Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure
By Andrea L. Dixon, S. Schertzer. Journal of Personal Selling & Sales Management, 2005
123 citations recorded by the source corpus.
Previous research reports a relationship between attributions and specific behaviors following a failed sales call. This study investigates the influence of individual differences on both the attribution process and the relationship between attribution and the behavioral intentions of sales representatives following a failure using a sample of financial services salespeople. This research reveals the important roles that optimism and self-efficacy play in shaping salespeople’s attributions for failed sales calls and in their behavioral responses to attributions for failure. Implications for managers and future research are discussed.
Subfields: Applied Psychology, Organizational Behavior and Human Resource Management, Sociology and Political Science
View Paper: https://www.semanticscholar.org/paper/58f1bc94f087c6c14ce2966d211b534bda4c9144
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In Applied Psychology
In Organizational Behavior and Human Resource Management
In Sociology and Political Science
Citations in the corpus
- Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance (2018, background): “A feeling of self-efficacy helps to instill confidence, which fuels one’s desire to set high professional goals and overcome the inevitable setbacks that arise in pursuit of them (Bandura 1997; Dixon and Schertzer 2005), both of which are important factors in developing grit.”
- A MODEL OF STRESS AND COPING AND THEIR INFLUENCE ON INDIVIDUAL AND ORGANIZATIONAL OUTCOMES (2009, unknown): “Among the limited extant studies investigating these relationships, findings also have been mixed (e.g., Dixon & Schertzer, 2005; Golembiewski & Muzenrider, 1984; Goodman & Boss, 2002).”
- Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach (2019, background): “2016; Schmitz and Ganesan 2014), rejection and failure (Boichuk et al. 2014; Dixon and Schertzer 2005), and other factors that can lead salespeople to experience emotional exhaustion (Babakus et al.”