Core self-evaluations and salespeople

A schemata drawn from the literature addressing core self‐evaluations was tested with the use of a sample of commissioned salespeople. Research propositions were tested for the internal locus of control, high self‐efficacy beliefs group and for the external locus of control, low self‐efficacy group...

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Bibliographic Details
Published in:Psychology & marketing 2006-02, Vol.23 (2), p.95-113
Main Authors: Sager, J.K., Strutton, H.D., Johnson, D.A.
Format: Article
Language:English
Subjects:
Employee attitude
Salespeople
Self evaluation
Studies
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Summary:A schemata drawn from the literature addressing core self‐evaluations was tested with the use of a sample of commissioned salespeople. Research propositions were tested for the internal locus of control, high self‐efficacy beliefs group and for the external locus of control, low self‐efficacy group of salespeople. Support was derived for several of the propositions. However, the relationship between performance and cell membership indicated that both internal, high self‐efficacy beliefs salespeople and external, high self‐efficacy beliefs salespeople perform at a higher level than those in the other cells. © 2006 Wiley Periodicals, Inc.
ISSN:0742-6046
1520-6793
DOI:10.1002/mar.20102