Self-Efficacy, Competitiveness, and Effort as Antecedents of Salesperson Performance

UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
James S. Boles, Professor (Creator)
Institution
The University of North Carolina at Greensboro (UNCG )
Web Site: http://library.uncg.edu/

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 the proposed model. Implications and conclusions of the studies are presented.

Additional Information

Publication
Journal of Personal Selling and Sales Management 22 (no. 4, Fall 2002), pp. 285-296
Language: English
Date: 2002
Keywords
self-efficacy, competitiveness, effort, salesperson performance

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