Many companies are faced with rising numbers of regulations with which they must comply. Regulations are particularly common in the areas of employment, environmental protection, and licensing of businesses. In recent years, a growing trend of new regulations has emerged in the selling and sales management business environment, changing the nature and scope of salespeople’s jobs. How do regulations affect the way salespeople do their jobs? This is an important and largely unexplored question. Therefore, the purpose of this study is to empirically construct a taxonomy of regulations that reveals their effect on current selling activities. A total of 7,493 observations were obtained from pharmaceutical representatives via an electronic survey which served as the basis for creating factor scores that were subsequently entered into a two-step cluster analysis. The analysis produced a six cluster solution of regulations indicating distinct taxonomic structures of regulations that affect selling activities. The resulting framework is useful to researchers, and practitioners, who can view regulations in terms of the degree to which selling activities are impacted.
","abstract_html":"<p>Many companies are faced with rising numbers of regulations with which they must comply. Regulations are particularly common in the areas of employment, environmental protection, and licensing of businesses. In recent years, a growing trend of new regulations has emerged in the selling and sales management business environment, changing the nature and scope of salespeople’s jobs. How do regulations affect the way salespeople do their jobs? This is an important and largely unexplored question. Therefore, the purpose of this study is to empirically construct a taxonomy of regulations that reveals their effect on current selling activities. A total of 7,493 observations were obtained from pharmaceutical representatives via an electronic survey which served as the basis for creating factor scores that were subsequently entered into a two-step cluster analysis. The analysis produced a six cluster solution of regulations indicating distinct taxonomic structures of regulations that affect selling activities. The resulting framework is useful to researchers, and practitioners, who can view regulations in terms of the degree to which selling activities are impacted.</p>","abstract_has_math":false,"creators":["Riggs, John F."],"institution":null,"degree_name":"Doctor of Business Administration (DBA)","degree_level":"Thesis","degree_discipline":"Marketing","degree_department":null,"school":null,"contributors":["Dr. Scott Widmier","Dr. Richard E. Plank","Dr. Brian N. Rutherford"],"advisors":[],"committee_chairs":[],"committee_members":[],"year":2012,"date_issued":"2012-07-01T07:00:00Z","date_published":"2012-07-01T07:00:00Z","updated_at":"2026-07-24T02:42:45Z","subjects":["sales","business regulations","pharmaceutical industry","selling activities","sales management","Sales and Merchandising"],"languages":[],"rights":[],"rights_urls":[],"identifier_entries":[]},"links":{"outbound_url":"https://digitalcommons.kennesaw.edu/etd/516","outbound_label":"Repository record","outbound_source":"dc:identifier"},"metadata_groups":[{"id":"people","label":"People","entries":[{"key":"dc:contributor","label":"Contributor","values":["Dr. Scott Widmier","Dr. Richard E. Plank","Dr. Brian N. Rutherford"]},{"key":"dc:creator","label":"Author","values":["Riggs, John F."]}]},{"id":"academic_context","label":"Academic Context","entries":[{"key":"dc:date.available","label":"Dc Date Available","values":["2012-07-19T07:00:00Z"]},{"key":"thesis:degree_discipline","label":"Discipline","values":["Marketing"]},{"key":"thesis:degree_level","label":"Degree Level","values":["Thesis"]},{"key":"thesis:degree_name","label":"Degree Name","values":["Doctor of Business Administration (DBA)"]}]},{"id":"subjects_keywords","label":"Subjects and Keywords","entries":[{"key":"dc:subject","label":"Dc Subject","values":["sales","business regulations","pharmaceutical industry","selling activities","sales management","Sales and Merchandising"]}]},{"id":"identifiers","label":"Identifiers","entries":[{"key":"dc:identifier","label":"Identifier","values":["https://digitalcommons.kennesaw.edu/etd/516"]}]},{"id":"additional","label":"Additional Metadata","entries":[{"key":"dc:description.abstract","label":"Abstract","values":["Many companies are faced with rising numbers of regulations with which they must comply. Regulations are particularly common in the areas of employment, environmental protection, and licensing of businesses. In recent years, a growing trend of new regulations has emerged in the selling and sales management business environment, changing the nature and scope of salespeople’s jobs. How do regulations affect the way salespeople do their jobs? This is an important and largely unexplored question. Therefore, the purpose of this study is to empirically construct a taxonomy of regulations that reveals their effect on current selling activities. A total of 7,493 observations were obtained from pharmaceutical representatives via an electronic survey which served as the basis for creating factor scores that were subsequently entered into a two-step cluster analysis. The analysis produced a six cluster solution of regulations indicating distinct taxonomic structures of regulations that affect selling activities. The resulting framework is useful to researchers, and practitioners, who can view regulations in terms of the degree to which selling activities are impacted.
"]},{"key":"dc:title","label":"Title","values":["A Taxonomy of Regulations: The Effect of Regulation on Selling Activities"]}]}],"canonical_facts":{"dc:contributor":["Dr. Scott Widmier","Dr. Richard E. Plank","Dr. Brian N. Rutherford"],"dc:creator":["Riggs, John F."],"dc:date.available":["2012-07-19T07:00:00Z"],"dc:description.abstract":["Many companies are faced with rising numbers of regulations with which they must comply. Regulations are particularly common in the areas of employment, environmental protection, and licensing of businesses. In recent years, a growing trend of new regulations has emerged in the selling and sales management business environment, changing the nature and scope of salespeople’s jobs. How do regulations affect the way salespeople do their jobs? This is an important and largely unexplored question. Therefore, the purpose of this study is to empirically construct a taxonomy of regulations that reveals their effect on current selling activities. A total of 7,493 observations were obtained from pharmaceutical representatives via an electronic survey which served as the basis for creating factor scores that were subsequently entered into a two-step cluster analysis. The analysis produced a six cluster solution of regulations indicating distinct taxonomic structures of regulations that affect selling activities. The resulting framework is useful to researchers, and practitioners, who can view regulations in terms of the degree to which selling activities are impacted.
"],"dc:identifier":["https://digitalcommons.kennesaw.edu/etd/516"],"dc:subject":["sales","business regulations","pharmaceutical industry","selling activities","sales management","Sales and Merchandising"],"dc:title":["A Taxonomy of Regulations: The Effect of Regulation on Selling Activities"],"thesis:degree_discipline":["Marketing"],"thesis:degree_level":["Thesis"],"thesis:degree_name":["Doctor of Business Administration (DBA)"]},"updated_at":"2026-07-24T02:42:45Z"}