The Type a Behavior Pattern and Sales Performance: A Theoretical Clarification

Provided by: Marketing Management Association (MMA)
Topic: E-Commerce
Format: PDF
The Type A Behavior Pattern (TABP) has been hypothesized to influence performance in a variety of sales environments. Unfortunately, prior research has been hindered by a lack of established theory. First, the association between two of the primary components of TABP (i.e., achievement striving and impatience-irritability), has not been adequately explained. Second, the presumed relationship between impatience-irritability and performance is counter-theoretical, particularly in service selling where interpersonal skills are especially important. This paper provides theoretical clarification and re-tests the revised hypotheses using a sample of travel agents. The results support the hypothesis that achievement striving influences selling performance.

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