Publication Type

Journal Article

Publication Date

7-1994

Abstract

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.

Keywords

meta-analysis, salesperson performance, motivation, feedback, behavior, goals, conceptualization, achievement, personality, strategies

Discipline

Marketing

Research Areas

Marketing

Publication

Journal of Marketing

Volume

58

Issue

3

First Page

39

Last Page

52

ISSN

0022-2429

Identifier

10.2307/1252309

Publisher

American Marketing Association

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

Additional URL

http://doi.org/10.2307/1252309

Included in

Marketing Commons

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