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Article: Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China
Title | Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China |
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Authors | |
Keywords | Goal difficulty Goal setting Goal specificity Sales planning Working hard Working smart Adaptive selling |
Issue Date | 2004 |
Citation | Journal of the Academy of Marketing Science, 2004, v. 32, n. 2, p. 188-202 How to Cite? |
Abstract | This article proposes a model of the impact of goal difficulty and goal specificity on selling behaviors (selling effort, adaptive selling, and sales planning) and hence sales and behavior performance. The model suggests that goal-setting factors may have opposing effects on different sales behaviors. The empirical findings suggest that goal difficulty positively influences selling effort while negatively influencing adaptive selling behaviors. The results show that goal difficulty and goal specificity both have opposite effects on the two dimensions of working smart: adaptive selling and sales planning. The findings support the need for sales managers to account for the cultural context of the salesperson when determining optimal goal-setting strategies. With data collected from salespeople in the United States and China, the cross-cultural differences regarding the effects of goal-setting factors are also proposed and empirically supported. |
Persistent Identifier | http://hdl.handle.net/10722/230735 |
ISSN | 2023 Impact Factor: 9.5 2023 SCImago Journal Rankings: 7.194 |
ISI Accession Number ID |
DC Field | Value | Language |
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dc.contributor.author | Fang, Eric | - |
dc.contributor.author | Palmatier, Robert W. | - |
dc.contributor.author | Evans, Kenneth R. | - |
dc.date.accessioned | 2016-09-01T06:06:40Z | - |
dc.date.available | 2016-09-01T06:06:40Z | - |
dc.date.issued | 2004 | - |
dc.identifier.citation | Journal of the Academy of Marketing Science, 2004, v. 32, n. 2, p. 188-202 | - |
dc.identifier.issn | 0092-0703 | - |
dc.identifier.uri | http://hdl.handle.net/10722/230735 | - |
dc.description.abstract | This article proposes a model of the impact of goal difficulty and goal specificity on selling behaviors (selling effort, adaptive selling, and sales planning) and hence sales and behavior performance. The model suggests that goal-setting factors may have opposing effects on different sales behaviors. The empirical findings suggest that goal difficulty positively influences selling effort while negatively influencing adaptive selling behaviors. The results show that goal difficulty and goal specificity both have opposite effects on the two dimensions of working smart: adaptive selling and sales planning. The findings support the need for sales managers to account for the cultural context of the salesperson when determining optimal goal-setting strategies. With data collected from salespeople in the United States and China, the cross-cultural differences regarding the effects of goal-setting factors are also proposed and empirically supported. | - |
dc.language | eng | - |
dc.relation.ispartof | Journal of the Academy of Marketing Science | - |
dc.subject | Goal difficulty | - |
dc.subject | Goal setting | - |
dc.subject | Goal specificity | - |
dc.subject | Sales planning | - |
dc.subject | Working hard | - |
dc.subject | Working smart | - |
dc.subject | Adaptive selling | - |
dc.title | Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China | - |
dc.type | Article | - |
dc.description.nature | link_to_subscribed_fulltext | - |
dc.identifier.scopus | eid_2-s2.0-1842606459 | - |
dc.identifier.volume | 32 | - |
dc.identifier.issue | 2 | - |
dc.identifier.spage | 188 | - |
dc.identifier.epage | 202 | - |
dc.identifier.isi | WOS:000220271900006 | - |
dc.identifier.issnl | 0092-0703 | - |