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| Author: | Wang, G. Netemeyer, R. G. |
| Title: | The effects of job autonomy, customer demandingness, and trait competitiveness on salesperson learning, self-efficacy, and performance |
| Journal: | Journal of the Academy of Marketing Science
2002 : SUMMER, VOL. 30:3, p. 217-228 |
| Index terms: | Marketing research Competitiveness Work study Job performance Salesmen |
| Language: | eng |
| Abstract: | Applying social cognitive theory, the study posits that while self-efficacy positively affects performance, the salesperson's learning effort directly affects self-efficacy. Two task-related factors (perceived job autonomy and customer demandingness) and oneindividual difference variable (trait competitiveness) and one individual difference variable (trait competitiveness) are proposed to affect salesperson learning effort and self-efficacy. Two empirical studies show consistent results regarding the positive effects of learning on efficacy and efficacy on performance as well as the influences of three exogenous constructs on learning and efficacy. |
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