Self-Efficacy, Competitiveness, and Effort as Antecedents of Salesperson Performance
Abstract
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...
Paper Details
Title
Self-Efficacy, Competitiveness, and Effort as Antecedents of Salesperson Performance
Published Date
Oct 24, 2013
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