TITLE

The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance

AUTHOR(S)
Guangping Wang; Netemeyer, Richard G.
PUB. DATE
June 2002
SOURCE
Journal of the Academy of Marketing Science;Summer 2002, Vol. 30 Issue 3, p217
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Although self-efficacy has been demonstrated to be positively associated with performance-related variables, few studies have looked at its possible antecedents in the context of personal selling. Applying social cognitive theory, this study posits that while self-efficacy positively affects performance, the salesperson's learning effort directly affects self-efficacy. Furthermore, two task-related factors (perceived job autonomy and customer demandingness) and one individual difference variable (trait competitiveness) are proposed to affect salesperson learning effort and self-efficacy. Two empirical studies show consistent results regarding the positive effects of learning on efficacy and efficacy on performance as well as the influences of three exogenous constructs on learning and efficacy. Implications and future research directions are discussed.
ACCESSION #
6937720

 

Related Articles

  • THE STRUCTURAL MODEL FOR THE EFFECTS OF PSYCHOLOGICAL ANTECEDENTS AND PERCEIVED CUSTOMER-SALESPERSON RELATION ON SALES PERFORMANCE. Byunghwa Yang; Youngchan Kim // AMA Winter Educators' Conference Proceedings;2007, Vol. 18, p376 

    The present study aims to develop a structural model for investigating the effects of psychological and relational variables of salespeople on sales performance within the relationship marketing context. For the study, 1,063 salespeople working in a life-insurance company completed...

  • Pharmaceutical Sales Representative's Job Performance: The Moderating Effects of Self-Efficacy. Limbu, Yam B.; Kay, Mark J. // Proceedings of the Northeast Business & Economics Association;2010, p431 

    The article presents a study which proposes a conceptual model that explores the role of individual characteristics of pharmaceutical sales representative in establishing, developing, and enhancing relationships with physicians. The factors being examined include the skills of listening,...

  • Be willing to bend the rules when necessary.  // Sales Insider;7/22/2011, Vol. 5 Issue 116, p2 

    The article focuses on the importance for salespersons to be willing to work their way around the rules when the need arises, relating an incident in which a manager has to drop his rule of calling employees with their last names.

  • Frame-of-Reference Training Effectiveness: Effects of Goal Orientation and Self-Efficacy on Affective,Cognitive, Skill-Based, and Transfer Outcomes. Dierdorff, Erich C.; Surface, Eric A.; Brown, Kenneth G. // Journal of Applied Psychology;Nov2010, Vol. 95 Issue 6, p1181 

    Empirical evidence supporting frame-of-reference (FOR) training as an effective intervention for calibrating raters is convincing. Yet very little is known about who does better or worse in FOR training. We conducted a field study of how motivational factors influence affective, cognitive, and...

  • Sustainable PROFESSIONAL DEVELOPMENT. MCLESTER, SUSAN // District Administration;Nov2012, Vol. 48 Issue 10, p36 

    The article focuses on sustainable professional development. It is said that there is a direct link between sustained professional development and differentiated approaches to teacher training, collegial collaboration and risk taking. Solution Tree director of professional development Shannon...

  • How to Sell Your Sales Force on Training. Marx, Gerry // Training & Development Journal;Nov85, Vol. 39 Issue 11, p49 

    Offers tips on how to develop training programs for sales people. Need for training to address individual needs; Use of modeling in training; Need for the training program to be sensitive to customer needs.

  • Keep Your Eye on the Sales Training Manager. Finn, William T. // Training & Development Journal;Jul84, Vol. 38 Issue 7, p65 

    Presents a sales training program aimed at addressing the problems of new sales people. Emphasis on coaching and performance management; Need for sales people to learn interpersonal skills; Discussion of assertiveness, active listening and self-esteem.

  • Learning Orientation, Working Smart, and Effective Selling. Sujan, Harish; Weitz, Barton A.; Kumar, Nirmalya // Journal of Marketing;Jul94, Vol. 58 Issue 3, p39 

    Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling...

  • Editorial. Harrison, Tina // Journal of Financial Services Marketing;Jun2009, Vol. 14 Issue 1, p1 

    An introduction to the journal is presented in which the editor discusses a paper on the effect of the salesperson's effectiveness in the financial industry by Bergeron and Laroche, on the role of a salesperson in terms of empowerment and performance by Barrutia and colleagues, and on technology...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics