Entrepreneurial motivation as a key salesperson competence : trait antecedents and performance consequences
Purpose: This study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial motivation. Design/methodology/approach: A two-study approach with data from 285 business-to-business (B2B) salespeople in the USA and 342 B2B/business-to-consumer salespeople in Poland is used. This study has also used structural equation modelling with partial least squares, common method assessment and mediation testing. Findings: The findings show that across both studies, entrepreneurial motivation relates directly and positively to effort: salespeople with a greater entrepreneurial motivation exert more effort to perform their sales-related tasks. In addition, competitiveness and self-efficacy are two antecedents of entrepreneurial motivation in a sales context. Originality/value: This study introduces the concept of entrepreneurial motivation as a goal orientation.
Year of publication: |
2018
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Authors: | Rajabi, Reza ; Brashear-Alejandro, Thomas ; Chelariu, Cristian |
Published in: |
Journal of Business & Industrial Marketing. - Emerald, ISSN 0885-8624, ZDB-ID 2019934-X. - Vol. 33.2018, 4 (08.05.), p. 405-416
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Publisher: |
Emerald |
Saved in:
Online Resource
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