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Prior research on salesperson judgment and decision making (JDM) has been fragmented. After identifying how salespeople uniquely differ from other decision makers and unpacking how various personal selling issues can benefit from research in the JDM domain, the authors provide a framework to guide future research on salesperson JDM. The framework includes a research idea generation template to facilitate the identification of theoretically and substantively important research questions about salesperson JDM.
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BACKGROUND: The physical and mental health of corporate employees is equally important, especially for international salespeople in the in vitro diagnostic (IVD) medical device industry. The rapid growth of the IVD market is driven by the increasing prevalence of chronic and infectious diseases. This study aims to determine the prevalence of depression, anxiety, and somatic symptoms among international salespeople in China's IVD industry and identify the association of socio-demographic, occupational, organizational, and psychosocial factors with mental health outcomes for depression, anxiety, and somatic symptoms in Chinese IVD international salespeople. METHODS: The study was a cross-sectional survey of international salespeople (ISs) in IVD companies officially registered in China. An online survey was designed to collect data through email contact with IVD companies and social media between August 2022 and March 2023. Measured factors included effort-reward imbalance (ERI), health-promoting leadership (HPL), health climate (HC), inner strength (IS), and perceived social support (PSS). Mental health outcomes assessed using the Core Symptom Index (CSI) were depression, anxiety, and somatic symptoms. RESULTS: A total of 244 salespeople responded to the survey. CSI scores indicated that 18.4% (n = 45) and 10.2% (n = 25) of the respondents had symptoms of major depression and anxiety, respectively. ERI was positively correlated, while the IS and PSS were negatively correlated with major depression, anxiety, and somatic symptoms (p < 0.01). The health climate was negatively correlated with major depression (p < 0.05). Education background was associated with somatic symptoms (p < 0.05). ERI, IS, and gender were significant predictors of major depression, anxiety, and somatic symptoms (p < 0.05). CONCLUSION: The prevalence of depression and anxiety in China's IVD international salespeople was considered low compared with the prevalence in Chinese populations during COVID-19 but higher than those before the pandemic. Effort-reward imbalance, inner strength, and gender were significant factors in major depression, anxiety, and somatic symptoms among IVD international salespeople.
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The performance evaluation is one of the most important organizational management strategies used to guide the sales behavior of sales staff. However, it should be work process-oriented or sales result-oriented has become a dilemma for the management when evaluating employees' performance. Therefore, comprehensively evaluating the work process and sales results has become a challenge when it comes to salespeople performance appraisal. To solve this dilemma, this research builds a salesperson performance evaluation model which considering both of work efficiency and effectiveness, based on the decision tree model. Specifically, we use the Data Envelopment Analysis (DEA) model to quantify the work efficiency of salespeople and measure the work effectiveness by amount of sales. Moreover, this research proposes an advanced integrated DEA model by integrating the self-evaluation DEA models, peer-evaluation DEA models, and Gini impurity, which is identified to be more stable compared with the current DEA model. Finally, a case study of a Chinese liquor company is introduced to illustrate the applicability and feasibility of the salesperson performance evaluation model. The proposed model is applied to evaluate the performance of the salespeople, and a set of comprehensive and objective sales performance evaluation results are obtained. The estimated results can provide feasible sales management suggestions for the company in diagnosing work problems of salespeople.