Performance Orientation or Learning Orientation: Which Helps Salespeople Better Adapt to Organizational Change?

Coget, Jean-Francois
August 2010
Academy of Management Perspectives;Aug2010, Vol. 24 Issue 3, p106
Academic Journal
The article reports on a study which compared the different ways in which salespeople adapted to organizational change, depending on whether they were more performance-oriented or learning-oriented. The study, "Why are some salespeople better at adapting to organizational change?" by Michael Ahearne, Son Lam, John Mathieu, and Willy Bolander, was published in the "Journal of Marketing." For an organizational change which produce an initial drop and subsequent boost in performance, both the decline and the improvement were less pronounced in performance-oriented salespeople.


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