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- W2891169251 endingPage "101" @default.
- W2891169251 startingPage "81" @default.
- W2891169251 abstract "This research is the first to examine the effect of “grit” – defined here as perseverance in pursuit of long-term goals – on salesperson performance and job satisfaction in a business-to-business (B2B) sales context. While more commonly studied in the psychology and education literatures, grit has heretofore been underexplored in sales research, a notable omission given its importance in predicting performance outcomes across multiple domains. In response, we demonstrate that gritty salespeople perform better and enjoy greater job satisfaction than their less gritty counterparts. Moreover, we show that competitiveness and self-efficacy help to develop grit and reveal important moderating effects; grit is highest when salespeople are self-efficacious and socially astute. Moreover, the results also suggest that need for power attenuates the positive effect of grit on performance, revealing a potential “dark side” of grit. We then provide some future research ideas involving grit in an effort to encourage further exploration of this construct in sales research. Finally, we conclude by offering cautions to future researchers as they decide whether to examine this interesting construct in a sales context." @default.
- W2891169251 created "2018-09-27" @default.
- W2891169251 creator A5018231493 @default.
- W2891169251 creator A5035987077 @default.
- W2891169251 creator A5075157692 @default.
- W2891169251 creator A5089098354 @default.
- W2891169251 date "2018-09-12" @default.
- W2891169251 modified "2023-10-10" @default.
- W2891169251 title "Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance" @default.
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