Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation Academic Article uri icon


  • Sales organizations are experiencing a period of increasing change in the marketplace. Consequently, firms must strive to develop and implement successful change initiatives. Previous research has had limited success in explaining the factors that are associated with successful versus unsuccessful change initiatives. This study examines perceptions of an organizations readiness for change and individual fear of change as they relate to individual performance. Three hundred and fortythree sales managers from several industries participated in this study. A significant positive association was found between a sales managers perception of his or her organizations readiness for change and his or her own job performance. When taking into consideration a sales managers fear of change, the aforementioned relationship between perceived organizational readiness for change and sales manager job performance is enhanced. Implications for academicians and practitioners are provided along with directions for future research. 2004 PSE National Educational Foundation. All rights reserved.

published proceedings

  • Journal of Personal Selling & Sales Management

author list (cited authors)

  • Weeks, W. A., Roberts, J., Chonko, L. B., & Jones, E.

citation count

  • 66

complete list of authors

  • Weeks, William A||Roberts, James||Chonko, Lawrence B||Jones, Eli

publication date

  • December 2004