Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance

The authors assess the effects of trait competitiveness and competitive psychological climate on self-set goal levels and sales performance. The results indicate an interaction between trait competitiveness and competitive psychological climate, such that (1) salespeople who are high in trait compet...

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Bibliographic Details
Published inJournal of marketing Vol. 62; no. 4; pp. 88 - 98
Main Authors Brown, Steven P., Cron, William L., Slocum, John W.
Format Journal Article
LanguageEnglish
Published New York American Marketing Association 01.10.1998
Subjects
Competitiveness
Economic competition
Goal setting
Industrial and organizational psychology
Marketing
Motivation research
Personality traits
Sales management
Sales personnel
Self efficacy
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Summary:The authors assess the effects of trait competitiveness and competitive psychological climate on self-set goal levels and sales performance. The results indicate an interaction between trait competitiveness and competitive psychological climate, such that (1) salespeople who are high in trait competitiveness set higher goals when they perceive the organizational climate as competitive and (2) salespeople who are low in trait competitiveness set relatively low goals, regardless of their perceptions of competition in the organizational climate. Results also indicate that a self-set goal level is related strongly to performance and that self-efficacy has strong direct and indirect effects on sales performance. The authors also discuss implications for theory and practice.
ISSN:0022-2429
1547-7185
DOI:10.1177/002224299806200407