Table 3

First-order constructs – outer loadings, construct reliability and validity

Outer-loadingsCronbach's alphaRho_AAVE
Skill
Interpersonal (i.e. presentation) – “salesperson's presentation skills” 0.5650.5670.537
IP1.10.742   
IP1.20.783   
IP1.40.669   
Interpersonal (i.e., communication) – “salesperson's way of communication” 0.5980.6180.559
IP2.10.698   
IP2.30.679   
IP2.40.853   
Degree of adaptiveness – “salesperson's adaptation of the sales presentation” 0.7260.7280.646
DA1.10.840   
DA1.20.782   
DA1.40.789   
Degree of adaptiveness – “salesperson's adaptation of behaviour” 0.7440.74520.662
DA2.10.813   
DA2.20.856   
DA2.40.769   
Selling-related knowledge – “salesperson's knowledge of product and technology” 0.7700.7730.685
SRK1.10.870   
SRK1.20.790   
SRK1.40.822   
Selling-related knowledge – “salesperson's knowledge of customers” 0.8160.8150.731
SRK2.20.863   
SRK2.30.833   
SRK2.40.868   
Sales technology – “salesperson's use of sales technology” 0.7880.7870.703
ST20.846   
ST30.874   
ST40.793   
Motivation
Cognitive choice – “salesperson's time spent on planning” 0.7600.7600.676
CC1.10.830   
CC1.20.842   
CC1.30.794   
Cognitive choice – “salesperson's internal motivation” 0.7800.7810.696
CC2.10.833   
CC2.20.879   
CC2.40.788   
Goal orientation – “salesperson's focus on results” 0.8030.8570.710
GO1.10.879   
GO1.30.816   
GO1.40.832   
Goal orientation – “salesperson's focus on productivity” 0.6050.7150.565
GO2.20.460   
GO2.30.869   
GO2.40.853   
Work engagement – “salesperson's enthusiasm at work” 0.7760.7790.691
WE1.10.778   
WE1.20.866   
WE1.30.848   
Work engagement – “salesperson's involvement in work” 0.5690.5880.544
WE2.20.802   
WE2.30.595   
WE2.40.796   
Role perception
Role conflict – “conflicts in salesperson's role” 0.7710.7810.688
RA1.20.834   
RA1.30.886   
RA1.40.763   
Role ambiguity – “ambiguity in salesperson's role” 0.7540.7550.671
RA2.20.855   
RA2.30.827   
RA2.40.775   
Role overload – “overload in salesperson's role” 0.8770.8780.804
RO10.872   
RO20.932   
RO40.884   
Aptitude
Dispositional traits – “salesperson's degree of extroversion” 0.8370.8390.754
DTE10.854   
DTE30.878   
DTE40.873   
Identity – “degree of reciprocity” 0.8340.8360.752
ID20.879   
ID30.903   
ID40.817   
Cognition aptitude – “salesperson's desire for challenges” 0.7520.7840.665
CA1.20.801   
CA1.30.778   
CA1.40.865   
Cognition aptitude – “salesperson's confidence in own intuition” 0.7580.7590.674
CA2.10.808   
CA2.20.836   
CA2.40.820   
Satisfaction
Economic satisfaction 0.9420.9420.896
ES10.933   
ES20.955   
ES30.951   
Non-economic satisfaction 0.9150.9150.855
NES10.941   
NES20.939   
NES40.893   
Source(s): Authors’ own work
[ViewLarge]
This Feature Is Available To Subscribers Only

or Create an Account

Close Modal
Close Modal