Modeling Factors Affecting Salesperson Behavior Using the Grounded Theory

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Rismanchian Maryam; Yavari Hamid Naeem; Shafiee Roodposhti Maysam; Faghihi Sima

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Seminar Paper

Paper Information

Seminar: NATIONAL CONFERENCE ON MANAGEMENT, PSYCHOLOGY AND BEHAVIORAL SCIENCES
Year:2024 | Issue:6

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Title

Modeling Factors Affecting Salesperson Behavior Using the Grounded Theory

Author(s)

Rismanchian Maryam | Yavari Hamid Naeem | Shafiee Roodposhti Maysam | Faghihi Sima

Keywords

Salesperson Behavior

Sales Management

Grounded Theory

Abstract

The present research considers the behavior of the seller as a dependent variable and identifies several factors that result in the formation of the salesperson’, s behavior. This study was carried out by the exploratory approach, the qualitative methodology and Grounded Theory. To this end, we used open interviews with three questions with the content of the factors affecting the salesperson’, s behavior, the seller's response and behavior in engagement with the customers. The findings show that factors such as personal creativity, interest to the job, level of knowledge and awareness, purposefulness, experiences, level of earnings, skills, type of rules applied in the organization, attractiveness of organization and industry, customer performance, support of colleagues, sellers motivation and working environment can be considered as influencing factors on salesperson’, s behavior in the context of technical, personality, social and environmental variables and presented as a model. By carrying out interviews, coding and obtaining the contents, pattern of seller behavior is determined. Accordingly, the behavior of the salesperson is directly affected by technical, personality and social factors. Based on this model, factors affecting the salesperson’, s behavior are influenced by the "environmental variables", which indirectly affect the seller's behavior to some extent.

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APA: Copy

Rismanchian, Maryam, Yavari, Hamid Naeem, Shafiee Roodposhti, Maysam, & Faghihi, Sima. (2024). Modeling Factors Affecting Salesperson Behavior Using the Grounded Theory. 3th INTERNATIONAL and 6th NATIONAL CONFERENCE ON MANAGEMENT, PSYCHOLOGY AND BEHAVIORAL SCIENCES. SID. https://sid.ir/paper/1128091/en

Vancouver: Copy

Rismanchian Maryam, Yavari Hamid Naeem, Shafiee Roodposhti Maysam, Faghihi Sima. Modeling Factors Affecting Salesperson Behavior Using the Grounded Theory. 2024. Available from: https://sid.ir/paper/1128091/en

IEEE: Copy

Maryam Rismanchian, Hamid Naeem Yavari, Maysam Shafiee Roodposhti, and Sima Faghihi, “Modeling Factors Affecting Salesperson Behavior Using the Grounded Theory,” presented at the 3th INTERNATIONAL and 6th NATIONAL CONFERENCE ON MANAGEMENT, PSYCHOLOGY AND BEHAVIORAL SCIENCES. 2024, [Online]. Available: https://sid.ir/paper/1128091/en

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