Table 2 Indicators, items and sources –...

Table 2

Indicators, items and sources – descriptive statistics

	N (389)		Mean	Std D	Skewness	Kurtosis
	Effective	Missing	Mean	Std D	Skewness	Kurtosis
Skill
Interpersonal (i.e., presentation) – “salesperson's presentation skills”
IP1.1	379	10	4.60	0.58	−1.57	4.09
IP1.2	379	10	4.44	0.62	−0.96	1.93
IP1.4	379	10	4.02	0.88	−0.84	0.66
Interpersonal (i.e. communication) – “salesperson's way of communication”
IP2.1	378	11	4.24	0.75	−1.07	1.91
IP2.3	379	10	4.24	0.72	−0.90	1.10
IP2.4	379	10	4.33	0.73	−1.29	3.09
Degree of adaptiveness – “salesperson's adaptation of the sales presentation”
DA1.1	382	7	3.80	0.83	−0.67	0.47
DA1.2	382	7	3.97	0.74	−0.72	1.19
DA1.4	382	7	4.19	0.75	−0.71	0.46
Degree of adaptiveness – “salesperson's adaptation of behaviour”
DA2.1	380	9	3.83	0.76	−0.36	0.35
DA2.2	380	9	3.83	0.73	−0.73	1.39
DA2.4	381	8	4.15	0.77	−0.86	0.88
Selling-related knowledge – “salesperson's knowledge of product and technology”
SRK1.1	381	8	4.35	0.60	−0.39	−0.23
SRK1.2	381	8	4.15	0.77	−0.68	0.17
SRK1.4	381	8	4.07	0.76	−0.79	1.12
Selling-related knowledge – “salesperson's knowledge of customers”
SRK2.2	383	6	4.03	0.66	−0.37	0.71
SRK2.3	382	7	4.09	0.60	−0.26	0.58
SRK2.4	382	7	4.06	0.64	−0.36	0.56
Sales technology – “salesperson's use of sales technology”
ST2	382	7	4.22	0.80	−0.86	0.30
ST3	383	6	4.12	0.89	−0.89	0.27
ST4	382	7	4.02	0.90	−0.98	1.02
Motivation
Cognitive choice – “salesperson's time spent on planning”
CC1.1	388	1	3.43	1.07	−0.48	−0.42
CC1.2	387	2	3.74	0.95	−0.95	0.78
CC1.3	388	1	4.03	0.80	−0.99	1.68
Cognitive choice – “salesperson's internal motivation”
CC2.1	389	0	4.54	0.70	−1.81	3.97
CC2.2	389	0	4.65	0.61	−1.91	3.91
CC2.4	388	1	4.85	0.40	−2.52	5.90
Goal orientation – “salesperson's focus on results”
GO1.1	388	1	3.51	1.04	−0.59	0.04
GO1.3	388	1	2.66	1.18	0.07	−0.89
GO1.4	388	1	2.83	1.14	−0.03	−0.78
Goal orientation – “salesperson's focus on productivity”
GO2.2	389	0	4.28	0.87	−1.84	4.47
GO2.3	388	1	3.87	0.84	−0.44	−0.03
GO2.4	389	0	3.94	0.78	−0.34	−0.33
Work engagement – “salesperson's enthusiasm at work”
WE1.1	389	0	4.19	0.65	−0.38	0.02
WE1.2	389	0	4.30	0.70	−0.91	1.34
WE1.3	389	0	4.13	0.79	−0.68	0.18
Work engagement – “salesperson's involvement in work”
WE2.2	382	7	4.05	0.79	−0.67	0.56
WE2.3	382	7	3.25	0.99	−0.34	−0.27
WE2.4	381	8	3.80	0.89	−0.68	0.47
Role perception
Role conflict – “conflicts in salesperson's role”
RA1.2	389	0	2.36	1.19	0.32	−0.97
RA1.3	389	0	2.04	1.10	0.64	−0.74
RA1.4	388	1	2.56	1.20	0.14	−1.07
Role ambiguity – “ambiguity in salesperson's role”
RA2.2	388	1	1.45	1.00	2.45	5.24
RA2.3	388	1	1.25	0.77	3.70	13.83
RA2.4	388	1	1.32	0.76	2.90	9.02
Role overload – “overload in salesperson's role”
RO1	388	1	2.43	1.13	0.26	−0.95
RO2	388	1	2.42	1.20	0.36	−0.96
RO4	388	1	2.56	1.21	0.19	−1.06
Aptitude
Dispositional traits – “salesperson's degree of extroversion”
DTE1	387	2	4.01	0.86	−0.79	0.54
DTE3	387	2	3.85	1.01	−0.71	−0.06
DTE4	387	2	3.91	0.91	−0.76	0.38
Identity – “degree of reciprocity”
ID2	387	2	3.74	0.69	−0.54	0.75
ID3	387	2	3.80	0.76	−0.48	0.54
ID4	387	2	3.55	0.75	−0.08	−0.10
Cognition aptitude – “salesperson's desire for challenges”
CA1.2	389	0	3.63	0.95	−0.45	−0.08
CA1.3	389	0	3.20	1.02	−0.20	−0.46
CA1.4	389	0	4.02	0.79	−0.89	1.54
Cognition aptitude – “salesperson's confidence in own intuition”
CA2.1	389	0	3.91	0.73	−0.82	1.51
CA2.2	389	0	4.05	0.64	−0.45	0.81
CA2.4	388	1	3.88	0.69	−0.73	1.63
Satisfaction
Economic satisfaction
ES1	387	2	4.55	0.589	−0.98	0.37
ES2	386	3	4.58	0.581	−1.19	1.28
ES3	387	2	4.56	0.592	−1.14	1.07
Non-economic satisfaction
NES1	388	1	4.23	0.760	−0.92	0.78
NES2	389	0	4.29	0.711	−0.88	0.83
NES4	389	0	4.17	0.809	−0.96	1.04

	N (389)		Mean	Std D	Skewness	Kurtosis
	Effective	Missing	Mean	Std D	Skewness	Kurtosis
Skill
Interpersonal (i.e., presentation) – “salesperson's presentation skills”
IP1.1	379	10	4.60	0.58	−1.57	4.09
IP1.2	379	10	4.44	0.62	−0.96	1.93
IP1.4	379	10	4.02	0.88	−0.84	0.66
Interpersonal (i.e. communication) – “salesperson's way of communication”
IP2.1	378	11	4.24	0.75	−1.07	1.91
IP2.3	379	10	4.24	0.72	−0.90	1.10
IP2.4	379	10	4.33	0.73	−1.29	3.09
Degree of adaptiveness – “salesperson's adaptation of the sales presentation”
DA1.1	382	7	3.80	0.83	−0.67	0.47
DA1.2	382	7	3.97	0.74	−0.72	1.19
DA1.4	382	7	4.19	0.75	−0.71	0.46
Degree of adaptiveness – “salesperson's adaptation of behaviour”
DA2.1	380	9	3.83	0.76	−0.36	0.35
DA2.2	380	9	3.83	0.73	−0.73	1.39
DA2.4	381	8	4.15	0.77	−0.86	0.88
Selling-related knowledge – “salesperson's knowledge of product and technology”
SRK1.1	381	8	4.35	0.60	−0.39	−0.23
SRK1.2	381	8	4.15	0.77	−0.68	0.17
SRK1.4	381	8	4.07	0.76	−0.79	1.12
Selling-related knowledge – “salesperson's knowledge of customers”
SRK2.2	383	6	4.03	0.66	−0.37	0.71
SRK2.3	382	7	4.09	0.60	−0.26	0.58
SRK2.4	382	7	4.06	0.64	−0.36	0.56
Sales technology – “salesperson's use of sales technology”
ST2	382	7	4.22	0.80	−0.86	0.30
ST3	383	6	4.12	0.89	−0.89	0.27
ST4	382	7	4.02	0.90	−0.98	1.02
Motivation
Cognitive choice – “salesperson's time spent on planning”
CC1.1	388	1	3.43	1.07	−0.48	−0.42
CC1.2	387	2	3.74	0.95	−0.95	0.78
CC1.3	388	1	4.03	0.80	−0.99	1.68
Cognitive choice – “salesperson's internal motivation”
CC2.1	389	0	4.54	0.70	−1.81	3.97
CC2.2	389	0	4.65	0.61	−1.91	3.91
CC2.4	388	1	4.85	0.40	−2.52	5.90
Goal orientation – “salesperson's focus on results”
GO1.1	388	1	3.51	1.04	−0.59	0.04
GO1.3	388	1	2.66	1.18	0.07	−0.89
GO1.4	388	1	2.83	1.14	−0.03	−0.78
Goal orientation – “salesperson's focus on productivity”
GO2.2	389	0	4.28	0.87	−1.84	4.47
GO2.3	388	1	3.87	0.84	−0.44	−0.03
GO2.4	389	0	3.94	0.78	−0.34	−0.33
Work engagement – “salesperson's enthusiasm at work”
WE1.1	389	0	4.19	0.65	−0.38	0.02
WE1.2	389	0	4.30	0.70	−0.91	1.34
WE1.3	389	0	4.13	0.79	−0.68	0.18
Work engagement – “salesperson's involvement in work”
WE2.2	382	7	4.05	0.79	−0.67	0.56
WE2.3	382	7	3.25	0.99	−0.34	−0.27
WE2.4	381	8	3.80	0.89	−0.68	0.47
Role perception
Role conflict – “conflicts in salesperson's role”
RA1.2	389	0	2.36	1.19	0.32	−0.97
RA1.3	389	0	2.04	1.10	0.64	−0.74
RA1.4	388	1	2.56	1.20	0.14	−1.07
Role ambiguity – “ambiguity in salesperson's role”
RA2.2	388	1	1.45	1.00	2.45	5.24
RA2.3	388	1	1.25	0.77	3.70	13.83
RA2.4	388	1	1.32	0.76	2.90	9.02
Role overload – “overload in salesperson's role”
RO1	388	1	2.43	1.13	0.26	−0.95
RO2	388	1	2.42	1.20	0.36	−0.96
RO4	388	1	2.56	1.21	0.19	−1.06
Aptitude
Dispositional traits – “salesperson's degree of extroversion”
DTE1	387	2	4.01	0.86	−0.79	0.54
DTE3	387	2	3.85	1.01	−0.71	−0.06
DTE4	387	2	3.91	0.91	−0.76	0.38
Identity – “degree of reciprocity”
ID2	387	2	3.74	0.69	−0.54	0.75
ID3	387	2	3.80	0.76	−0.48	0.54
ID4	387	2	3.55	0.75	−0.08	−0.10
Cognition aptitude – “salesperson's desire for challenges”
CA1.2	389	0	3.63	0.95	−0.45	−0.08
CA1.3	389	0	3.20	1.02	−0.20	−0.46
CA1.4	389	0	4.02	0.79	−0.89	1.54
Cognition aptitude – “salesperson's confidence in own intuition”
CA2.1	389	0	3.91	0.73	−0.82	1.51
CA2.2	389	0	4.05	0.64	−0.45	0.81
CA2.4	388	1	3.88	0.69	−0.73	1.63
Satisfaction
Economic satisfaction
ES1	387	2	4.55	0.589	−0.98	0.37
ES2	386	3	4.58	0.581	−1.19	1.28
ES3	387	2	4.56	0.592	−1.14	1.07
Non-economic satisfaction
NES1	388	1	4.23	0.760	−0.92	0.78
NES2	389	0	4.29	0.711	−0.88	0.83
NES4	389	0	4.17	0.809	−0.96	1.04

Source(s): Authors’ own work

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