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首页> 外文期刊>Journal of personal selling & sales management >SPECIAL ABSTRACT SECTION: 2009 NATIONAL CONFERENCE IN SALES MANAGEMENT
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SPECIAL ABSTRACT SECTION: 2009 NATIONAL CONFERENCE IN SALES MANAGEMENT

机译：特别摘要：2009年全国销售管理大会

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摘要

There is a wide consensus regarding the significance of competitive intelligence in firm performance and the vital role of the sales force in gathering this intelligence. However, the impact that competitive intelligence (CI) has on a salesperson's performance has been widely neglected. To address the issue, this research examines the impact of CI on an individual salesperson's performance. The antecedent factors that influence a salesperson's CI level are examined, and the ways through which CI may affect a salesperson's performance are explored. Hypotheses are tested using survey data from a sample of salespeople and managers in the pharmaceutical field, along with archival measures of salesperson performance. Data suggest that individual and relational factors have a positive influence on the salesperson CI level. Also, there is a positive link between salesperson CI level and performance.
机译：关于竞争情报在公司绩效中的重要性以及销售人员在收集情报方面的重要作用已达成广泛共识。但是，竞争情报（CI）对销售人员绩效的影响已被广泛忽略。为了解决这个问题，本研究考察了CI对单个销售人员的绩效的影响。研究了影响销售人员CI水平的前因，并探讨了CI可能影响销售人员绩效的方式。假设使用来自制药领域销售人员和经理的抽样调查数据以及销售人员绩效的档案测度进行测试。数据表明，个人因素和关系因素对销售员CI水平具有积极影响。此外，销售员CI等级与绩效之间存在正向联系。

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