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Full-Text Articles in Business
Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar
Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard. The goal orientations also are found to be alterable through supervisory feedback. Furthermore, self-efficacy, sales-people's confidence in their overall selling abilities, is found to moderate some of the relationships with the goal orientations.
A Framework For Assessing Product Innovation Strategies In A Competitive Context, Patrick Rondeau, B. J. Bhatt
A Framework For Assessing Product Innovation Strategies In A Competitive Context, Patrick Rondeau, B. J. Bhatt
Scholarship and Professional Work - Business
The development of new products capable of satisfying customer demands on a timely basis has become a priority for firms seeking to improve their competitive advantage in a global context. However, this challenge has become highly complex due to a growing diversity of both products and processes, higher costs, and unprecedented considerations for quality and service. Despite knowing a great deal about both the characteristics of successful firms and new product development processes, little is known regarding requisite guidelines for successful strategies in product development.