초록

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Abstract ▼ AI-Helper

The purpose of this study is identify to the influence of the salespeople"s goal orientations on sales performance. According to achievement goal theory, the trichotomy framework of learning goal, performance-approach goal, and performance-avoidance goal orientations should replace the previous dich...

The purpose of this study is identify to the influence of the salespeople"s goal orientations on sales performance. According to achievement goal theory, the trichotomy framework of learning goal, performance-approach goal, and performance-avoidance goal orientations should replace the previous dichotomy framework of learning versus performance goal orientations. The survey data, collected form 150 salespersons of household appliances companies in Korea, were analyzed by structure equation modeling analysis . The analysis resulted in that salespeople with higher in learning goal orientation did not show high sales performance and salespeople with performanceavoidance goal orientation did not have sales performance, either. But only salespeople with higher performance-approach goal orientation showed significantly high sales performance. In summary, salespeople"s performance-approach goal orientation affects sales performance more strongly than learning goal orientation. Both academic and applied implications and the limitations of the study are discussed in the conclusion.

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