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Self-efficacy and job satisfaction as predictors of successful performance of sales professionals in business-to-business sales organizations.

机译：自我效能感和工作满意度是企业对企业销售组织中销售专业人员成功绩效的预测指标。

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摘要

The purpose of this study was to examine the roles of job satisfaction and self-efficacy on the performance of business-to-business (B2B) sales professionals. It further discussed options for human resource development (HRD) practitioners to measure self-efficacy and job satisfaction to identify highly-qualified sales professionals during the hiring process.;If a deeper understanding can be established on how self-efficacy and job satisfaction relate to business-to-business (B2B) sales performance, HRD professionals can use these indicators during the hiring process. Furthermore, if HRD practitioners have an understanding of how to quantify self-efficacy and job satisfaction, it fills a gap in the existing research around HRD and B2B sales performance. This study is aimed at narrowing those gaps in the literature.;This study attempts to answer the following research question: Does self-efficacy and job satisfaction predict high performing business-to-business sales representatives? Two questions were identified to attempt to answer the research question: (1) What is the relationship between the two predictors: job satisfaction and self-efficacy on sales performance in business-to-business sales (B2B) organizations? (2) To what extent are the demographic variables (age, education, gender and tenure) related to high performance among sales representatives?;A survey was used to collect data. The survey used a "Likert scale" to determine each respondent's level of job satisfaction and self-efficacy. The survey was created using an online survey instrument---Survey Monkey. The survey link was e-mailed to a convenient sample of 115 business-to-business (B2B) sales professionals, which means the results of this study cannot be generalized to the entire population of B2B sales professionals.;The results in this study confirm only part of the research question: that job satisfaction and self-efficacy are predictors of high performing B2B sales professionals. A significant relationship exists between job satisfaction and sales performance; however, the effect of self-efficacy on sales performance was not statistically significant. The results of this study indicate rejecting the hypothesis: "self-efficacy and job satisfaction are predictors of high performing B2B sales professionals."
机译：这项研究的目的是检验工作满意度和自我效能对企业对企业（B2B）销售专业人员的绩效的作用。它进一步讨论了人力资源开发（HRD）从业人员用来衡量自我效能和工作满意度的选项，以在招聘过程中确定高素质的销售专业人员。企业对企业（B2B）的销售业绩，HRD专业人员可以在招聘过程中使用这些指标。此外，如果人力资源开发从业者对如何量化自我效能感和工作满意度有一个了解，它将填补有关人力资源开发和B2B销售绩效的现有研究空白。本研究旨在缩小文献中的差距。本研究试图回答以下研究问题：自我效能和工作满意度是否可以预测高绩效的企业对企业销售代表？确定了两个问题以尝试回答研究问题：（1）这两个预测变量之间的关系是什么：企业对企业（B2B）组织中的工作满意度和销售绩效的自我效能感？ （2）人口统计学变量（年龄，教育程度，性别和任期）在多大程度上与销售代表的高绩效相关？；使用了一项调查来收集数据。该调查使用“ Likert量表”来确定每个受访者的工作满意度和自我效能感水平。该调查是使用在线调查工具“ Survey Monkey”创建的。该调查链接已通过电子邮件发送给115位企业对企业（B2B）销售专业人员的便捷样本，这意味着该研究的结果无法推广到B2B销售专业人员的全部人群。研究问题的唯一一部分是：工作满意度和自我效能感是高绩效B2B销售专业人员的预测指标。工作满意度和销售业绩之间存在重要关系；但是，自我效能对销售业绩的影响在统计上并不显着。这项研究的结果表明拒绝了这一假设：“自我效能和工作满意度是高绩效B2B销售专业人员的预测指标。”

著录项

  • 作者

    Frino, Michael Gabriel.;

  • 作者单位

    Barry University - Adrian Dominican School of Education.;

  • 授予单位 Barry University - Adrian Dominican School of Education.;
  • 学科 Business Administration Marketing.;Psychology Industrial.;Psychology Cognitive.
  • 学位 Ph.D.
  • 年度 2010
  • 页码 79 p.
  • 总页数 79
  • 原文格式 PDF
  • 正文语种 eng
  • 中图分类
  • 关键词

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