Publication Type
Journal Article
Version
publishedVersion
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
Citation
SUJAN, Harish; WEITZ, Barton A.; and KUMAR, Nirmalya.
Learning orientation, working smart, and effective selling. (1994). Journal of Marketing. 58, (3), 39-52.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5181
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://doi.org/10.2307/1252309