Customer demandingness and salesperson’s performance: a meta-analytic examination
Customer demandingness is a critical concept in sales research, potentially influencing a salesperson’s performance in complex ways. One perspective suggests a negative impact, while another sees the potential for a positive effect. To clarify this paradox, a meta-analysis was conducted, synthesizin...
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| Format: | article |
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2025
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| Online Access: | http://hdl.handle.net/10725/17470 https://doi.org/10.1080/08853134.2025.2566039 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2025.2566039 |
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| _version_ | 1864513475250749440 |
|---|---|
| author | Jaramillo, Fernando |
| author2 | Hossain, Khondoker Itani, Omar S. |
| author2_role | author author |
| author_facet | Jaramillo, Fernando Hossain, Khondoker Itani, Omar S. |
| author_role | author |
| dc.creator.none.fl_str_mv | Jaramillo, Fernando Hossain, Khondoker Itani, Omar S. |
| dc.date.none.fl_str_mv | 2025-11-06T08:20:48Z 2025-11-06T08:20:48Z 2025 2025 |
| dc.identifier.none.fl_str_mv | 0885-3134 http://hdl.handle.net/10725/17470 https://doi.org/10.1080/08853134.2025.2566039 Jaramillo, F., Hossain, K., & Itani, O. S. (2025). Customer demandingness and salesperson’s performance: a meta-analytic examination. Journal of Personal Selling & Sales Management, 1-15. http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2025.2566039 |
| dc.language.none.fl_str_mv | en |
| dc.relation.none.fl_str_mv | Journal of Personal Selling & Sales Management |
| dc.rights.*.fl_str_mv | info:eu-repo/semantics/openAccess |
| dc.title.none.fl_str_mv | Customer demandingness and salesperson’s performance: a meta-analytic examination |
| dc.type.none.fl_str_mv | Article info:eu-repo/semantics/publishedVersion info:eu-repo/semantics/article |
| description | Customer demandingness is a critical concept in sales research, potentially influencing a salesperson’s performance in complex ways. One perspective suggests a negative impact, while another sees the potential for a positive effect. To clarify this paradox, a meta-analysis was conducted, synthesizing over 20 years of research on customer demandingness. This study proposes a model examining the effects of customer demandingness on job performance, mediated by felt stress and job engagement. The findings reveal a dual impact: customer demandingness affects job performance both directly and indirectly through mediating processes involving salesperson job engagement and felt stress. Customer demandingness is a challenging stressor because the positive indirect effect of customer demandingness on salesperson performance through job engagement is stronger than its negative indirect effect through felt stress. |
| eu_rights_str_mv | openAccess |
| format | article |
| id | LAURepo_b90be8f4a07dde2d56a8f9d657d53c97 |
| identifier_str_mv | 0885-3134 Jaramillo, F., Hossain, K., & Itani, O. S. (2025). Customer demandingness and salesperson’s performance: a meta-analytic examination. Journal of Personal Selling & Sales Management, 1-15. |
| language_invalid_str_mv | en |
| network_acronym_str | LAURepo |
| network_name_str | Lebanese American University repository |
| oai_identifier_str | oai:laur.lau.edu.lb:10725/17470 |
| publishDate | 2025 |
| repository.mail.fl_str_mv | |
| repository.name.fl_str_mv | |
| repository_id_str | |
| spelling | Customer demandingness and salesperson’s performance: a meta-analytic examinationJaramillo, FernandoHossain, KhondokerItani, Omar S.Customer demandingness is a critical concept in sales research, potentially influencing a salesperson’s performance in complex ways. One perspective suggests a negative impact, while another sees the potential for a positive effect. To clarify this paradox, a meta-analysis was conducted, synthesizing over 20 years of research on customer demandingness. This study proposes a model examining the effects of customer demandingness on job performance, mediated by felt stress and job engagement. The findings reveal a dual impact: customer demandingness affects job performance both directly and indirectly through mediating processes involving salesperson job engagement and felt stress. Customer demandingness is a challenging stressor because the positive indirect effect of customer demandingness on salesperson performance through job engagement is stronger than its negative indirect effect through felt stress.Published2025-11-06T08:20:48Z2025-11-06T08:20:48Z20252025Articleinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/article0885-3134http://hdl.handle.net/10725/17470https://doi.org/10.1080/08853134.2025.2566039Jaramillo, F., Hossain, K., & Itani, O. S. (2025). Customer demandingness and salesperson’s performance: a meta-analytic examination. Journal of Personal Selling & Sales Management, 1-15.http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.phphttps://www.tandfonline.com/doi/full/10.1080/08853134.2025.2566039enJournal of Personal Selling & Sales Managementinfo:eu-repo/semantics/openAccessoai:laur.lau.edu.lb:10725/174702025-11-06T08:20:48Z |
| spellingShingle | Customer demandingness and salesperson’s performance: a meta-analytic examination Jaramillo, Fernando |
| status_str | publishedVersion |
| title | Customer demandingness and salesperson’s performance: a meta-analytic examination |
| title_full | Customer demandingness and salesperson’s performance: a meta-analytic examination |
| title_fullStr | Customer demandingness and salesperson’s performance: a meta-analytic examination |
| title_full_unstemmed | Customer demandingness and salesperson’s performance: a meta-analytic examination |
| title_short | Customer demandingness and salesperson’s performance: a meta-analytic examination |
| title_sort | Customer demandingness and salesperson’s performance: a meta-analytic examination |
| url | http://hdl.handle.net/10725/17470 https://doi.org/10.1080/08853134.2025.2566039 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2025.2566039 |