Self-Efficacy, Competitiveness, and Effort as Antecedents of Salesperson Performance
By Balaji C. Krishnan, Richard G. Netemeyer, J. Boles. Journal of Personal Selling & Sales Management, 2002
234 citations recorded by the source corpus.
This paper posits and tests a model of the individual characteristics of self-efficacy, competitiveness, and effort as potential antecedents of salesperson performance. Based on two studies in different selling contexts, it is observed that whereas effort mediates the relationship between competitiveness and sales performance, self-efficacy has both direct and indirect effects on sales performance. Structural equation modeling results support the proposed model. Implications and conclusions of the studies are presented.
Subfields: Organizational Behavior and Human Resource Management, Sociology and Political Science
View Paper: https://www.semanticscholar.org/paper/56048c1f8c206bea518f87413da15f4f90ff7976
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In Organizational Behavior and Human Resource Management
In Sociology and Political Science
- Ellen Bolman Pullins
- Monideepa Tarafdar
- T. S. Ragu-Nathan
- Johannes Knoll
- Raffael Heiss
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Citations in the corpus
- The social media political participation model: A goal systems theory perspective (2020, methodology): “sharing political information, signing a petition), high-effort PP refers to more time- and energy-consuming ones (e.g. protesting, writing a blog entry; Krishnan et al., 2002).”
- Self-Efficacy, Effort, Job Performance, Job Satisfaction, and Turnover Intention: The Effect of Personal Characteristics on Organization Performance (2012, background): “LITERATURE REVIEW Krishnan et al. (2002) [3] noted that complex position setting will influence the self-efficacy directly.”
- Technostress: negative effect on performance and possible mitigations (2015, background): “Salespeople who hold self-efficacious beliefs can adapt to challenges more readily and are more persistent in their pursuit of customer satisfaction and making sales (Krishnan et al., 2002).”