Self-efficacy and personal selling: review and examination with an emphasis on sales performance

RA Peterson - Journal of Personal Selling & Sales Management, 2020 - Taylor & Francis
Self-efficacy has been a focal construct in personal selling research for more than four
decades. This article reviews and examines how self-efficacy has been conceptualized …

A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance

V Good, DE Hughes, AH Kirca, S McGrath - Journal of the Academy of …, 2022 - Springer
While companies devote extensive resources to sales force monitoring and compensation,
executives continue to puzzle over how to properly motivate their sales personnel to perform …

Content validation guidelines: Evaluation criteria for definitional correspondence and definitional distinctiveness.

JA Colquitt, TB Sabey, JB Rodell… - Journal of Applied …, 2019 - psycnet.apa.org
Several reviews have been critical of the degree to which scales in industrial/organizational
psychology and organizational behavior adequately reflect the content of their construct …

Career commitment, proactive personality, and work outcomes: A cross-lagged study

C Vandenberghe, A Basak Ok - Career Development International, 2013 - emerald.com
Purpose–The aim of this paper is to examine the relationships of career commitment to
turnover intention, internal networking, job embeddedness, and turnover, and whether …

The relationship between entrepreneurial self‐efficacy and firm performance: a meta‐analysis of main and moderator effects

C Miao, S Qian, D Ma - Journal of Small Business Management, 2017 - Taylor & Francis
Entrepreneurial self‐efficacy (ESE) is an important construct in entrepreneurship research. It
captures entrepreneurs' specific self‐efficacy in accomplishing entrepreneurial tasks …

[图书][B] Theories of personality

DP Schultz, SE Schultz - 2005 - 155.0.49.213
You are about to begin a fascinating journey over the last 100 years. This book describes
various ideas that psychologists and other scientists have advanced to explain the human …

[图书][B] A history of modern psychology

DP Schultz, SE Schultz - 2011 - thuvienso.hoasen.edu.vn
A History of Modern Psychology, 10th ed. Page 1 A History of Modern Psychology TENTH
EDITION DUANE P. SCHULTZ University of South Florida SYDNEY ELLEN SCHULTZ …

[图书][B] Essentials of personnel assessment and selection

S Highhouse, D Doverspike, RM Guion - 2015 - taylorfrancis.com
This second edition provides managers and students the nuts and bolts of assessment
processes and selection techniques. With this knowledge, managers learn to make informed …

Assessing cross-cultural skills: Validation of a new measure of cross-cultural psychological capital

M Dollwet, R Reichard - The International Journal of Human …, 2014 - Taylor & Francis
In light of increasing workplace diversification, today's organizations are in need of
employees who can work effectively within cross-cultural settings. To assess and develop …

The moderating role of self-efficacy in the relationship between control systems and sales performance

VA Vieira, E Jones, VS Faia, JD Silva… - Journal of Personal …, 2022 - Taylor & Francis
Drawing on control systems and self-efficacy theories, the authors propose two alternative
perspectives: a control systems convergence, which refers to a salesperson's perception of …