Value-dimensions and performance of retail salespersons: An empirical examination in a developing Asian economy

Abstract

Social values constitute a potential major construct in explaining human performance. Yet, value-research involving salespersons' performance has received very little attention even in the developed economies. The situation is much worse in the developing nations. Although the role of salespersons is extremely important in the highly fragmented retail environment of many of these nations, there has not been much research on this issue. Many of these nations have opened their economies to foreign investors. This has not only resulted in more competition and changes in retailing practices; it has also created a need to understand the psyche of the salespeople. Considering that human behavior is a function of their social value system, this research examines the relationship between salespersons' value-dimensions and their performance in a developing Asian nation, Bangladesh. © 2001 by The Haworth Press, Inc.