Salesperson creative performance: Conceptualization, measurement, and nomological validity

Guangping Wang, Richard G. Netemeyer

Research output: Contribution to journalArticle

108 Citations (Scopus)

Abstract

To succeed in an era of increasing competition requires salespeople to engage in creative problem-solving activities. However, the contemporary sales literature has not explicitly examined the creative aspects of selling. Based on social psychological research on creativity and our own qualitative study, we conceptualize salesperson creative performance as the amount of new ideas generated or behaviors exhibited by the salesperson in performing his/her job activities. Following recommended steps in scale development, we develop a seven-item scale for measuring the construct that demonstrates acceptable unidimensionality, internal consistency, and construct validity. Implications and future research directions are discussed.

Original languageEnglish (US)
Pages (from-to)805-812
Number of pages8
JournalJournal of Business Research
Volume57
Issue number8
DOIs
StatePublished - Aug 1 2004

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Creativity
Psychology
Research
Direction compound
Creative performance
Salesperson
Conceptualization
Scale development
Internal consistency
Psychological
Salespeople
Research directions
Construct validity
Qualitative study
Problem solving

All Science Journal Classification (ASJC) codes

  • Marketing
  • Applied Psychology

Cite this

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Salesperson creative performance : Conceptualization, measurement, and nomological validity. / Wang, Guangping; Netemeyer, Richard G.

In: Journal of Business Research, Vol. 57, No. 8, 01.08.2004, p. 805-812.

Research output: Contribution to journalArticle

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