Salesperson Performance Operationalization with Secondary Data

Alec presenting at the 2020 Winter AMA in San Diego.


The authors take an in depth look at salesperson performance by incorporating practitioner and academic perceptions of salesperson performance. The authors reconcile the two perspectives to better define salesperson performance and provide guidance to scholars regarding the most appropriate salesperson performance operationalization for the research question at hand.

Feb 15, 2020 3:30 PM
San Diego, CA
901 Bayfront Court, San Diego, CA 92101
Alec Pappas
Assistant Professor of Marketing

My research interest is on marketing strategy with an emphasis on the effects of social dynamics (e.g., intraorganizational social networks. social capital, and social influence) on managerially focused outcomes like employee performance and turnover.