Knowledge structures and retail sales performance: An empirical examination

Arun Sharma, Michael Levy, Ajith Kumar

Research output: Contribution to journalArticle

35 Scopus citations

Abstract

Retailers are constantly trying to improve the performance of their salespeople. In this research, we suggest that elements of knowledge structures held by salespeople enhance their understanding of the antecedents to retail sales effectiveness. These structures also provide information that can help retail sales managers select, train and supervise salespeople more efficiently. For better salespeople, such knowledge structures contain useful insights about customers and how to respond to their needs effectively. We examine retail sales people's knowledge structures and find strong relationships between the complexity of knowledge structures of salespeople and their performance.

Original languageEnglish (US)
Article number22
Pages (from-to)53-69
Number of pages17
JournalJournal of Retailing
Volume76
Issue number1
DOIs
StatePublished - Jan 1 2000

ASJC Scopus subject areas

  • Marketing

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