search query: @author Hill, R. P. / total: 4
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| Author: | Goodwin, C. Mayo, M. Hill, R. P. |
| Title: | Salesperson Response to Loss of a Major Account: A Qualitative Analysis |
| Journal: | Journal of Business Research
1997 : OCT, Vol. 40:2, p. 167-180 |
| Index terms: | SALESMEN STRESS QUALITATIVE RESEARCH |
| Language: | eng |
| Abstract: | The article fills gap in the sales literature by focusing on an acute stressor, loss of a major sale or account, and by providing a framework to study sales relationship dissolution as a negative life event. Data were obtained through 16 in-depth interviews with salespersons from a variety of industries. All informants described themselves as generally succesful while having lost a major account or new business in the recent past. The article is composed of the following sections: (1) a summary of relevant research from stress, sales management, and relationship literatures; (2) an explanation of the methodology; and (3) a summary of themes and metaphors evoked by salespersons, communicating the experience of loss as a negative life stressor. |
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