search query: @author Brown, S. P. / total: 3
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| Author: | Brown, S. P. Ganesan, S. Challagalla, G. |
| Title: | Self-efficacy as a moderator of information-seeking effectiveness |
| Journal: | Journal of Applied Psychology
2001 : OCT, VOL. 86:5, p. 1043-1051 |
| Index terms: | EFFECTIVENESS INDUSTRIAL SELLING INFORMATION |
| Freeterms: | SELF-EFFICACY |
| Language: | eng |
| Abstract: | The authors assessed previously unexplored processes by which information seeking and self-efficacy contribute to self-regulatory effectiveness in industrial selling. They assessed the synergistic interaction of inquiry and monitoring with respect to role clarity and tested whether this interaction was further moderated by self-efficacy. |
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