A study in retail sales person effectiveness
Strategic Management theory suggests the importance behavioural alignment of organisational actors with organisational objectives (Robbins, 1998, Hellriegel, et al. 2001). This study utilises Kelly’s Personal Construct theory to examine the similarity of constructs held by four groups of actors in a...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
| Published: |
AOSIS
2002-03-01
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| Series: | South African Journal of Business Management |
| Online Access: | https://sajbm.org/index.php/sajbm/article/view/695 |
| _version_ | 1818538608325296128 |
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| author | M. Birt D. Vigar |
| author_facet | M. Birt D. Vigar |
| author_sort | M. Birt |
| collection | DOAJ |
| description | Strategic Management theory suggests the importance behavioural alignment of organisational actors with organisational objectives (Robbins, 1998, Hellriegel, et al. 2001). This study utilises Kelly’s Personal Construct theory to examine the similarity of constructs held by four groups of actors in a retailing operation, regional managers, store manageress, sales personnel and customers. The study also compares constructs in appropriate company documentation. The results suggest a lack of similarity between the groups and the groups with Company documentation, it is argued that this lack of alignment would have detrimental effects for the organisation. |
| first_indexed | 2024-12-11T21:31:09Z |
| format | Article |
| id | doaj.art-2f21125fda214dba88eb8eeab50c284d |
| institution | Directory Open Access Journal |
| issn | 2078-5585 2078-5976 |
| language | English |
| last_indexed | 2024-12-11T21:31:09Z |
| publishDate | 2002-03-01 |
| publisher | AOSIS |
| record_format | Article |
| series | South African Journal of Business Management |
| spelling | doaj.art-2f21125fda214dba88eb8eeab50c284d2022-12-22T00:50:09ZengAOSISSouth African Journal of Business Management2078-55852078-59762002-03-01331313910.4102/sajbm.v33i1.695415A study in retail sales person effectivenessM. Birt0D. Vigar1School of Management Studies, University of Cape TownSchool of Business, University of NatalStrategic Management theory suggests the importance behavioural alignment of organisational actors with organisational objectives (Robbins, 1998, Hellriegel, et al. 2001). This study utilises Kelly’s Personal Construct theory to examine the similarity of constructs held by four groups of actors in a retailing operation, regional managers, store manageress, sales personnel and customers. The study also compares constructs in appropriate company documentation. The results suggest a lack of similarity between the groups and the groups with Company documentation, it is argued that this lack of alignment would have detrimental effects for the organisation.https://sajbm.org/index.php/sajbm/article/view/695 |
| spellingShingle | M. Birt D. Vigar A study in retail sales person effectiveness South African Journal of Business Management |
| title | A study in retail sales person effectiveness |
| title_full | A study in retail sales person effectiveness |
| title_fullStr | A study in retail sales person effectiveness |
| title_full_unstemmed | A study in retail sales person effectiveness |
| title_short | A study in retail sales person effectiveness |
| title_sort | study in retail sales person effectiveness |
| url | https://sajbm.org/index.php/sajbm/article/view/695 |
| work_keys_str_mv | AT mbirt astudyinretailsalespersoneffectiveness AT dvigar astudyinretailsalespersoneffectiveness AT mbirt studyinretailsalespersoneffectiveness AT dvigar studyinretailsalespersoneffectiveness |