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Monday, July 20, 2020 | History

2 edition of Learning orientation, working smart, and effective selling found in the catalog.

Learning orientation, working smart, and effective selling

Harish Sujan

Learning orientation, working smart, and effective selling

by Harish Sujan

  • 106 Want to read
  • 27 Currently reading

Published by Marketing Science Institute in Cambridge, Mass .
Written in English


Edition Notes

StatementHarish Sujan, Barton A. Weitz and Nirmalya Kumar.
SeriesReport / Marketing Science Institute -- no.93-119, Working paper / Marketing Science Institute
ContributionsWeitz, Barton A., Kumar, Nirmalya., Marketing Science Institute.
ID Numbers
Open LibraryOL20765923M

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Demonstrates a collaborative orientation Works to develop people Has the ability to think creatively Possesses intelligence and learning agility Is capable of creating a culture of excellence Practices consistent discipline Delivers results The question, "If I work hard, will I get the job done?" illustrates the _____ aspect of expectancy theory. Expectancy. The question, "If i get the job done, will I really get my reward?" illustrates the _____ aspect of expectancy theory Mindi has a learning goal orientation. While she is competing in a national sales contest, she is.

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Learning orientation, working smart, and effective selling by Harish Sujan Download PDF EPUB FB2

Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard.

The goal orientations also are found Cited by: Singapore Management University Institutional Knowledge at Singapore Management University Research Collection Lee Kong Chian School Of BusinessCited by: Learning Orientation, Working Smart, and Effective Selling Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard.

Working smart is defined as the engagement in activities that serve to develop. As we hypothesized, a performance orientation motivates salespeople to work hard to meet established sales targets, while a learning orientation motivates them work smart as well. We also found that a learning orientation is favorably affected by both positive and negative feedback from managers, while a performance orientation develops only as.

Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior.

It is found that a learning and effective selling book orientation motivates working both smart and hard, Cited by: This website uses cookies to distinguish you from other users. This helps us and effective selling book provide you with a good user experience and also allows us to improve our website.

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