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首页> 外文期刊>Journal of personal selling & sales management >SALESPERSONS' INFORMATION OVERLOAD: SCALE DEVELOPMENT, VALIDATION, AND ITS RELATIONSHIP TO SALESPERSON JOB SATISFACTION AND PERFORMANCE
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SALESPERSONS' INFORMATION OVERLOAD: SCALE DEVELOPMENT, VALIDATION, AND ITS RELATIONSHIP TO SALESPERSON JOB SATISFACTION AND PERFORMANCE

机译：店员的信息超载：规模发展，验证及其与店员的工作满意度和绩效的关系

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摘要

This paper reports evidence of the development and validity of a state measure titled salespersons' information overload (SIO). SIO is defined as a state evoked by salespeople's attempts to process an amount of information that exceeds their ability to assimilate or process during a given unit of time (cf. Jacoby, Speller, and Kohn 1974). Manifestations of information overload are increasing errors and negative affect such as confusion or frustration (Jacoby, Speller, and Kohn 1974; Keller and Staelin 1987). Even though SIO originally appeared in Hunter (2004), examination of its development and validity in that article was limited. This paper builds upon the previous work of Hunter by examining the conceptual basis of the scale and its relation to other constructs. Such a deeper investigation should inform future research by clarifying the dimensions and boundaries of the construct, its theoretical basis, and its relationship to sales outcomes of interest such as sales performance and job satisfaction.
机译：本文报告了名为“销售人员信息过载”（SIO）的状态度量的发展和有效性的证据。 SIO被定义为销售人员在给定的时间单位内试图处理超出其吸收或处理能力的信息量的尝试所引起的状态（参见Jacoby，Speller和Kohn 1974）。信息过载的表现是增加错误和负面影响，例如混乱或沮丧（Jacoby，Speller和Kohn 1974； Keller和Staelin 1987）。尽管SIO最初出现在Hunter（2004）中，但在该文章中对其发展和有效性的研究仍然受到限制。本文以亨特先前的工作为基础，研究了量表的概念基础及其与其他结构的关系。此类更深入的调查应通过弄清构造的尺寸和边界，其理论基础及其与感兴趣的销售结果（例如销售业绩和工作满意度）的关系，为将来的研究提供参考。

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