Journal of the Academy of Marketing Science

, Volume 30, Issue 3, pp 217–228 | Cite as

The effects of job autonomy, customer demandingness, and trait competitiveness on salesperson learning, self-efficacy, and performance

  • Guangping Wang
  • Richard G. Netemyer


Although self-efficacy has been demonstrated to be positively associated with performance-related variables, few studies have looked at its possible antecedents in the context of personal selling. Applying social cognitive theory, this study posits that while self-efficacy positively affects performance, the salesperson's learning effort directly affects self-efficacy. Furthermore, two task-related factors (perceived job autonomy and customer demandingness) and one individual difference variable (trait competitiveness) are proposed to affect salesperson learning effort and self-efficacy. Two empirical studies show consistent results regarding the positive effects of learning on efficacy and efficacy on performance as well as the influences of three exogenous constructs on learning and efficacy. Implications and future research directions are discussed.


Real Estate Social Cognitive Theory Customer Demandingness Learning Effort Sales Performance 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Academy of Marketing Science 2002

Authors and Affiliations

  • Guangping Wang
    • 1
  • Richard G. Netemyer
    • 2
  1. 1.Pennsylvania State University at HazletonHazletonUSA
  2. 2.University of VirginiaUSA

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