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An exploratory study of the influenc...

Sharma, Dheeraj.

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An exploratory study of the influence of life management strategies on job satisfaction and job performance in a personal selling context.

Record Type:	Electronic resources : Monograph/item
Title/Author:	An exploratory study of the influence of life management strategies on job satisfaction and job performance in a personal selling context./
Author:	Sharma, Dheeraj.
Description:	133 p.
Notes:	Source: Dissertation Abstracts International, Volume: 67-02, Section: A, page: 0645.
Contained By:	Dissertation Abstracts International67-02A.
Subject:	Business Administration, Marketing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3203244
ISBN:	9780542518201

An exploratory study of the influence of life management strategies on job satisfaction and job performance in a personal selling context.
Sharma, Dheeraj.

An exploratory study of the influence of life management strategies on job satisfaction and job performance in a personal selling context. - 133 p.

Source: Dissertation Abstracts International, Volume: 67-02, Section: A, page: 0645.

Thesis (D.B.A.)--Louisiana Tech University, 2006.

Extant literature on goal oriented behaviors suggests that individual goal orientation is an important determinant of a salesperson's job satisfaction and job performance. However, the present conceptualization of goal orientation suffers from flawed paradigmatic structure. There are two major disparate paradigms of goal orientation in the extant literature. The first paradigm views goal orientation as a stable personality trait and the second paradigm views it as contextually driven phenomenon. The present study proffers a new approach of conceptualizing individual goal orientation, by introducing the meta-model of Life Management Strategies (Baltes and Baltes, 1998; Freund and Baltes, 1998) in the personal selling domain. Utilizing the Life Management Strategies model this study extends a single paradigm of goal oriented behavior, which combines the dispositional and contextual paradigm of goal orientation.

ISBN: 9780542518201Subjects--Topical Terms:

1017573
Business Administration, Marketing.

An exploratory study of the influence of life management strategies on job satisfaction and job performance in a personal selling context.
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100 1 $a Sharma, Dheeraj. $3 1919054
245 1 3 $a An exploratory study of the influence of life management strategies on job satisfaction and job performance in a personal selling context.
300 $a 133 p.
500 $a Source: Dissertation Abstracts International, Volume: 67-02, Section: A, page: 0645.
500 $a Adviser: Bruce Alford.
502 $a Thesis (D.B.A.)--Louisiana Tech University, 2006.
520 $a Extant literature on goal oriented behaviors suggests that individual goal orientation is an important determinant of a salesperson's job satisfaction and job performance. However, the present conceptualization of goal orientation suffers from flawed paradigmatic structure. There are two major disparate paradigms of goal orientation in the extant literature. The first paradigm views goal orientation as a stable personality trait and the second paradigm views it as contextually driven phenomenon. The present study proffers a new approach of conceptualizing individual goal orientation, by introducing the meta-model of Life Management Strategies (Baltes and Baltes, 1998; Freund and Baltes, 1998) in the personal selling domain. Utilizing the Life Management Strategies model this study extends a single paradigm of goal oriented behavior, which combines the dispositional and contextual paradigm of goal orientation.
520 $a This study presents a second-order LMS construct, which subsumes the three life management strategies, namely elective selection strategy, optimization strategy and compensation strategy. The second-order LMS construct capture salesperson's goal-setting, goal-pursuit and goal-striving. The second-order LMS construct is an overarching construct which captures the motivation of an individual to engage in goal-oriented behavior. Furthermore, the relationship between the second-order LMS construct with two seminal individual performance outcomes: job satisfaction and job performance is examined in a personal selling context. Results indicate the second-order LMS construct predicts salesperson's job satisfaction and job performance above and beyond goal orientation.
590 $a School code: 0109.
650 4 $a Business Administration, Marketing. $3 1017573
650 4 $a Psychology, Industrial. $3 520063
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690 $a 0624
710 2 0 $a Louisiana Tech University. $3 1018729
773 0 $t Dissertation Abstracts International $g 67-02A.
790 1 0 $a Alford, Bruce, $e advisor
790 $a 0109
791 $a D.B.A.
792 $a 2006
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3203244