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The relationship between state self-...

University of Southern California., Education(Leadership).

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The relationship between state self-efficacy and state worry and sales performance.

紀錄類型:	書目-語言資料,印刷品 : Monograph/item
正題名/作者:	The relationship between state self-efficacy and state worry and sales performance./
作者:	Pefley, Patricia M.
面頁冊數:	129 p.
附註:	Adviser: Dennis Hocevar.
Contained By:	Dissertation Abstracts International69-08A.
標題:	Business Administration, Marketing. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoeng/servlet/advanced?query=3324948
ISBN:	9780549782254

The relationship between state self-efficacy and state worry and sales performance.
Pefley, Patricia M.

The relationship between state self-efficacy and state worry and sales performance. - 129 p.

Adviser: Dennis Hocevar.

Thesis (Ed.D.)--University of Southern California, 2008.

In this study, the temporal, domain-specific role of state self-efficacy and state worry was investigated using a sample of 37 experienced computer salespersons located in North America. The purpose of the study was to (1) ascertain if sales representatives' levels of state self-efficacy and state worry contemporaneous to the survey had a relationship with their attainment of past sales quotas, and (2) assess if sales representatives' levels of trait self-efficacy and trait anxiety contemporaneous to the survey had a relationship with their attainment of past sales quotas.

ISBN: 9780549782254Subjects--Topical Terms:

1017573
Business Administration, Marketing.

The relationship between state self-efficacy and state worry and sales performance.
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245 1 4 $a The relationship between state self-efficacy and state worry and sales performance.
300 $a 129 p.
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500 $a Source: Dissertation Abstracts International, Volume: 69-08, Section: A, page: 3001.
502 $a Thesis (Ed.D.)--University of Southern California, 2008.
520 $a In this study, the temporal, domain-specific role of state self-efficacy and state worry was investigated using a sample of 37 experienced computer salespersons located in North America. The purpose of the study was to (1) ascertain if sales representatives' levels of state self-efficacy and state worry contemporaneous to the survey had a relationship with their attainment of past sales quotas, and (2) assess if sales representatives' levels of trait self-efficacy and trait anxiety contemporaneous to the survey had a relationship with their attainment of past sales quotas.
520 $a The state self-efficacy items related to past sales quota attainment showed a significant positive correlation (r = .42) and an effect size of 94%, establishing there was little probability that these results were due to chance. The state worry items related to past sales quota attainment showed a slightly positive, not negative, correlation (r = .10), suggesting further research is required in considering the relationship between state worry and sales performance. In terms of practical application of this study, it demonstrated that past quota attainment significantly positively affects the level of sales representatives' self-efficacy as they pursue future sales goals. This finding suggests that professionals in sales development should take into consideration past sales performance and its effect on state self-efficacy. Moreover, they should focus on those programs that enhance and promote sales representatives' levels of state self-efficacy. The results of this study further corroborated the extant research literature that supports the positive relationship between state self-efficacy and performance.
590 $a School code: 0208.
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650 4 $a Education, Business. $3 1017515
650 4 $a Psychology, Industrial. $3 520063
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710 2 $a University of Southern California. $b Education(Leadership). $3 1020872
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