Browsing by Subject "Goal orientation"

Now showing 1 - 4 of 4
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    Business-to-business sellers’ motivations in sales performance – A six-dimensional framework proposition
    (AOSIS Publishing, 2023-09-15) Rodríguez Herrera, Rocío; Roberts Lombard, Mornay; Høgevold, Nils; Svensson, Göran; Comercialización e Investigación de Mercados
    Background: Whether internal or external, motivational factors serve as stimulants influencing individual ability to execute sales tasks. A meta-analysis was conducted highlighting three broad categories of individual motivations that are imperative within the context of sales performance, namely cognitive choice, goal orientation, and work engagement. However, marketing and sales management scholars argue that there is a need for further research exploring the influence of intrinsic and extrinsic motivational factors on overall sales performance in multiple business settings. Aim: The aim of the study is to test a six-dimensional framework of business-to-business (B2B) sellers’ motivations in sales performance. Setting: The application of a six-dimensional framework on sales performance within a Norwegian context. Different companies from multiple industries operating in the product-orientated sector of Norway were selected to measure the relevance of the six-dimensional framework to sales performance in these companies. Method: In total, 236 usable questionnaires representing multiple industries of different sizes across Norway were used. Data were collected using self-administered questionnaires. Results: The findings indicate that the dimensions of B2B sellers’ motivations are relevant in a B2B sales setting. Therefore, sales businesses operating in a B2B environment need to become increasingly aware that motivations drive sellers to achieve their goals. Conclusion: The study offers an increased understanding on how to structure B2B sellers’ motivations in a six-dimensional framework, including cognitive choice, goal orientation, and work engagement. Contribution: The study develops an improved understanding of the intrinsic and extrinsic motivational factors that influence the sales performance of B2B sellers. Furthermore, it contributes to an increased understanding of how to structure B2B sellers’ motivations in a six-dimensional framework.
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    Objective assessment of goal orientation, time management and learning outcomes.
    (Universidad de Murcia. Servicio de Publicaciones, 2022) Romero, Miriam; Juola, James F.; Casadevante, Cristina; Hernández, José Manuel
    Las conductas dirigidas a lograr metas y a gestionar tareas en un periodo de tiempo determinado desempeñan un papel importante cuando las personas realizan actividades de aprendizaje. Estos comportamientos, denominados como orientación a metas y gestión del tiempo, han sido am-pliamente estudiados desde los modelos de aprendizaje autorregulado. Es-tudios previos han empleado tradicionalmente auto-informes para estudiar estas variables. Sin embargo, esta metodología subjetiva presenta limitacio-nes, por lo que algunos autores han enfatizado las ventajas del empleo de medidas objetivas. En este trabajo, empleamos test objetivos para evaluar la orientación a metas, la gestión del tiempo y estudiar su relación con resultados de aprendizaje. Se emplea un modelo de ecuaciones estructurales pa-ra examinar las relaciones. Los resultados muestran un buen ajuste del modelo a los datos. La orientación al aprendizaje muestra un efecto directo sobre la gestión del tiempo y ambas variables muestran un efecto directo sobre una tarea de aprendizaje. La gestión del tiempo mostró un efecto di-recto sobre el rendimiento académico. Se discuten las implicaciones teóri-cas y prácticas.
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    Perfis de envolvimento parental no futebol juvenil: Um estudo com jovens atletas
    (Universidad de Murcia. Servicio de publicaciones, 2024) Branco, Catarina; Gomes, Antonio Rui da Silva; Morais, Catarina; Fontes, Liliana; Sousa, Jacinta
    Este estudo analisou as diferenças na perceção dos atletas acerca dos comportamentos parentais, considerando também a importância do escalão desportivo dos atletas. Além disso, foi analisado se diferentes perfis de envolvimento parental, segundo a avaliação dos atletas aos seus pais, correspondiam a diferenças na orientação motivacional e na perceção de rendimento dos jovens atletas. Participaram no estudo 292 atletas do sexo masculino com idades compreendidas entre os 12 e 19 anos (M = 15.0; DP = 1.5), praticantes de futebol no campeonato nacional. Foram aplicados três instrumentos, (1) Questionário de Comportamentos Parentais no Desporto; (2) Escala de Objetivos de Realização no Desporto Juvenil; (3) Questionário de Perceção de Rendimento Desportivo. Os resultados indicaram (a) diferenças na perceção de comportamentos do pai e da mãe separadamente, sendo que, a perceção dos atletas variou em função do seu escalão desportivo; e (b) a orientação motivacional e a perceção de rendimento variaram em função do perfil de envolvimento parental percebido. Em suma, os resultados demonstram a importância do envolvimento parental no desporto juvenil, devendo este fator ser considerado pelos profissionais que intervêmjunto dos jovens atletas
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    Proposing a sales performance motivational framework for B2B sellers in services firms.
    (Elsevier, 2024-01-04) Rodríguez Herrera, Rocio; Roberts-Lombard, Mornay; Høgevold, Nils M.; Svensson, Goran; Comercialización e Investigación de Mercados
    This study tests a framework of business-to-business (B2B) sellers’ sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results verify that B2B service sales are complex contexts and situations for B2B seller services firms and their B2B customers to handle. Many elements are required to reach a final deal. Therefore, services firms must maintain seller motivation throughout the B2B services sales process, which is usually hard and may involve psychological wear-out. Consequently, this study examines and verifies an important area of sales performance indicators, namely B2B sellers’ motivations in services firms, and explains B2B sellers’ intrinsic and extrinsic motivations.