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

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.
Salesperson performance has long been a topic of research interest to marketing academicians and practitioners. Determining what leads to superior performance is an important aspect of every sales manger's job [...]