Skip to main content

The Influence of the Compensation System and Personal Variables on a Salesperson's Effective Listening Behaviour

Buy Article:

$55.00 plus tax (Refund Policy)

Effective listening is crucial for salespeople to succeed in today's personal selling environment, yet poor listening is still one of the most important factors contributing to a salesperson's failure. Despite its importance, very little research has focused on effective listening in this context. This study proposes a model that explains the effective listening behaviour of salespeople in terms of their method of compensation, ability to use customer knowledge, intrinsic motivation, gender, education and experience. The findings suggest that the above factors, with the exception of experience, are significant determinants of effective listening in the sales environment. A discussion of theoretical and managerial implications is presented, and key areas for future research are suggested.
No Reference information available - sign in for access.
No Citation information available - sign in for access.
No Supplementary Data.
No Data/Media
No Metrics


Document Type: Research Article

Publication date: 2005-02-01

More about this publication?
  • Access Key
  • Free content
  • Partial Free content
  • New content
  • Open access content
  • Partial Open access content
  • Subscribed content
  • Partial Subscribed content
  • Free trial content
Cookie Policy
Cookie Policy
Ingenta Connect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more