Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership

By J. Boichuk, Willy Bolander, Zachary R. Hall, Michael Ahearne, William J. Zahn, Melissa Nieves. 2014

102 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/2412226078819c71ba7df08444915eae95b89247

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Citations in the corpus

• Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance (2018, background): “In a field typified by frequent buyer rejection and lengthy buying cycles (Boichuk et al. 2014), sometimes lasting up to 24months or longer, it is only the gritty – those who can persevere toward their long term goals – that survive in a challenging and competitive, consultative selling environment…”