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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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
1994
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| Subjects: | |
| 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 |