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" Hard Work Beats Talent, Unless Talent Works Hard: "
Amin, Mohammad Sakif
Crosno, Jody
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Latin Dissertation
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| Language of Document
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English
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| Record Number
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1107093
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| Doc. No
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TLpq2430086740
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| Main Entry
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Amin, Mohammad Sakif
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Crosno, Jody
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| Title & Author
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Hard Work Beats Talent, Unless Talent Works Hard:\ Amin, Mohammad SakifCrosno, Jody
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| College
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West Virginia University
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| Date
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2020
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| student score
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2020
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| Degree
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Ph.D.
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| Page No
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131
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| Abstract
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Current research in sales suggests that salesperson self-efficacy, which is a person’s belief about his/her ability to achieve a desired level of performance in a given task, affects sales performance positively. The logic behind this positive effect is that people who exhibit a high level of self-efficacy have increased motivation and thus exert increased efforts towards completing a task. Research in psychology, however, suggests that there can be a downside to self-efficacy. Drawing on perceptual control and ego depletion theories, this dissertation explores two possible dark side effects of self-efficacy in a sales context: (1) decreased salesperson effort engendered by complacency and (2) increased salesperson opportunism due to lower self-control. Furthermore, this research examines role stress as a potential moderator of the relationship between self-efficacy and sales outcomes. Two studies are designed to examine the hypothesized relationships: (1) a cross-sectional survey of sales representatives in the U.S. and (2) a 2 (Self-efficacy: High v. Low) x 2 (Role Stress: High v. Low) between subjects experiment. The primary contribution of this research is identifying the processes through which self-efficacy has deleterious effects on salesperson performance.
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Marketing
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