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Antecedents Of Salesperson Effectiveness And Efficiency Performance: A Data Envelopment Analysis, Xueming Luo
Antecedents Of Salesperson Effectiveness And Efficiency Performance: A Data Envelopment Analysis, Xueming Luo
Doctoral Dissertations
The objective of this dissertation was to (1) measure salesperson efficiency; (2) investigate both personal and organizational factors that determine salesperson efficiency; and (3) investigate both personal and organizational factors that determine salesperson effectiveness. Salesperson efficiency was assessed by data envelopment analysis (DEA). Two different DEA models were employed in order to increase the reliability of the efficiency results. Antecedents of salesperson efficiency and effectiveness were tested using Tobit regression analysis and ordinary least square regression analysis, respectively. These antecedents include not only personal level variables such as working smart, working hard, learning goal orientation, and performance goal orientation, but …