia, 2016. "Retail stressors in the Middle East/North Africa region," Journal of Business Research, Elsevier, vol. 69(2), pages 726-735.
    5. Andree Swanson & Diane Hamilton & Paula Zobisch, 2015. "Establishing Best Practices For Including Emotional Intelligence In Real Estate Professionals," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 9(4), pages 91-97.
    6. Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
    7. Kadic-Maglajlic, Selma & Micevski, Milena & Arslanagic-Kalajdzic, Maja & Lee, Nick, 2017. "Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach," Journal of Business Research, Elsevier, vol. 80(C), pages 53-62.
    8. Kumar Rakesh Ranjan & Stuart Read, 2016. "Value co-creation: concept and measurement," Journal of the Academy of Marketing Science, Springer, vol. 44(3), pages 290-315, May.
    9. Patel, Pankaj C. & Pearce, John A. & Bachrach, Daniel G., 2018. "Psychological Distress is increasing among customer-facing retail employees: Evidence from 1997 to 2015," Journal of Business Research, Elsevier, vol. 89(C), pages 21-26.

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    More about this item

    Keywords

    general mental ability; knowledge; knowledge based marketing; sales; thinking styles;
    All these keywords.

    JEL classification:

    • C44 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods: Special Topics - - - Operations Research; Statistical Decision Theory
    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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