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作者 Jaramillo, Jorge Fernando
書名 The impact of action/state orientation on salespersons' job performance
國際標準書號 0496857657
book jacket
說明 109 p
附註 Source: Dissertation Abstracts International, Volume: 65-07, Section: A, page: 2684
Major Professor: William B. Locander
Thesis (Ph.D.)--University of South Florida, 2004
In spite of the abundant research as to what influences salespeople's performance (Churchill et al. 1985; Vinchur et al. 1998), there is still no agreed theoretical explanation for such variation. This dissertation suggests a conceptualization t
Action/state orientation is a volitionally based personality construct that concerns individual differences in the ability to regulate emotions, cognitions, and behaviors to accomplish intentional actions (e.g., Kuhl 1992; 1994a). Action/state o
Data were obtained from 417 salespeople who work in 49 business units of 4 Ecuadorian banks. Data included responses to a survey instrument and an objective measure of job performance. This is one of the few studies that has matched salespersons
Results indicate that action orientation is an important determinant of salesperson's performance. Specifically, results indicate that initiative is directly related to performance whereas disengagement is indirectly related to performance. The
In addition, findings confirm previous research suggesting that both intrinsic motivation and extrinsic motivation are positively related to effort, which leads to job performance. Also, the findings indicate that role ambiguity has both a direc
School code: 0206
Host Item Dissertation Abstracts International 65-07A
主題 Business Administration, Marketing
Alt Author University of South Florida
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