Concern with the Well-Being of Future Generations Makes Salespeople More Innovative - But Does It Make Them More Performant?

This paper explores how salespeople's concern for the well-being of future generations - a phenomenon known as generativity - could drive otherwise busy salesmen and women to take part in their employer's innovation process through idea generation, promotion, and realization. After control...

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Bibliographic Details
Published in:Journal of marketing development and competitiveness 2014-11, Vol.8 (3), p.49
Main Authors: Lacroix, Caroline, Lussier, Bruno, Ouellet, Jean-François
Format: Article
Language:English
Subjects:
Behavior
Cooperation
Creativity
Generations
Innovations
Marketing
Product development
Professionals
R&D
Research & development
Salespeople
Studies
Online Access:Get full text
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Summary:This paper explores how salespeople's concern for the well-being of future generations - a phenomenon known as generativity - could drive otherwise busy salesmen and women to take part in their employer's innovation process through idea generation, promotion, and realization. After controlling for other important variables, such as creative self-efficacy, creative expectations, and expertise, our results confirm the positive influence of generativity on all three dimensions of innovative performance. In turn, the influence of salespeople' innovative performance on their individual sales performance is mitigated: Only idea promotion turns out to be a marginally significant predictor of sales performance.
ISSN:2155-2843
2155-2843