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
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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
Description
Summary: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 behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard. The goal orientations also are found to be alterable through supervisory feedback. Furthermore, self-efficacy, sales-people's confidence in their overall selling abilities, is found to moderate some of the relationships with the goal orientations.