RT Journal Article
T1 Relevance of salespeople profiles: an analysis in an emerging economy
A1 Arditto, Luis
A1 Cambra-Fierro, Jesús
A1 Olavarría Jaraba, Ana
A1 Vázquez-Carrasco, Rosario
K1 Job performance
K1 Market orientation
K1 Emerging economy
K1 Salespeople
K1 Sales performance
K1 New product success
AB PurposeThe purpose of this paper is to analyze the impact of the salespeople profile (i.e., effort, commitment and creativity) – and its degree of market orientation (MO) – on the success of new product launch and sales outcomes. An emerging economy context is taken as a reference.Design/methodology/approachA structural equations model is proposed. The data are based on a sample of retail sector sales managers in Peru.FindingsThe results indicate that salespeople effort, creativity and degree of MO influence overall sales performance. Salespeople commitment, however, does not have a significant impact. These antecedents are helpful when attempting to understand both the potential success of a new product and sales outcomes.Originality/valueThere is no evidence to date of studies that simultaneously assess the impact of seller profiles and degree of MO on new product launch success and sales outcomes. This paper breaks new ground in analyzing this phenomenon in the context of an emerging economy. The findings are of general interest both for sales force management and for companies interested in familiarizing themselves with the peculiarities of emerging economies and the potential need to adapt policies to these specific realities.
PB Emerald
YR 2020
FD 2020-05-18
LK https://hdl.handle.net/10433/22452
UL https://hdl.handle.net/10433/22452
LA en
NO Arditto, L., Cambra-Fierro, J., Olavarría, A., & Vazquez-Carrasco, R. (2020). Relevance of salespeople profiles: an analysis in an emerging economy. Marketing Intelligence & Planning, 38(4), 433–448.
NO Departamento de Organización y Dirección de Empresas, UPO
DS RIO
RD May 13, 2026