Developing Structural Maps Of Sales Research Knowledge: Three Essays
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The overall goal of the dissertation is to analyze the accumulated knowledge and explore research gaps in empirical sales research. Therefore, applying a structural map derived from a comprehensive synthesis of empirical studies, researchers can efficiently and effectively identify constructs' positions in nomological networks and then explore new research directions. The dissertation includes three complementary essays. Essay 1 creates a structural map of constructs in a nomological network generated by meta-analysis and analyzed by social network analysis. Key constructs, bivariate relationships, missing links, and constructs' positions in nomological networks are identified. Essay 2 then detects moderator effects among constructs and presents the 328 construct relationships that may have strong moderator effects in empirical sales research. Applying findings from essay 1 and 2, essay 3 creates a new model, which investigates missing gaps and explores the double-edged effects of emotional intelligence on the relationship of adaptive selling and customer loyalty to the salesperson. The model uses dyadic data from customers and salespeople and is tested with hierarchical linear model (HLM).