Journal of
Marketing Development and Competitiveness

Scholar Gateway

Abstracts prior to volume 5(1) have been archived!

Issue 5(1), October 2010 -- Paper Abstracts
Girard  (p. 9-22)
Cooper (p. 23-32)
Kunz-Osborne (p. 33-41)
Coulmas-Law (p.42-46)
Stasio (p. 47-56)
Albert-Valette-Florence (p.57-63)
Zhang-Rauch (p. 64-70)
Alam-Yasin (p. 71-78)
Mattare-Monahan-Shah (p. 79-94)
Nonis-Hudson-Hunt (p. 95-106)


The Impact of Sales Engineers on Salesperson Effectiveness

Author(s): Jeffrey M. Wilson, C. Shane Hunt
Citation: Jeffrey M. Wilson, C. Shane Hunt, (2011) "The Impact of Sales Engineers on Salesperson Effectiveness" Vol. 5, Iss. 2, pp. 130 - 138

Article Type: Research paper

Publisher: North American Business Press


The role of the sales engineer within the firm is defined and a model is proposed that examines the sales
engineer – salesperson performance relationship. A resource based view of the sales engineer is utilized
to show the positive impact on salespersons’ performance through the mediating influence of better time
management, reducing salespersons’ role ambiguity, and increasing information effectiveness.
Managerial implications associated with sales engineer utilization are presented and future research
related to the curvilinear relationship of the firm’s performance to sales engineer utilization is discussed.