结构方程建模
自我效能感
心理学
销售人员
营销
业务
产业组织
社会心理学
计算机科学
机器学习
作者
Balaji C. Krishnan,Richard G. Netemeyer,James S. Boles
摘要
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.
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