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What’s New

  •
    1 week ago

    Carl

    Carl likes Dr. Eli Jones‘s activity 1 week ago

    To lead people, walk beside them … As for the best leaders, the people do not notice their existence. The next best, the people honor and …

  •
    1 week ago

    Carl

    Carl Posted an update in Group logo of Fast StartersFast Starters 1 week ago

    Are you a “recently minted” sales representative? Did you get to this position unexpectedly, maybe from a marketing or engineering position? It’s pretty common to see “accidental sales executives” in today’s business world. The good news is that with proper coaching they frequently become top performers.

    Here are a few tips for you so…[Read more]

Recent Posts

  1. Fern Jones

    Pursuing Excellence

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    Comment
    | Community
    April 23, 2012
    Excellence begins with people who engage in building and growing their characters. Pursuing excellence means engaging in backward planning—the salesperson must begin with the end in mind. Salespeople must ask themselves where they want to be and then decide how to get there. Excellence for salespeople is about “being all...
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  2. Dr. Eli Jones

    Customer Relationship Management: Finding Value Drivers

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    Comment
    | Published Research
    March 15, 2012
    Despite significant interest from both academicians and practitioners, customer relationship management (CRM) remains a huge investment with little measured payback. Intuition suggests that increased management of customer relationships should improve business performance, but this intuition has only inconsistent empirical or real world support. To remedy this situation, this study identifies...
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  3. Dr. Eli Jones

    The Attenuating Effect Of Role Overload On Relationships Linking Self-efficacy And Goal Level To Work Performance

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    Comment
    | Published Research
    March 15, 2012
    The reported research examines the moderating effects of role overload on the antecedents and consequences of self-efficacy and personal goal level in a longitudinal study conducted in an industrial selling context. The results indicate that role overload moderates the antecedent effect of perceived organizational resources on self-efficacy beliefs. They also...
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  4. Dr. Eli Jones

    Firm Market Orientation And Salesperson Customer Orientation

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    Comment
    | Published Research
    March 15, 2012
    Interpersonal And Intrapersonal Influences On Customer Service And Retention In Business-to-business Buyer–seller Relationships Eli Jones, Paul Busch, Peter Dacin The authors examine the influence of a firm’s market orientation and salesperson customer orientation on buyer–seller relationships. Data from a national manufacturer’s sales force and retail trade customers were used to...
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  5. Dr. Eli Jones

    Technology Use On The Front Line: How Information Technology Enhances Individual Performance

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    Comment
    | Published Research
    March 15, 2012
    This study explores and tests a new model that links different types of technology usage to individual-level outcomes. The primary objective of this study is to examine the effects of efficient use (routinization) and effective use (infusion) along with the traditional measure of usage—namely, frequency of use—on two dimensions of...
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  9. Dr. Eli Jones

    The Big 5 Personality Traits

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    Comment
    | Community
    March 6, 2012
    Psychologists have studied the impact of certain personalities on job performance. The “Big Five” factors, as psychologists have called them, are openness, conscientiousness, extraversion, agreeableness, and neuroticism. Conscientiousness is exemplified by being disciplined, organized, and achievement-oriented. Neuroticism refers to the degree of emotional stability, impulse control, and anxiety. Extraversion is displayed through...
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