The Motivation Hub: Effects of Goal Setting and Self-efficacy on Effort and New Product Sales

TY - JOUR

T1 - The Motivation Hub: Effects of Goal Setting and Self-efficacy on Effort and New Product Sales

AU - Fu, Qingbo

AU - Richards, Keith

AU - Jones, Eli

N1 - This study examines the effects of goal setting on salesperson effort and new product sales. Employing the motivation hub's theoretical framework, company-assigned goals (i.e., quotas), self-set goals, and self-efficacy are modeled as antecedents to selling effort and new product sales. To investigate the model, longitudinal data were collected from 143 industrial salespeople and combined with objective data from company records.

PY - 2009

Y1 - 2009

UR - https://www.tandfonline.com/doi/abs/10.2753/PSS0885-3134290305

M3 - Article

VL - 29

JO - Journal of Personal Selling and Sales Management

JF - Journal of Personal Selling and Sales Management

ER -