Work

Identifying predictors of university sales competition performace: A social-cognitive account

Year: 2016

Type: dissertation

Abstract: Because sales competitions simulate real sales calls (Mani, Kothandaraman, Kashyap, & Ashnai, 2015), identifying predictors of performance in collegiate sales competitions could be useful to both researchers and recruiters for screening potential employees. The current research examines how constructs consistent with a social-cognitive account of behavior (Dweck & Leggett, 1988), including implicit theories of selling ability, need for cognition, goal orientations, and self-efficacy predict outcomes, such as, performance within sales competitions. The results support many of the hypothesized relationships. This research replicates and extends prior research on goal orientations and sales behavior by adding cognitive predictors and by examining sales performance and other outcomes in a new setting (university sales competitions), yielding new screening tools for recruiters.

Source: Purdue e-Pubs (Purdue University System)

Author: Myles Geoffrey Chandler

Language: English

Topic: Employee Performance and Motivation

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: green

Funder: Purdue University

OpenAlex ID: W2550730543

Cites: 6

Cited by:

Related to: 10