TY - JOUR
T1 - The (quiet) ego and sales
T2 - Transcending self-interest and its relationship with adaptive selling
AU - Ross Gilbert, Jonathan
AU - Krush, Michael T.
AU - Trainor, Kevin J.
AU - Wayment, Heidi A.
N1 - Publisher Copyright:
© 2022 Elsevier Inc.
PY - 2022/11
Y1 - 2022/11
N2 - There is consistent empirical support for the benefits of using adaptive selling behaviors with customers. However, the identification of trainable salesperson antecedents remains elusive in practice with respect to what enables salespeople to adapt their behaviors. We suggest that the salesperson's personal resources provide unique, unexplored opportunities in the sales and marketing literature. Specifically, we examine quiet ego, a positive psychological construct, and assert its potential as an explanatory variable for adaptive selling behaviors. Using a job demands-resources framework, we develop a conceptual model to better understand the effects of quiet ego on selling behaviors and salesperson performance. Further, we examine its effects when moderated by a common demand in sales, role conflict. A cross-sectional study that includes data from business-to-business sales professionals is used to test the proposed arguments in the model. Our findings suggest that quiet ego promotes adaptive selling behaviors in customer interactions and indirectly increases sales performance. However, its effects may be limited based on the level of role conflict experienced by the salesperson. A quiet ego may also provide a cost-effective means to assist salespeople in their selling behaviors.
AB - There is consistent empirical support for the benefits of using adaptive selling behaviors with customers. However, the identification of trainable salesperson antecedents remains elusive in practice with respect to what enables salespeople to adapt their behaviors. We suggest that the salesperson's personal resources provide unique, unexplored opportunities in the sales and marketing literature. Specifically, we examine quiet ego, a positive psychological construct, and assert its potential as an explanatory variable for adaptive selling behaviors. Using a job demands-resources framework, we develop a conceptual model to better understand the effects of quiet ego on selling behaviors and salesperson performance. Further, we examine its effects when moderated by a common demand in sales, role conflict. A cross-sectional study that includes data from business-to-business sales professionals is used to test the proposed arguments in the model. Our findings suggest that quiet ego promotes adaptive selling behaviors in customer interactions and indirectly increases sales performance. However, its effects may be limited based on the level of role conflict experienced by the salesperson. A quiet ego may also provide a cost-effective means to assist salespeople in their selling behaviors.
KW - Adaptive selling behavior
KW - Business-to-business (B2B) sales
KW - Job demands-resources framework (JD-R)
KW - Positive psychology
KW - Quiet ego
KW - Role conflict
UR - http://www.scopus.com/inward/record.url?scp=85132713356&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85132713356&partnerID=8YFLogxK
U2 - 10.1016/j.jbusres.2022.06.003
DO - 10.1016/j.jbusres.2022.06.003
M3 - Article
AN - SCOPUS:85132713356
SN - 0148-2963
VL - 150
SP - 326
EP - 338
JO - Journal of Business Research
JF - Journal of Business Research
ER -