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The role of sales beliefs in facilitating experiential learning: An empirical study of Japanese salespeople
Author(s) -
Matsuo Makoto
Publication year - 2011
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.20393
Subject(s) - experiential learning , psychology , real estate , empirical research , marketing , social psychology , pedagogy , business , philosophy , epistemology , finance
The purposes of this research were to examine developmental experience at different career stages and to clarify the role of sales beliefs in promoting experiential learning of salespeople. By applying the theoretical framework of expertise research and cognitive psychology, data from Japanese real estate salespeople were analyzed. Results suggest that (1) experiential learning is activated in the later stage (from 6 to 10 years) of a career, and (2) salespeople who balance customer and goal achievement orientations learn from others in the early stage (from 1 to 5 years) of their careers. A discussion of the theoretical and managerial implications is presented. © 2011 Wiley Periodicals, Inc.