ASSESSMENT OF DISTRESSED, PROACTIVE AND MANIPULATIVE SELLERS’ BEHAVIOR IN TERMS OF THEIR GENERATION AND GENDER
Zuzana Birknerová
University of Prešov in Prešov, Faculty of Management, Konštantínova 16, 08001 Prešov, Slovakia
Jana Kovaľová
University of Prešov in Prešov, Faculty of Management, Konštantínova 16, 08001 Prešov, Slovakia
DOI: https://doi.org/10.31410/Balkans.JETSS.2020.3.1.11-18
Zuzana Birknerová
University of Prešov in Prešov, Faculty of Management, Konštantínova 16, 08001 Prešov, Slovakia
Jana Kovaľová
University of Prešov in Prešov, Faculty of Management, Konštantínova 16, 08001 Prešov, Slovakia
DOI: https://doi.org/10.31410/Balkans.JETSS.2020.3.1.11-18
Balkans Journal of Emerging Trends in Social Sciences, (2020) , Vol 3, No 1
ISSN: 2620-164X
ISSN: 2620-164X
Abstract: Sellers’ behavior is an important part of trading effectiveness. The objective of the presented research, which included participation of 208 sellers, was to identify and specify differences among the selected generations (Baby Boom, X, Y, Z generations) of sellers in the context of gender. The data were collected by TBQ-T(r) (Trading Behavior Questionnaire – Traders – revised form). The paper presents the results of the multivariate analyses, which confirmed statistically significant differences among generations of sellers from the point of view of the Distressed behavior attribute. At the same time, these results confirmed statistically significant interactions between the generations and gender in assessing the Distressed, Proactive and Manipulative sellers’ behavior. Limitations of this research are the limited sample size and focusing attention only on the selected factors of sellers’ behavior.
Keywords: Seller, Behavior, Baby Boom, X, Y, Z Generations, Gender.
JEL Classifications J16
REFERENCES
Appelbaum, S., Serena, M. & Shapiro, B. (2005). Generation ‘X’ and the Boomers: An Analysis
of Realities and Myths. In Management Research News, 28(1), 1-33.
Braiker, H. (2004). Who’s Pulling Your Strings? How to Break the Cycle of Manipulation and
Regain Control of Your Life. New York: McGraw-Hill Education. 243 p.
Csobanka, Z.E. (2016). The Z Generation. In Acta Technologica, 6(2), 63-76.
Cogin, J. (2012). Are generational differences in work values fact or fiction? Multi-country evidence
and implications. In The International Journal of Human Resource Management.
23(11), 2268-2294.
Dooley, R. (2011). Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing.
Wiley: Kindley Edition. 243 p.
Garner, E. (2012). Assertiveness. Re-claim your assertive birthright.
Glazer, S. & Liu, C. (2017). Work, Stress, Coping, and Stress Management. In Oxford Research
Encyclopedias-Industrial and Organizational Psychology.
Greenberg, J. & Baron, R.A. (2008). Behavior in Organizations. New Jersey: Prentice Hall India.
Horváthová, P. & Čopíková, A. (2015). Generation Y and its Impact on the Performance of Personnel
Activities. In Kliestik, T. (ed.): 15th International Scientific Conference on Globalization
and its Socio-Economic Consequences. Žilina: University of Zilina, 217-223.
Johannson, J. (2018). Stay calm and close deals: How to effectively deal with stress in your sales team.
https://blog.close.com/stay-calm-and-close-deals-how-to-effectively-deal-with-stress-inyour-
sales-team.
Joy, J. (2016). Empowered Employees become Engaged Employees. North Carolina: Now publishing.
241 p.
Kane, S. (2019). Baby Boomers in the Workplace. How Their Generational Traits and Characteristics
Affect the Workplace. https://www.thebalancecareers.com/baby-boomers.
Kemp, E., Aberdeen, L. & M. J. Rick. (2013). Sales manager support: fostering emotional health
in salespeople. In European Journal of Marketing, 47(3-4), 635-654.
Kożusznik, M.W., Rodriguez, I. & Peiró, J. (2015). Eustress and distress climates in teams: Patterns
and outcomes. In International Journal of Stress Management, 22, 1-23.
Medhurst, A. and Albrecht, S. L. Salesperson work engagement and flow. In Qualitative Research
in Organizations and Management An International Journal, 11(1), 22-45.
Oksanen, K. & Ståhle, P. (2013). Physical environment as a source for innovation: Investigating
the attributes of innovative space. In Journal of Knowledge Management, 17(6), 815-827.
Phillipson, Ch. (2008). Understanding the Baby Boom Generation: Comparative Perspectives. In
International Journal of Ageing and Later, 2(2), 7-11.
Quan, M. (2019). 3 Tips for Hiring and Empowering Your Gen Z Sales Reps. https://www.clari.
com/blog/3-tips-for-hiring-and-empowering-your-gen-z-sales-team
Strauss, W. & Howe, N. (1991). Generations: The History of America’s Future, 1584 to 2069. New
York: Morrow.
Seligman, M.E.P. & Csikszentmihalyi, M. (2000). Positive Psychology: An Introduction. In
American Psychologist, 55(1), 5-14.
Shen Kian, T., Yusoff, W.F. & Rajah, S, (2013). Relationship between Motivations and Citizenship
Performance among Generation X and Generation Y. In International Journal of Academic
Research in Business and Social Sciences, 3(11), 53-68.
Sunstein. C. R. (2016). Fifty Shades of Manipulation. In Journal of Marketing Behavior. 1, 213-
244.
Štefko, R., Frankovský, M., Birknerová, Z., Zbihlejová, L & Kovaľová, J. (2019). Possibilities of
trading behavior assessment by TBQ -T methodology. In Eurasia Business and Economics
Society Conference. Lisboa (in press).
Troksa, M.L. (2016). The Study of Generations: A Timeless Notion within a Contemporary Context.
University of Colorado Boulder. Undergraduate Honors Theses.
Štefko, R. & Gallo, P. (2015). Using management tools to manage network organizations and
network models, In Sroka, W. & Hittmár, Š. (Eds.) Management of Network Organizations:
Theoretical problems and the dilemmas in practice, Springer, 249-263.
Keywords: Seller, Behavior, Baby Boom, X, Y, Z Generations, Gender.
JEL Classifications J16
REFERENCES
Appelbaum, S., Serena, M. & Shapiro, B. (2005). Generation ‘X’ and the Boomers: An Analysis
of Realities and Myths. In Management Research News, 28(1), 1-33.
Braiker, H. (2004). Who’s Pulling Your Strings? How to Break the Cycle of Manipulation and
Regain Control of Your Life. New York: McGraw-Hill Education. 243 p.
Csobanka, Z.E. (2016). The Z Generation. In Acta Technologica, 6(2), 63-76.
Cogin, J. (2012). Are generational differences in work values fact or fiction? Multi-country evidence
and implications. In The International Journal of Human Resource Management.
23(11), 2268-2294.
Dooley, R. (2011). Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing.
Wiley: Kindley Edition. 243 p.
Garner, E. (2012). Assertiveness. Re-claim your assertive birthright.
Glazer, S. & Liu, C. (2017). Work, Stress, Coping, and Stress Management. In Oxford Research
Encyclopedias-Industrial and Organizational Psychology.
Greenberg, J. & Baron, R.A. (2008). Behavior in Organizations. New Jersey: Prentice Hall India.
Horváthová, P. & Čopíková, A. (2015). Generation Y and its Impact on the Performance of Personnel
Activities. In Kliestik, T. (ed.): 15th International Scientific Conference on Globalization
and its Socio-Economic Consequences. Žilina: University of Zilina, 217-223.
Johannson, J. (2018). Stay calm and close deals: How to effectively deal with stress in your sales team.
https://blog.close.com/stay-calm-and-close-deals-how-to-effectively-deal-with-stress-inyour-
sales-team.
Joy, J. (2016). Empowered Employees become Engaged Employees. North Carolina: Now publishing.
241 p.
Kane, S. (2019). Baby Boomers in the Workplace. How Their Generational Traits and Characteristics
Affect the Workplace. https://www.thebalancecareers.com/baby-boomers.
Kemp, E., Aberdeen, L. & M. J. Rick. (2013). Sales manager support: fostering emotional health
in salespeople. In European Journal of Marketing, 47(3-4), 635-654.
Kożusznik, M.W., Rodriguez, I. & Peiró, J. (2015). Eustress and distress climates in teams: Patterns
and outcomes. In International Journal of Stress Management, 22, 1-23.
Medhurst, A. and Albrecht, S. L. Salesperson work engagement and flow. In Qualitative Research
in Organizations and Management An International Journal, 11(1), 22-45.
Oksanen, K. & Ståhle, P. (2013). Physical environment as a source for innovation: Investigating
the attributes of innovative space. In Journal of Knowledge Management, 17(6), 815-827.
Phillipson, Ch. (2008). Understanding the Baby Boom Generation: Comparative Perspectives. In
International Journal of Ageing and Later, 2(2), 7-11.
Quan, M. (2019). 3 Tips for Hiring and Empowering Your Gen Z Sales Reps. https://www.clari.
com/blog/3-tips-for-hiring-and-empowering-your-gen-z-sales-team
Strauss, W. & Howe, N. (1991). Generations: The History of America’s Future, 1584 to 2069. New
York: Morrow.
Seligman, M.E.P. & Csikszentmihalyi, M. (2000). Positive Psychology: An Introduction. In
American Psychologist, 55(1), 5-14.
Shen Kian, T., Yusoff, W.F. & Rajah, S, (2013). Relationship between Motivations and Citizenship
Performance among Generation X and Generation Y. In International Journal of Academic
Research in Business and Social Sciences, 3(11), 53-68.
Sunstein. C. R. (2016). Fifty Shades of Manipulation. In Journal of Marketing Behavior. 1, 213-
244.
Štefko, R., Frankovský, M., Birknerová, Z., Zbihlejová, L & Kovaľová, J. (2019). Possibilities of
trading behavior assessment by TBQ -T methodology. In Eurasia Business and Economics
Society Conference. Lisboa (in press).
Troksa, M.L. (2016). The Study of Generations: A Timeless Notion within a Contemporary Context.
University of Colorado Boulder. Undergraduate Honors Theses.
Štefko, R. & Gallo, P. (2015). Using management tools to manage network organizations and
network models, In Sroka, W. & Hittmár, Š. (Eds.) Management of Network Organizations:
Theoretical problems and the dilemmas in practice, Springer, 249-263.
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