TITLE

LEARNING AND PERFORMANCE GOAL ORIENTATION OF SALESPEOPLE REVISITED: THE ROLE OF PERFORMANCE-APPROACH AND PERFORMANCE-AVOIDANCE ORIENTATIONS

AUTHOR(S)
Silver, Lawrence S.; Dwyer, Sean; Alford, Bruce
PUB. DATE
January 2006
SOURCE
Journal of Personal Selling & Sales Management;Winter2006, Vol. 26 Issue 1, p27
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This study revisits the conceptualization and operationalization of salesperson goal orientation, a mid-level construct in the achievement motivation model. Goal orientation has, in recent sales studies, been conceptualized to be comprised of a learning and a performance goal orientation. However, studies examining goal orientation's relationship with salesperson performance and behavior have found inconsistent results. Guided by seminal studies in achievement motivation theory, this study proposes that performance goal orientation is comprised of two distinct components: a performance-approach goal orientation and a performance-avoidance goal orientation, the latter of which is grounded in fear of failure. The contemporary model of goal orientation is tested and compared with the classic model. The results indicate that the classic model more accurately captures salesperson goal orientation and its relationship with salesperson performance. Notably, a performance-avoidance goal orientation is negatively related to salesperson performance.
ACCESSION #
19873360

 

Related Articles

  • Selling and Sales Management in Action: Reward Preferences of Salespeople. Chonko, Lawrence B.; Tanner Jr., John F.; Weeks, William A. // Journal of Personal Selling & Sales Management;Summer92, Vol. 12 Issue 3, p67 

    Previous research has not addressed to any large extent the relative importance that salespeople attach to various types of motivators. Using a paired-comparison approach with a national sample of salespeople, this study reports their perceived importance for pay raises, promotion opportunities,...

  • A Review of Expectancy Theory Research in Selling. Evans, Kenneth R.; Margheim, Loren; Schlacter, John L. // Journal of Personal Selling & Sales Management;Nov82, Vol. 2 Issue 2, p33 

    The article focuses on expectancy theory research in selling. Effective management of the salesforce is extremely important within an organization. Until recently, however, empirical research pertaining to the management of sales personnel was almost nonexistent. Currently an increasing number...

  • Not hitting your goals? Maybe the problem isn't what you think.  // Sales Insider;5/7/2008, Vol. 2 Issue 38, p2 

    The article gives advice on how to make achievable sales goals. The author implies that failure to achieve a sales goal could errode a seller's self confidence and motivation. He states that sellers should focus more on the ways to achieve a goal rather than focusing on the end result of a goal....

  • Qualifying the Prospects: Seven Vital Questions to Ask. Miller, Skip // American Salesman;Jan2011, Vol. 56 Issue 1, p24 

    This article discusses several questions that should be asked by salespeople to improve their work. It raises good qualification questions that focus on the areas of money, method and motivation. It warns salespeople about a prospect without money because it might prevent them from working on...

  • Sales should shy away from 'inspired' hot air. Nussbaum Jr., Walter // Marketing News;10/09/2000, Vol. 34 Issue 21, p23 

    Presents a perspective on how the motivation business is exploited by public figures and politicians. Motivation of salespeople in selling products; Impact of high-pressure motivational speakers on the sales industry; Importance of product knowledge in a sales person's ability to sell.

  • Sales Managers' Goal Commitment Correlates. Oliver, Richard L.; Brief, Arthur P. // Journal of Personal Selling & Sales Management;May83, Vol. 3 Issue 1, p11 

    The article discusses the perception of goal commitment in sales personnel to motivational, organizational, and demographic variables. A theory of goal setting specifies relationships between the nature of one's goal and task performance. But it has been argued that mere awareness of a goal is...

  • Towards an Instrumentality Theory of Salesforce Motivation: A Pragmatic Model. Uduji, Joseph I. // European Journal of Business & Management;2013, Vol. 5 Issue 20, p213 

    Finding an effective combination of motivations may be easier if a sales manager understands some of the behavioural factors that affect salesforce motivation. This study was undertaken to determine the behavioural factors that relate to the salesperson's needs and to the conditional links...

  • It's all about the buyer's motivation.  // Sales Insider;8/19/2011, Vol. 5 Issue 118, p2 

    The article reports on a rookie toothbrush salesman's secret for making customers buy his toothbrushes, which is to give them a motivation for brushing their teeth, with the help of chips and some terrible dip.

  • Special Abstracts Section National Conference in Sales Management. Randall, E. James // Journal of Personal Selling & Sales Management;Summer89, Vol. 9 Issue 2, p59 

    This article presents abstracts of the papers presented at the National Conference on Professional Selling and Sales Management. The paper "Emphasis on the Individual Can Lead to a More Effective Sales Motivation Program," by Helen Vassallo, John Lanasa and Campbell focuses on the motivation...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics