Table 1 Determinants of salesperson... | Emerald Publishing

Table 1

Determinants of salesperson performance through time

Work	Evidence	Categorisation scheme	Moderators
Churchill et al. (1985)	Period: 1918–1982 Number of studies: 409	Personal factors Skill Role variables Aptitude Motivation Organisational/Environmental factors	Customer type Product type Type of dependent measure used
Verbeke et al. (2011)	Period: 1982–2008 Number of studies: 389	Role perception: role conflict; role ambiguity; role overload; and burnout Aptitude: dispositional traits; personal concerns; identity; and cognitive aptitude Skill level: interpersonal; degree of adaptiveness; and selling related knowledge Motivation: cognitive choice; goal orientation; and motivated behaviours Personal: biographical Organisational and environmental factors: external environment; internal environment; and supervisory leadership	Measurement method Research context Sales type variables
Chawla et al. (2020)	Period: 1983–2018 Number of studies: 261	Aptitude: dispositional traits; personal concerns; identity and cognitive aptitude External environment: macro and operating environment factors Internal environment: internal culture and identity; managerial factors; and technological factors (new) Motivation: cognitive choice; self-regulation metacognition; goal orientation; and work engagement Personal: biographical Job-related psychosocial factors (new and broader in scope): psychological demand (includes role perceptions, burnout, etc.); job control (new); work-related social support (new) Skills: selling-related knowledge; salesmanship skills (adaptability); and interpersonal skills technological skills (new) Strategic and non-strategic activities (new): salesperson's strategic and non-strategic Behaviours	None
Kerr and Marcos-Cuevas (2024)	Period: 2009–2020 Number of studies: 150	Aptitude: disposition traits; personal concerns; and cognitive aptitude Motivation: cognitive choice; self-regulated metacognition; goal orientation; and work engagement Personal: biographical Job-related psychosocial factors: psychological demand; and job control Skills: salesmanship; interpersonal skills; inter-organisational skills (new); technology skills; and selling-related knowledge Behaviours: strategic; and non-strategic Internal environment: culture and identity; managerial factors; and technological factors External environment: macro-economic and operating environment	Study context Selling context Performance measurement context

Work	Evidence	Categorisation scheme	Moderators
Churchill et al. (1985)	Period: 1918–1982 Number of studies: 409	Personal factors Skill Role variables Aptitude Motivation Organisational/Environmental factors	Customer type Product type Type of dependent measure used
Verbeke et al. (2011)	Period: 1982–2008 Number of studies: 389	Role perception: role conflict; role ambiguity; role overload; and burnout Aptitude: dispositional traits; personal concerns; identity; and cognitive aptitude Skill level: interpersonal; degree of adaptiveness; and selling related knowledge Motivation: cognitive choice; goal orientation; and motivated behaviours Personal: biographical Organisational and environmental factors: external environment; internal environment; and supervisory leadership	Measurement method Research context Sales type variables
Chawla et al. (2020)	Period: 1983–2018 Number of studies: 261	Aptitude: dispositional traits; personal concerns; identity and cognitive aptitude External environment: macro and operating environment factors Internal environment: internal culture and identity; managerial factors; and technological factors (new) Motivation: cognitive choice; self-regulation metacognition; goal orientation; and work engagement Personal: biographical Job-related psychosocial factors (new and broader in scope): psychological demand (includes role perceptions, burnout, etc.); job control (new); work-related social support (new) Skills: selling-related knowledge; salesmanship skills (adaptability); and interpersonal skills technological skills (new) Strategic and non-strategic activities (new): salesperson's strategic and non-strategic Behaviours	None
Kerr and Marcos-Cuevas (2024)	Period: 2009–2020 Number of studies: 150	Aptitude: disposition traits; personal concerns; and cognitive aptitude Motivation: cognitive choice; self-regulated metacognition; goal orientation; and work engagement Personal: biographical Job-related psychosocial factors: psychological demand; and job control Skills: salesmanship; interpersonal skills; inter-organisational skills (new); technology skills; and selling-related knowledge Behaviours: strategic; and non-strategic Internal environment: culture and identity; managerial factors; and technological factors External environment: macro-economic and operating environment	Study context Selling context Performance measurement context

Source(s): Authors’ own work