Browsing by Author "Bullemore, Jorge"
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Publication Attributional triadic relationships between end-users, specifiers, and vendors: Evidence from building supply retailers(2022) Bullemore, Jorge; Palomino-Tamayo, Walter; Wakabayashi Muroya, Jose LuisPurpose – This study proposes to evaluate product attributes in an unusual triad of actors: end-users, vendors, and specifiers. The differences in perceptions of product attributes between these triadic actors can bias strategic marketing decisions for functional and aesthetic products in a building supply retailer, which is understudied in the retail literature. Theoretical framework – The study uses the attribution theory approach and provides a new perspective to explain differences in attribute evaluations in this triad (end user-specifier-vendor). Design/methodology/approach – The hypotheses are tested in two countries’ functional and aesthetic building material categories. Attribute evaluations were performed using the ranking method and Borda count. We used ANOVA, linear discriminant analysis (LDA), and the Mahalanobis squared distance (MSD) for the estimations. Findings – The hypothesis tests confirmed the difference in attribute evaluations between end-users, vendors, and specifiers for functional products; however, as we hypothesized, no difference was found for aesthetic products. Practical & social implications of research – Our discussion will help retail practitioners avoid bias in marketing strategy. In the development of new products, manufacturing companies should consider differences between actors, especially in collaborative product developments. Originality/value – This study contributes to the literature by using an attribution theory approach and provides a new perspective to explain differences in attribute evaluations in this triad (end-user-specifier-vendor). We provide insights into allocating causes and responsibility in product attribute selection.Item Listening and perseverance – two sides to a coin in quality evaluations(2019) Janakiraman, Narayan; Bullemore, Jorge; Valenzuela-Fernández, Leslier; Fernando Jaramillo, JorgeCustomer evaluation of service provider’s offer quality (OQ) can vary even when there is no tangible difference in quality. This is because a customer’s assessment of quality also depends on their attitude toward the salesperson (AS) and their perception of the extent to which the salesperson is involved in active empathetic listening (AEL), and in sales perseverance (SP). We use three multi method data samples to provide support for this including - dyadic data that matches salesperson and customer perceptions of a banking service, an experiment and an implicit association test. Our findings suggest that when AS is positive, greater levels of AEL can lead to higher OQ, while higher levels of SP can be detrimental. Further, we also show using the implicit association test, that greater familiarity with the salesperson can lead to greater associations with empathetic learning and weaker associations with sales perseverance.Item Redes comerciales Chile 2021(Universidad del Desarrollo.Facultad de Economía y Negocios, 2021) Bullemore, JorgeItem Redes comerciales Chile versus LATAM 2022(2022) Bullemore, JorgePublication Unveiling the Shadow: Theorizing the Impact of Narcissistic Leadership on Sales Teams(2024) Bullemore, JorgeThis study investigates the dual nature of narcissistic leadership within sales teams, revealing its potential to both inspire ambitious goals and undermine team cohesion and performance. By integrating a comprehensive literature review, the research outlines the characteristic behaviors of narcissistic leaders, such as arrogance and a lack of empathy, and their impact on team dynamics, including reduced cohesion, increased conflict, and impaired team performance. The paper proposes strategies to mitigate these negative effects, such as leadership development programs, team-based performance evaluations, and fostering a culture of empathy. It highlights the importance of understanding and addressing the complexities of narcissistic leadership to cultivate healthier, more productive team environments. The findings call for further research into the long-term effects of narcissistic leadership and the development of effective management strategiesPublication Was Covid-19 the end of B2B sales as we know it? understanding the new skills and competencies of the B2B sakes oersib after a disruption event such as Covid-19(2023) Bullemore, Jorge; Díaz Tautiva, JuliánPurpose: The aim of this study is to examine despite Covid-19 pandemic, several companies managed to grow their sales. This leads us to our research questions: what selling competencies make best salespeople post Covid-19 disruption? And, which of the sales competencies make to be most important toward their job performance? Theoretical framework: The B2B selling abilities post Covid-19 as the subject of this study has been little research by the academy and without a dominant theoretical framework, but rather a partial vision. This article contributes to integrating the scarce academic literature, which, as we demonstrate, is mainly empirical, with a theoretical domain. Design/methodology/approach: The use of established generic scales capturing each of the constructs of interest by surveying Key Account Managers in a B2B industry setting. Descriptive statistics, psychometric properties, pairwise correlations, and partial least squares structural equation modeling (PLS-SEM) where deployed. Findings: The results suggests that there is a positive direct effect of salesperson bricolage, adaptive selling, resiliency, salesperson' self-efficacy, and psychological flexibility with salesperson post-disruption performance. Lastly, a negative indirect effect is found between learning orientation, salesperson creativity, and salesperson grit. Research, Practical & Social implications: The study has focused on the proposal of what are the new sales competencies that B2B key account managers must develop to achieve a better sales performance, so managers must train and coach their B2B Key Account Managers (KAM) considering the new abilities needed (salesperson bricolage, adaptive selling, resiliency, salesperson' self-efficacy, and psychological flexibility) for sales success. Originality/value: The value of this study is a novel effort to understand what skills are needed to succeed in the post Covid-19 B2B selling environment.