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Core self‐evaluations and salespeople
Author(s) -
Sager J.K.,
Strutton H.D.,
Johnson D.A.
Publication year - 2006
Publication title -
psychology and marketing
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.035
H-Index - 116
eISSN - 1520-6793
pISSN - 0742-6046
DOI - 10.1002/mar.20102
Subject(s) - locus of control , psychology , self efficacy , social psychology , core self evaluations , sample (material) , control (management) , core (optical fiber) , computer science , artificial intelligence , job performance , job satisfaction , telecommunications , chemistry , chromatography , job design
Abstract 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.