TY - JOUR
T1 - The effects of job autonomy, customer demandingness, and trait competitiveness on salesperson learning, self-efficacy, and performance
AU - Wang, Guangping
AU - Netemyer, Richard G.
N1 - Publisher Copyright:
© 2002, Academy of Marketing Science.
PY - 2002/6
Y1 - 2002/6
N2 - Although self-efficacy has been demonstrated to be positively associated with performance-related variables, few studies have looked at its possible antecedents in the context of personal selling. Applying social cognitive theory, this study posits that while self-efficacy positively affects performance, the salesperson's learning effort directly affects self-efficacy. Furthermore, two task-related factors (perceived job autonomy and customer demandingness) 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. Implications and future research directions are discussed.
AB - Although self-efficacy has been demonstrated to be positively associated with performance-related variables, few studies have looked at its possible antecedents in the context of personal selling. Applying social cognitive theory, this study posits that while self-efficacy positively affects performance, the salesperson's learning effort directly affects self-efficacy. Furthermore, two task-related factors (perceived job autonomy and customer demandingness) 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. Implications and future research directions are discussed.
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U2 - 10.1177/0092070302303003
DO - 10.1177/0092070302303003
M3 - Article
AN - SCOPUS:85163324037
SN - 0092-0703
VL - 30
SP - 217
EP - 228
JO - Journal of the Academy of Marketing Science
JF - Journal of the Academy of Marketing Science
IS - 3
ER -