Antecedents and Performance Consequences of Salespeople's Goal Orientation
| Autor: | Shu-Fen Su, 蘇淑芬 |
|---|---|
| Rok vydání: | 2004 |
| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 92 The salesperson is a major revenue-producing and cost-generating factor in most business enterprises. Consequently, the successful management of sales-force is of central importance in determining the success of the firm. However, one frequently observes differences among salesperson in their response patterns to setbacks or difficulties with sales tasks, some became demoralized and express little interest in continuing with the sales task, whereas others appeared to enjoy the challenge, remained confident that they could eventually solve the problems. What accounts for these differences in salespeople’s response patterns? Theory on individual goal orientations by educational psychologists provides a potentially powerful framework for explaining many such differences. The study, with a focus on salesperson’s goal orientations (including learning, proving and avoiding goal orientation), explores the influence of salespeople’s belief in both success attribution and intelligence improvability, and organizational environment factors (e.g., organizational commitment to learning and perceived intra-organizational competitive psychological climate) on salesperson’s goal orientations, and the relationship of salespersons’ goal orientations to their selling behavioral performance and sales performance. Three hundreds and fifty-seven salespersons from life insurance industry and three hundreds and seventy-six salespersons from car dealer industry will be sampled as empirical subjects. The findings of regression analysis indicate that salespersons’ belief in entity theory have limited influences on their goal orientation, salespersons’ belief in success attribution and organizational environment factors are the determinants of salesperson’s goal orientations. The results also show that both learning and proving goal orientations have positive relationship to salespersons’ selling behavioral performance, and avoiding goal orientation is negatively related to their selling behavioral performance. Moreover, the higher the selling behavioral performance is, the higher the sales performance. Finally, managerial implications for sales-force management and recommendations for future research are presented. |
| Databáze: | Networked Digital Library of Theses & Dissertations |
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