Be Careful What You Look for: The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters

Volume: 18, Issue: 4, Pages: 303 - 321
Published: Sep 1, 2010
Abstract
Ask sales managers and recruiters what they look for in a salesperson, and they will report that they seek competitive, hard-working professionals who match the culture of their company, and research would support the contention that such things generally help the sales organization. But could two of these factors—specifically, trait competitiveness and working long hours—actually be associated with counterproductive sales behavior? This...
Paper Details
Title
Be Careful What You Look for: The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters
Published Date
Sep 1, 2010
Volume
18
Issue
4
Pages
303 - 321
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