The impact of diverse performance measurement on the customer-orientated selling behaviours of B2B salespeople
Why this work is in the frame
A frame that forgets how it found something cannot be audited. These are the routes that admitted this work.
Bibliographic record
Abstract
The pervasive use of performance measurement frameworks, such as the balanced \nscorecard, coupled with the growing complexity of today’s B2B sales role is increasing \nthe need for greater levels of measure diversity to evaluate the performance of the \nmodern salesperson. Yet very little is known regarding the behavioural impacts of using \nmore balanced and diverse measures to evaluate individual salesperson performance. \nThis research investigates the relationship between the use of diverse measures \nof performance and the customer-oriented selling behavior of B2B salespeople. Based \non data collected from 274 business-to-business salespeople from Canada, the United \nStates and the United Kingdom and using partial-least squares, structural equation \nmodelling, the author finds that measure diversity is positively associated with \nsalesperson customer-oriented selling behaviour and that this behaviour is fully mediated \nthrough salesperson attitudes towards customer-oriented selling. Findings also suggest \nthat measure diversity within a sales performance measurement system is positively \nassociated with increased levels of supervisory sales coaching activity.
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Full frame distilled prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. Learned from the 10,348 direct Codex labels and 10,348 direct Gemma labels. Candidate is the union of thresholded teacher heads; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels or direct frontier model labels.
Codex and Gemma teacher scores by category
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.000 | 0.000 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.000 | 0.001 |
| Science and technology studies | 0.001 | 0.000 |
| Scholarly communication | 0.000 | 0.000 |
| Open science | 0.001 | 0.000 |
| Research integrity | 0.000 | 0.000 |
| Insufficient payload (model declined to judge) | 0.000 | 0.000 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from it