Positive Psychology in Sales: Integrating Psychological Capital

Authors

Scott B. Friend, Miami University, Oxford, OHFollow
Jeff S. Johnson, University of Missouri–Kansas City,Follow
Fred Luthans, University of Nebraska - LincolnFollow
Ravipreet Sohi, University of Nebraska-LincolnFollow

Date of this Version

2016

Citation

Published in Journal of Marketing Theory and Practice, vol. 24, no. 3 (Summer 2016), pp. 306–327. doi: 10.1080/10696679.2016.1170525

Comments

Copyright © 2016 Taylor & Francis Group, LLC. Used by permission.

Abstract

As positive psychology moves into the workplace, researchers have been able to demonstrate the desirable impact of positive organizational behavior. Specifically, psychological capital (PsyCap) improves employee attitudes, behaviors, and performance. Advancing PsyCap in sales research is important given the need for a comprehensive positive approach to drive sales performance, offset the high cost of salesperson turnover, improve cross-functional sales interfaces, and enrich customer relationships. The authors provide an integrative review of PsyCap, discuss its application in sales, and advance an agenda for future research. Research prescriptions are organized according to individual-level, intra-organizational, and extra-organizational outcomes pertinent to the sales field.