The effects of job autonomy, customer demandingness, and trait competitiveness on salesperson learning, self-efficacy, and performance

By Guangping Wang, Richard G. Netemyer. 2002

446 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/fa1a28fb51dcba469c850fa7589493104fc05d35

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In Organizational Behavior and Human Resource Management

Citations in the corpus

Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017, background): “Given the increasing expectations of customers (e.g. Li and Calantone 1998; Wang and Netemyer 2002), we assess how customer demandingness moderates the relationship between sales-service ambidexterity and adaptiveness and the relationship between sales-service ambidexterity and role conflict.”
Gender gap in latent and nascent entrepreneurship: driven by competitiveness (2013, background): “Top-managers, for instance, may face fierce competition, with empirical evidence suggesting that competitiveness is also a key personality trait possessed by successful salespeople (Wang and Netemeyer 2002).”
Workplace isolation: salespeople and supervisors in USA (2011, methodology): “Self-efficacy was measured using Wang and Netemeyer's ( 2002 ) three-item instrument.”
Bringing meaning to the sales job: The effect of ethical climate and customer demandingness (2013, background): “Wang and Netemeyer (2002) defined customer demandingness as a salesperson's belief that customers have high expectations about products and services offerings.”
Psychological Empowerment and Job Satisfaction (2009, unknown): “…empirical evidence from diverse fields suggest that competence has strong direct effects on performance (Bandura, 1986; Gecas, 1989; Gist & Mitchell, 1992; Harackiewicz, Sansone, & Manderlink, 1985; Locke, 1991; Locke, Frederick, Lee, & Bobko, 1984; Ozer & Bandura, 1990; Wang & Netemeyer, 2002).”
Do job resources moderate the effect of emotional dissonance on burnout (2011, background): “The availability of job autonomy in the organization sends strong signals to employees that their managers have confidence in employee’s skills and abilities to carry out tasks (Wang and Netemeyer, 2002).”
Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010, unknown): “The majority of the studies report results for a single sample of salespeople; however, 24 articles reported data for multiple samples of salespeople (e.g., Wang and Netemeyer 2002 ).”
Self-efficacy changes in groups: effects of diversity, leadership, and group climate (2003, background): “In addition, the present findings have some implications for individual learning in a group setting, because changes in self-efficacy have been found to be a significant predictor of behavioral change and to mediate the relationship between learning and performance (Wang & Netemeyer, 2002).”