Learning orientation, working smart, and effective selling

Learning orientation, working smart, and effective selling

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...

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Bibliographic Details
Main Authors: SUJAN, Harish, WEITZ, Barton A., KUMAR, Nirmalya
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 1994
Subjects:
meta-analysis
salesperson performance
motivation
feedback
behavior
goals
conceptualization
achievement
personality
strategies
Marketing
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/5181
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6180/viewcontent/Sujan1994.pdf
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Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/lkcsb_research/5181
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6180/viewcontent/Sujan1994.pdf

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