Salesperson cooperation: The influence of relational, task, organizational, and personal factors

Salesperson cooperation has become a crucial issue for the overall performa nce of most sales organizations. The authors examine the antecedents of tas k-specific, cooperative behaviors of salespersons toward other salespeople working in the same organization. The main theses of the study are that (1) the four major antecedent categories of factors-relational, task, organiza tional, and personal-constitute, collectively, the primary determinants of salesperson cooperation and (2) each antecedent category exerts, independen tly, significant influence on the cooperative behaviors of salespersons. Th e results support the main theses and provide useful insights for sales man agers attempting to foster cooperation among salespeople. The relative impa ct of each antecedent category, as well as the effects of specific variable s within each, is discussed.