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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Institutional Knowledge at Singapore Management University
1994
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sg-smu-ink.lkcsb_research-61802017-08-23T08:27:25Z Learning orientation, working smart, and effective selling SUJAN, Harish WEITZ, Barton A. KUMAR, Nirmalya 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. 1994-07-01T07:00:00Z text application/pdf https://ink.library.smu.edu.sg/lkcsb_research/5181 info:doi/10.2307/1252309 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6180/viewcontent/Sujan1994.pdf http://creativecommons.org/licenses/by-nc-nd/4.0/ Research Collection Lee Kong Chian School Of Business eng Institutional Knowledge at Singapore Management University meta-analysis salesperson performance motivation feedback behavior goals conceptualization achievement personality strategies Marketing |
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meta-analysis salesperson performance motivation feedback behavior goals conceptualization achievement personality strategies Marketing SUJAN, Harish WEITZ, Barton A. KUMAR, Nirmalya Learning orientation, working smart, and effective selling |
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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. |
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SUJAN, Harish WEITZ, Barton A. KUMAR, Nirmalya |
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SUJAN, Harish WEITZ, Barton A. KUMAR, Nirmalya |
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SUJAN, Harish |
title |
Learning orientation, working smart, and effective selling |
title_short |
Learning orientation, working smart, and effective selling |
title_full |
Learning orientation, working smart, and effective selling |
title_fullStr |
Learning orientation, working smart, and effective selling |
title_full_unstemmed |
Learning orientation, working smart, and effective selling |
title_sort |
learning orientation, working smart, and effective selling |
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Institutional Knowledge at Singapore Management University |
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1994 |
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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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