TY - JOUR
T1 - The Two Faces of Playfulness
T2 - A New Tool to Select Potentially Successful Sales Reps
AU - Maxwell, Sarah
AU - Reed, Gary
AU - Saker, Jim
AU - Story, Vicky
PY - 2005
Y1 - 2005
N2 - The purpose of this research is to investigate the potential of an Adult Playfulness scale that would aid in the selection of potentially successful sales reps. In the first study, we verify the construct validity of the Adult Playfulness scale in a sales context. The results show that adult playfulness has two primary factors: fun-loving and frivolous. In the second study, we show that fun-loving has a positive effect on adaptive selling by creating a learning orientation, and that it also has a positive effect on job satisfaction by lowering stress. Frivolous, however, has a negative effect on sales performance.
AB - The purpose of this research is to investigate the potential of an Adult Playfulness scale that would aid in the selection of potentially successful sales reps. In the first study, we verify the construct validity of the Adult Playfulness scale in a sales context. The results show that adult playfulness has two primary factors: fun-loving and frivolous. In the second study, we show that fun-loving has a positive effect on adaptive selling by creating a learning orientation, and that it also has a positive effect on job satisfaction by lowering stress. Frivolous, however, has a negative effect on sales performance.
UR - http://hdl.handle.net/2160/43442
U2 - 10.1080/08853134.2005.10749060
DO - 10.1080/08853134.2005.10749060
M3 - Article
SN - 0885-3134
VL - 25
SP - 215
EP - 229
JO - Journal of Personal Selling & Sales Management
JF - Journal of Personal Selling & Sales Management
IS - 3
ER -