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Full-Text Articles in Business
The Proactive Behavior Of Younger Salespeople: Antecedents And Outcomes, Michael Mallin, Charles Ragland, Todd A. Finkle
The Proactive Behavior Of Younger Salespeople: Antecedents And Outcomes, Michael Mallin, Charles Ragland, Todd A. Finkle
Todd A Finkle
The purpose of this study is to model and test some of the antecedents (individual characteristics) and outcomes (selling performance) of proactive behavior among younger salespeople. Using social cognitive theory agency perspective, we extend the existing proactive behavior literature into the sales domain. We sampled 278 industrial salespeople and tested a model to confirm that younger salespeople tend to engage in proactive behaviors when they are intrinsically motivated, confident in the tasks of selling, and willing to take risks. Proactive behavior, in turn, resulted in our salesperson sample demonstrating high levels of behavior performance and job involvement. Our findings may …
Assessing Student Performance In Service Learning: Awards & Results, Laurence Minsky
Assessing Student Performance In Service Learning: Awards & Results, Laurence Minsky
Laurence Minsky
How do you judge student performance in a service-learning environment? One way is by seeing if the activities accomplished the goals of the community organization. But that only gets at part of the picture, because it’s from the organization’s perspective. There are other less traditional, but more powerful ways, to gauge performance: from the change in behaviors of the intended receivers of the service to the employ of outside professional standards. In this presentation, all of these ways will be explored. And, it will be argued that one should take a multi-input approach to assessing student learning, development, and performance.