Speaker: Jun Xu

Time: 15:00-17:00 September 2nd, 2019

Venue: Tongji Building Block A Room 306

Abstract：This research uses social problem theory to examine how salespeople obtain the internal support to address the needs of customers. We propose effectiveness in coordinating internal resources is related to customer relationship quality and subsequent performance. Salespeople can enhance their internal support by engaging in internal networking and helping behaviors. We also introduce allocentrism, a relatively stable, trait-like predisposition to value relationships with others. Allocentrism of salespeople is related to salespeople’s tendency to engage in internal networking and helping behaviors as well as external customer-oriented selling behaviors. The proposed relationships are supported by data collected from surveys of 326 salespeople. 

Speaker’s Bio：

Jun Xu (PhD University of Florida) is an Associate Professor of at the Richard H. Driehaus College of Business, DePaul University in Chicago. His main research interests include selling effectiveness, channel of distribution, and inter-organizational relationship and innovation. His research has been published at journals including the Journal of Marketing, the International Journal of Research in Marketing, the Journal of Business Research, the Academy of Management Learning and Education and the Journal of Vocational Behavior. He has obtained multiple proposal/dissertation/paper awards from the American Marketing Association (AMA) Sales SIG, the Global Sales Science Institute (GSSI) and the Institute for the Study of Business Markets (ISBM).