TITLE

SELF-EFFICACY, COMPETITIVENESS, AND EFFORT AS ANTECEDENTS OF SALESPERSON PERFORMANCE

AUTHOR(S)
Krishnan, Balaji C.; Netemeyer, Richard G.; Boles, James S.
PUB. DATE
September 2002
SOURCE
Journal of Personal Selling & Sales Management;Fall2002, Vol. 22 Issue 4, p285
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This paper posits and tests a model of the individual characteristics of self-efficacy, competitiveness, and effort as potential antecedents of salesperson performance. Based on two studies in different selling contexts, it is observed that whereas effort mediates the relationship between competitiveness and sales performance, self-efficacy has both direct and indirect effects on sales performance. Structural equation modeling results support the proposed model. Implications and conclusions of the studies are presented.
ACCESSION #
9511994

 

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