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The early-tenure salesperson: sales effort and sales growth during the ramp-up period Journal of Personal Selling & Sales Management Pub Date : 2024-03-12 Michael C. Peasley, Bryan Hochstein
The challenges encapsulated in the ‘War for Sales Talent’ are symbolic of the struggles inherent in the recruitment, nurturing, and retention of sales professionals. While extant research provides ...
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The nine habits of highly effective researchers: strategies for strengthening scholarly submissions Journal of Personal Selling & Sales Management Pub Date : 2024-03-12 Valerie Good, Ellen Bolman Pullins
In the competitive arena of academic publishing, facing rejection can be disheartening for scholars striving for recognition and impact. In this editorial, we delve into the process of article writ...
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In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors Journal of Personal Selling & Sales Management Pub Date : 2024-02-26 Paolo Guenzi, Edwin J. Nijssen
Many B2B companies are trying to gain a competitive advantage by leveraging digitally-enabled, value-creating solutions. For this, they need to modify their sales force and re-consider what “talent...
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Creating tension in sales research Journal of Personal Selling & Sales Management Pub Date : 2024-02-21 Adam Rapp, Johannes Habel
Published in Journal of Personal Selling & Sales Management (Vol. 44, No. 1, 2024)
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Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange Journal of Personal Selling & Sales Management Pub Date : 2024-02-16 Aaron D. Arndt, Rhett Epler, Kenneth Evans, Sama Ashouri
Closing is an essential part of selling. However, academic research related to closing has been quite limited and detailed observational research has not yet been conducted. This research analyzes ...
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Personality matters: how adaptive selling skills mediate the effect of personality traits on salespeople’s exploited cross-selling potential Journal of Personal Selling & Sales Management Pub Date : 2024-01-09 Christian Homburg, Maximilian Knapp, Robin Wagner-Fabisch
This article examines how salespeople’s personality traits influence their adaptive selling skills and exploited cross-selling potential. We collect both a cross-industry and cross-country dataset ...
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Increasing graduates’ interest in B2B sales: how to dispel lay beliefs, fight stigma, and create a profession of choice Journal of Personal Selling & Sales Management Pub Date : 2024-01-09 Aline Isabelle Lanzrath, Christian Homburg, Robin-Christopher M. Ruhnau
Given the pressing talent shortage and the need for well-educated recruits in business-to-business (B2B) sales, understanding how to increase university graduates’ low interest in this profession i...
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Buyer-seller uncertainty: a systematic review and future research directions Journal of Personal Selling & Sales Management Pub Date : 2023-12-12 Ryan Mullins, Kevin S. Chase, Scott B. Friend
Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of unc...
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Is authenticity needed in service-sales ambidexterity? Examination of employees and customers’ responses Journal of Personal Selling & Sales Management Pub Date : 2023-12-12 Michel Tremblay
Drawing on the conservation of resources theory, this study investigates the impact of service-sales ambidexterity on employee behavior and customer outcomes in retail. Using a sample of 518 employ...
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International sales interactions in a post-disruptive environment Journal of Personal Selling & Sales Management Pub Date : 2023-11-29 Brian N. Rutherford, Ryan L. Matthews, Lucy M. Matthews, Diane R. Edmonson
This study examines the impact of a major global disruption on the international sales force. A total of twenty-three qualitative interviews, with eighteen international sales executives, were coll...
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One does not fit all: what is in a salesperson sample? Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 Brian N. Rutherford, Martha Troncoza, Scott C. Ambrose, Nwamaka Anaza, Ryan Matthews
This study conducts a systematic review of salesperson sampling within the pages of the Journal of Personal Selling and Sales Management from 2013 to 2022. A total of 284 papers (all inclusive) wer...
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When the brand is your bread and butter: review, synthesis, and directions for future exploration of salespeople-brand relationships Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 Lisa Beeler, Maria Rouziou, Moumita Das Gyomlai
Brand relationships influence human attitudes, intentions, and behaviors. While past research has generously explored this idea in the customer context, less research has explored the role brand re...
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Team selling: a review, implications, and an agenda for sales team research Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 Adam Rapp, Tammy Rapp
Today’s business organizations are faced with increased competition and growing customer expectations which require varying approaches to market opportunities. These opportunities necessitate that ...
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Sustainability and professional sales: a review and future research agenda Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 Colin B. Gabler, V. Myles Landers, Omar S. Itani
Sustainability has become a consideration for every firm operating in today’s business landscape. Scholars are tasked with uncovering bridges and barriers to successfully implement sustainability s...
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Understanding sales representatives’ unreliable lead management efforts: contingent impacts of sales managers’ goal and process control behaviors Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 Jan Altenscheidt, Sophie-Charlotte Ernst, Christian Schmitz
Sales representatives (reps) frequently exhibit a lack of lead management effort and sales managers need to determine why so that they can address the problem. Scant insights exist into which leade...
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There’s no I in team: aligning self- and group-efficacy to optimize the effects of support on sales outcomes Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 Valter Silva Faia, Valter Afonso Vieira, Colin Gabler
Research has shown that self-efficacy influences individual performance. However, individuals often work in teams, and perceptions of the group’s ability also impact performance. Drawing on social ...
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Personal selling and sales management abstracts Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 Stephanie M. Mangus
Published in Journal of Personal Selling & Sales Management (Vol. 43, No. 4, 2023)
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Sales technology research: a review and future research agenda Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 Raj Agnihotri, Nawar N. Chaker, Riley Dugan, John M. Galvan, Edward Nowlin
Expecting improvements in productivity and performance, organizations continue to invest considerably in sales technology tools and platforms such as customer relationship management, social media,...
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Frontline ambidexterity: a systematic review and future research agenda Journal of Personal Selling & Sales Management Pub Date : 2023-11-09 Kristina K. Lindsey-Hall, Candice L. Marti, Nicole M. Boylan, Thomas L. Baker, Jessica L. Ogilvie
Ambidexterity in a business context has focused primarily on how organizations can strategically coordinate multiple, often competing tasks. Within the marketing function, ambidexterity has centere...
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Social media in response to COVID-19: how increased social media usage affects the performance of B2B salespeople in the “new normal” Journal of Personal Selling & Sales Management Pub Date : 2023-10-06 Simon Barner, Dirk Totzek
External shocks such as the COVID-19 pandemic can fundamentally change the working conditions of salespeople and their customer interactions. This paper examines whether and how a change in social ...
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Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis Journal of Personal Selling & Sales Management Pub Date : 2023-09-18 Peter D. Kerr, Javier Marcos-Cuevas
Professional selling has been transformed over the last decade and is in constant flux. Fundamental changes have occurred in how best to achieve salesperson performance and how to measure it. In th...
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Sales force financial compensation – a review and synthesis of the literature Journal of Personal Selling & Sales Management Pub Date : 2023-08-22 Melanie Bowen, Alexander Haas, Isabel Hofmann
Abstract As designing effective sales force financial compensation (SFFC) is as important as it is challenging, it comes as no surprise that SFFC has been the subject of research for over 60 years. While this extensive body of research has provided many specific insights, the overall picture and state of the research is less clear. In this paper, we review and summarize the highly fragmented literature
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Salesperson rapport: a literature review and research agenda for an evolving digital sales process Journal of Personal Selling & Sales Management Pub Date : 2023-08-22 Valerie Good, Stephanie M. Mangus, Ellen Bolman Pullins
Rapport and rapport-building are fundamental building blocks of the sales process. As part of the approach in personal selling, as well as a relationship-building mechanism, rapport allows salespeo...
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Bridging academia and industry: Reflections on the double legacy of Andy Zoltners (1945–2023) Journal of Personal Selling & Sales Management Pub Date : 2023-08-01 Mathew S. Isaac
Published in Journal of Personal Selling & Sales Management (Vol. 43, No. 3, 2023)
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When sales leaders induce competition among sales employees: a source of motivation or exhaustion? Journal of Personal Selling & Sales Management Pub Date : 2023-07-07 Maximilian Friess, Sascha Alavi, Johannes Habel, Bianca Richter
Abstract Many sales leaders support competition among their employees. However, inducing competition among peers may exhibit beneficial, motivating as well as harmful, exhausting effects, and which of the two countervailing effects prevails remains an open question. Drawing on the job-demand resources model and 20 interviews with sales professionals, this study proposes that competition-inducing leadership
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Rapport building in B2B sales interactions: the process and explananda Journal of Personal Selling & Sales Management Pub Date : 2023-06-09 Sini Jokiniemi, Aino Halinen, Ellen Bolmans Pullins, Kenichi Hosoi
Abstract Despite the expansion of digital transformation, interpersonal interactions remain the foundation for successful business-to-business (B2B) sales meetings in complex exchanges. This study focuses on rapport building and examines it as an explicitly and implicitly manifested ongoing process covering the entire duration of a B2B sales meeting. Based on empirical findings from a qualitative study
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Where we have been, where we are, and where we are heading: a perspective on sales research Journal of Personal Selling & Sales Management Pub Date : 2023-05-17 Adam Rapp, Maria Rouziou
Published in Journal of Personal Selling & Sales Management (Vol. 43, No. 2, 2023)
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Personal-selling and sales-management abstracts Journal of Personal Selling & Sales Management Pub Date : 2023-05-15 Stephanie M. Mangus
Published in Journal of Personal Selling & Sales Management (Vol. 43, No. 2, 2023)
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How ineffective entrepreneurial selling contributes to business failure: an explorative study on business owners of small and medium enterprises in The Netherlands Journal of Personal Selling & Sales Management Pub Date : 2023-05-15 Maurik de Groot, Ingrid Wakkee
Abstract Only recently have scholars begun to explore the cross-section connection of entrepreneurship and personal selling and introduced the notion of entrepreneurial selling. This study contributes to the emerging debate by addressing the personal selling role of business owners of small and medium-sized enterprises (SMEs) in the business-to-business (B-to-B) market in the context of failure. It
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Managing ambiguity: salesperson bricolage behavior and its organizational determinants Journal of Personal Selling & Sales Management Pub Date : 2023-05-15 Rhett T. Epler, Wyatt A. Schrock, Mark P. Leach, Kimberly D. White, Bryan Hochstein
Abstract Bricolage – a term that implies resourcefulness – is a construct with a long history in anthropology, design, management, and entrepreneurship, among other fields. Our study is one of the first to apply the bricolage concept to better understand the behaviors of salespeople. Overall, findings from our multi-study, multi-method approach (combining survey methodology and a scenario-based experiment
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The present and future of the B2B sales profession Journal of Personal Selling & Sales Management Pub Date : 2023-03-03 Samer Elhajjar, Laurent Yacoub, Fadila Ouaida
Abstract Over the last three decades, business-to-business (B2B) sales practices have undergone significant change. This study evaluates the current responsibilities, skills, and knowledge sets required in B2B sales professionals. It identifies roles, qualifications, competencies, and the B2B sales position taxonomy. To achieve these objectives, we conducted three studies. The first study included
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A competitive path to cohesion: multilevel effects of competitiveness in the sales force Journal of Personal Selling & Sales Management Pub Date : 2023-02-07 Alec Pappas, Wyatt Schrock, Manoshi Samaraweera, Willy Bolander
Abstract Selling is often associated with competitiveness, which has led many scholars to examine trait competitiveness as a driver of salesperson performance. However, it is also suggested that competitiveness contributes to less cohesive work environments which can have adverse effects on firms and their stakeholders. The authors explore this dichotomy by first conducting a field study utilizing
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Leadership transition and journal advancements Journal of Personal Selling & Sales Management Pub Date : 2023-02-01 Adam Rapp, Valerie Good
Published in Journal of Personal Selling & Sales Management (Vol. 43, No. 1, 2023)
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Understanding the consequences of digital technology use in sales: multilevel tensions inside sales organizations Journal of Personal Selling & Sales Management Pub Date : 2023-01-27 Mark Micallef, Joona Keränen, Olga Kokshagina
Personal selling and sales management are undergoing a major transformation driven by an increased use of digital technologies. Despite the potential that digitalization holds, many sales organizat...
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Trust repair after a sales manager error Journal of Personal Selling & Sales Management Pub Date : 2023-01-27 Christopher A. Nelson, Michael F. Walsh, Annie Peng Cui
Sales managers need to maintain the trust of their salespeople to have productive working relationships. A positive and trusting working relationship can be threatened by a transgression on the par...
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Developing a digital maturity model for the sales processes of industrial projects Journal of Personal Selling & Sales Management Pub Date : 2023-01-10 Marleen Voss, David Jaspert, Christian Ahlfeld, Luke Sucke
To support adequate strategic decisions, every digital transformation begins with an analysis of the current state of the company. These analyses often include the use of digital maturity models (D...
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Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output Journal of Personal Selling & Sales Management Pub Date : 2023-01-06 Manoshi Samaraweera, Betsy D. Gelb, Willy Bolander, William J. Zahn
Abstract The authors examine the concept of an informal sales climate—a work environment with informal rewards in the form of recognition, respect, and status for salespeople producing high sales numbers—and explore its effects as an informal control mechanism in driving sales outcomes. Using a two-level model with objective sales data from 626 salespeople working in 68 organizational units, they empirically
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Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research Journal of Personal Selling & Sales Management Pub Date : 2022-11-17 Leff Bonney, Lisa Beeler, Nawar N. Chaker
Abstract The COVID-19 pandemic’s disruption and ultimate lasting impact on the business world is unprecedented. While there has been much discussion about the specific impact that COVID-19 has had on salespeople and sales organizations as a whole, very little academic investigation has been focused on the impact of the pandemic in terms of the ‘other side’ of the buyer-salesperson dyad–namely, B2B
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Starting conversations with new customers: a research note on the moderating effect of experience on responses to small talk Journal of Personal Selling & Sales Management Pub Date : 2022-10-28 Hillary J. D. Wiener, Karen Flaherty, Josh Wiener
Abstract In this research note, we explore when salespeople should begin conversations with new customers with small talk. During initial meetings with customers, salespeople can choose to begin with small talk about topics not related to the task to break the ice or they can move straight to business and provide task-relevant information. Both approaches have garnered some support from different literature
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Using the power of machine learning in sales research: process and potential Journal of Personal Selling & Sales Management Pub Date : 2022-10-28 Caroline E. W. Glackin, Murat Adivar
Abstract This study addresses the potential for improving the accuracy, scope, and value of sales research through the application of data mining and machine learning algorithms. By examining prior research, identifying opportunities for improvement, and assessing gaps that can benefit from machine learning, research and application are made more accessible for sales researchers and managers. Machine
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Patience, consideration and responsibility (P.C.R.): emerging psychological capacities for coping with crisis and persistent changes in personal selling Journal of Personal Selling & Sales Management Pub Date : 2022-10-21 Soo Yeong Ewe, Helen Hui Ping Ho
Abstract The COVID-19 pandemic altered buyers’ concerns and resulted in more complex demand for high-involvement goods, such as financial products. These changes seem likely to persist after the pandemic. Additionally, other unforeseen events, although likely not as pervasive as the pandemic, could occur at any time. In this context, the ability of salespeople to keep their mental abilities sharp is
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Persisting changes in sales due to global pandemic challenges Journal of Personal Selling & Sales Management Pub Date : 2022-10-21 Valerie Good, Ellen Bolman Pullins, Maria Rouziou
Abstract The global health pandemic triggered many challenges for businesses and society, forcing organizations and salespeople alike to pivot, alter their sales strategies, accelerate their digital transformation, and adjust to a ‘new norm’ going forward. Since some of the changes wrought by the pandemic are likely to persist into the post pandemic era, we asked the questions, how has personal selling
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Personal selling and sales management abstracts Journal of Personal Selling & Sales Management Pub Date : 2022-10-03 Stephanie M. Mangus
Published in Journal of Personal Selling & Sales Management (Vol. 42, No. 4, 2022)
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An institutional logics perspective on salesperson responses to environmental disruptions Journal of Personal Selling & Sales Management Pub Date : 2022-10-03 Karen Flaherty, Curtis S. Schroeder
Abstract Drawing on the institutional logics perspective and evidence from 21 first wave and 11 second wave interviews with sales professionals, we offer a framework of salesperson responses to changes occurring in the sales field due to COVID-19. We find that salespeople acknowledge that the pandemic could lead to a new dominant logic (i.e., belief systems, principles, unwritten rules, and practices
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Exploring the drivers of B2B end user engagement Journal of Personal Selling & Sales Management Pub Date : 2022-09-15 Amy Greiner Fehl, Valerie Good, Todd Arnold
Abstract While engagement has enjoyed an abundance of academic and practitioner attention recently, few studies have examined engagement from the perspective of end users utilizing products and brands at work. In acknowledgement of the important role end users play in B2B sales and service ecosystems, the current study applies both social exchange and social identity theories to illuminate the process
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Adaptive selling in business-to-business markets: Contextual boundary of a selling strategy from retailing Journal of Personal Selling & Sales Management Pub Date : 2022-09-15 William L. Cron, Sascha Alavi, Johannes Habel
Abstract A recent study of a selling strategy adapted by some retail salespeople recommended that salespeople should expeditiously disengage from a customer interaction when they believe that a customer with whom they are interacting is unlikely to make a purchase (Cron et al. 2021 Cron, William, Sascha Alavi, Johannes Habel, Jan Wieseke, and Hanaa Ryari. 2021. “No Conversion, No Conversation: consequences
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Relationship conflict in stores: a longitudinal study of intra-store conflict on salespeople’s helping, customer-oriented behavior, and customer purchase behavior Journal of Personal Selling & Sales Management Pub Date : 2022-09-15 Michel Tremblay
Abstract Although the service-profit chain model has been studied widely, little is known about the processes and conditions of store-level relationship conflict to an increase or decrease in customer purchase behavior. Accordingly, this study aims to investigate the cumulative effects of relationship conflict on changes in unit-level helping, the effect of salespeople’s helping behavior on customer-oriented
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Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda Journal of Personal Selling & Sales Management Pub Date : 2022-09-15 Riley Dugan, Nawar N. Chaker, Edward Nowlin, Dawn Deeter-Schmelz, Deva Rangarajan, Raj Agnihotri, Omar S. Itani
Abstract The response from many firms to the recent COVID-19 crisis underscores a more fundamental and overarching question: How should salespeople and their firms prepare for and respond to sales crises more generally? In response, a group of sales scholars recently convened at the American Marketing Association’s Winter Conference to discuss the challenges and opportunities facing salespeople and
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Burned out on the road: Burnout’s impact on job satisfaction among road warriors Journal of Personal Selling & Sales Management Pub Date : 2022-09-15 Brian N. Rutherford, Scott C. Ambrose, Blaise P. Waguespack
Abstract This study examines relationships between the dimensions of burnout and aspects of job satisfaction among road warrior salespeople. Considering the heavy costs associated with replacing these high value salespeople, greater understanding of burnout and job satisfaction among road warrior salespeople is important for both researchers and practitioners alike. The study first examines travel
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Personal selling and sales management abstracts Journal of Personal Selling & Sales Management Pub Date : 2022-08-15 Dawn R. Deeter-Schmelz
Published in Journal of Personal Selling & Sales Management (Vol. 42, No. 2, 2022)
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Technology-enabled sales capability: A capabilities-based contingency framework Journal of Personal Selling & Sales Management Pub Date : 2022-08-08 Vishag Badrinarayanan, Sreedhar Madhavaram, K. T. Manis
Abstract As organizations emerge from the disruptions induced by the COVID-19 pandemic, it is becoming evident that the sales function has shifted irrevocably toward increased reliance on technological resources to facilitate inherent processes and activities. Integrating research from the dynamic capabilities and sales capabilities literature, this study examines why some organizations are more adept
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The triggers and consequences of digital sales: a systematic literature review Journal of Personal Selling & Sales Management Pub Date : 2022-08-05 Heiko Fischer, Sven Seidenstricker, Jens Poeppelbuss
Abstract The megatrend of digitalization has the potential to fundamentally change sales practices. This is because digital technologies impact the entire sales organization and can significantly support the daily work of salespeople or even replace human salespeople. Despite the growing interest in digital sales in practice and academia, the phenomenon remains little understood. Therefore, this article
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STATEMENT OF RETRACTION: A Wisdom-Based Salesforce Development Model: The Role of Wisdom in Salesforce Training and Well-being Journal of Personal Selling & Sales Management Pub Date : 2022-08-05
Published in Journal of Personal Selling & Sales Management (Vol. 42, No. 3, 2022)
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Transformational and transactional sales leadership during a global pandemic Journal of Personal Selling & Sales Management Pub Date : 2022-07-28 Sascha Alavi, Pia Anna Ehlig, Johannes Habel
Abstract Transformational (TFL) and transactional leadership (TAL) are foundational leadership styles in sales practice and have been intensively studied by past sales research. However, prior research conflicts on the effectiveness of TFL and TAL to help salespeople cope with the persisting changes of a global pandemic, such as COVID-19. Combining leadership theory with perceived uncertainty theory
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The impact of the information revolution on the classical sales model Journal of Personal Selling & Sales Management Pub Date : 2022-07-01 Mohsen Pourmasoudi, Michael Ahearne, Zachary Hall, Partha Krishnamurthy
Abstract The ready availability of information about purchase options has shifted the point at which customers make purchase decisions; they often come into the sales interaction knowing what they want (i.e., have higher preference certainty). Yet companies continue to base their selling strategies, spending billions of dollars, on a model of the customer decision process that is predicated on low
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Sales well-being: a salesperson-focused framework for individual, organizational, and societal well-being Journal of Personal Selling & Sales Management Pub Date : 2022-06-30 Riley Dugan, Valentina Ortiz Ubal, Maura L. Scott
Abstract Although the topic of well-being has become an increasingly prominent topic of discussion amongst scholars and practitioners alike, it has heretofore been given scant attention in the academic sales discipline. The current research attempts to correct this notable omission by developing a vision of salesforce well-being as it pertains to the people, processes, and performance metrics associated
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Benefits, discounts, features, and value as communication foci in selling: Exploring concepts, drivers, and outcomes Journal of Personal Selling & Sales Management Pub Date : 2022-06-23 Martin Klarmann, Marc Wouters
Abstract Customers in business markets face difficult choice problems. Depending on the customer’s choice construal, in terms of the customer’s criteria and the tradeoffs the customer wants to make, different kinds of information are relevant and influential. We conceptualize four communication foci in B2B selling, which differ in terms of the kinds of information that is communicated during sales
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Analyzing sales proposal rejections via machine learning Journal of Personal Selling & Sales Management Pub Date : 2022-06-03 Peter Nguyen, Scott B. Friend, Kevin S. Chase, Jeff S. Johnson
Abstract The sales profession is fraught with customer rejection and defections. Understanding why customers say “no” to a sales proposal is complex given that factors at the organizational-, individual-, and interactional-level are synthesized in the customer’s decision-making process. Academics and practitioners alike therefore stand to benefit from greater understanding of this phenomenon. The current
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Editorial: upcoming changes to the journal Journal of Personal Selling & Sales Management Pub Date : 2022-04-08 Nick Lee, Adam Rapp
(2022). Editorial: upcoming changes to the journal. Journal of Personal Selling & Sales Management: Vol. 42, No. 1, pp. 1-2.
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Dispositional and situational factors on bargaining concession rates and outcomes: predictive power of NIMBuS–an integrated model of Buyer-Seller negotiations Journal of Personal Selling & Sales Management Pub Date : 2022-04-06 Ben Shaw-Ching Liu, P.V (Sundar) Balakrishnan
Abstract We propose a process model that examines the antecedents and consequences of bargaining concession rates with managerially relevant constructs grounded in social psychology to predict negotiation outcomes in a sales setting involving multiple issues. The situational factors of relative power, constituent’s monitoring, time pressure; and dispositional factors of bargainer’s personality toughness