Self-efficacy, competitiveness, and effort as antecedents of salesperson performance

Abstract

This paper posits and tests a model of the individual characteristics of self-efficacy, competitiveness, and effort as potential antecedents of salesperson performance. Based on two studies in different selling contexts, it is observed that whereas effort mediates the relationship between competitiveness and sales performance, self-efficacy has both direct and indirect effects on sales performance. Structural equation modeling results support the proposed model. Implications and conclusions of the studies are presented. © 2002 PSE National Educational Foundation. All rights reserved.

Publication Title

Journal of Personal Selling and Sales Management

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