University of Twente Student Theses
Mindfulness in the process of sales : an action research project in the service industry
Kamp, Ian (2016) Mindfulness in the process of sales : an action research project in the service industry.
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| Abstract: | This research examines the relationship between mindfulness stimuli and the capacity for absorption and recollection of selling related knowledge in a recruitment setting, through action research. The main research question is as follows: ‘What is the effect of mindfulness stimuli on selling-related knowledge absorption and recollection in the Dutch recruitment sector?’ This question is relevant as selling-related knowledge has been argued (in previous research and established knowledge and sales theory) to have a significant positive effect on sales performance. Furthermore, contemporary literature describes a growing demand on sales employees’ knowledge. This research was performed within a single Dutch recruitment agency with a sample of 59 sales employees (both in- and outbound sales employees), of which 29 received the treatment and 30 served as control. The research question was answered through the use of three hypotheses: Hypothesis 1: Participants who receive the mindfulness stimulation will have significantly higher average scores on the FFMQ than participants who do not receive the mindfulness stimulation. Hypothesis 2: Participants who receive the mindfulness stimulation will make significantly fewer mistakes on the sales test than participants who do not receive the mindfulness stimulation. Hypothesis 3: The relationship between FFMQ scores and number of mistakes will be significant for both the experimental and control group. After conducting statistical analyses (t-test for hypothesis 1 and 2 and Pearson's regression for hypothesis 3) the results show that all hypotheses can be confirmed. Thus the results indicate that there exists a significant positive relationship between mindfulness stimuli and the capacity for absorption and recollection of selling-related knowledge, therefore granting the opportunity to improve sales performance. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 77 psychology |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/69369 |
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