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Full-Text Articles in Social and Behavioral Sciences
The Impact Of Irrational Beliefs On Dysfunctional Decision-Making In B2b Salespeople, Barron W. Brown
The Impact Of Irrational Beliefs On Dysfunctional Decision-Making In B2b Salespeople, Barron W. Brown
Doctoral Dissertations
The complexity of the contemporary business-to-business (B2B) sales landscape requires salespeople to respond faster, be more knowledgeable, and add more value to buyer interactions than ever before. As such, B2B salespeople must carefully consider the impact of their decisions since they have the potential to directly impact organizational revenue and bottom-line outcomes. The present research utilizes rational-emotive behavior theory to examine judgment and decision-making in B2B salespeople. Research questions are presented and tested with a sample of 306 B2B salespeople using structural equation modeling. The results of the analysis reveal that irrational beliefs lead to dysfunctional emotions, and in turn, …
Demands At Work: The Moderating Influence Of Motivation On The Relationship Between Challenge Demands And Employee Work Engagement, Lauren R. Dinnat
Demands At Work: The Moderating Influence Of Motivation On The Relationship Between Challenge Demands And Employee Work Engagement, Lauren R. Dinnat
Doctoral Dissertations
Work engagement is a popular topic due to the positive outcomes linked to it. For example, engaged workers are shown to be more productive workers and better organizational citizens. The Job Demands-Resources (JD-R) Theory has been the most widely accepted explanatory model for work engagement due to its flexibility to be applied to all work environments. While the JD-R does not argue that motivation is fixed, it does not account for moment-to-moment changes in motivation. A state theory of motivation that examines how motivation may impact the relationships between demands and work engagement has yet to be examined. This study …