Naslov
The Role of Attitudes towards Sales in Predicting Sales Performance

Autori
Lučić, Lana ; Gojčeta, Alen ; Banai, Benjamin

Izvornik
Suvremena psihologija (1331-9264) 22 (2019), 2; 147-160

Vrsta, podvrsta i kategorija rada
Radovi u časopisima, članak, znanstveni

Ključne riječi
attitudes ; behavior ; sales ; work performance ; theory of planned behavior

Sažetak
Previous research has identified numerous employee's individual differences that play a role in predicting success in sales work tasks. However, it seems that the role of attitudes towards sales and its relatedness to sales performance has not yet been investigated, which is the aim of this study. This research was conducted on a sample of contact center agents who sell on a daily basis. We collected data on their demographics, personality traits and attitudes towards sales. The information on agents' objective monthly offer rate and sales performance across six months was provided by the employer. A series of hierarchical linear models showed that men sell more compared to women ; that success in sales decreases over years of employment ; that attitudes predict sales performance and that they are a better predictor then personality traits ; and that offer rate does not mediate the relation of attitudes and closed sales. Furthermore, the relation between attitudes and sales was not moderated by employee's gender, level of education nor employment duration. These findings are interpreted in light of the theory of planned behavior.

Izvorni jezik
Engleski

Znanstvena područja
Psihologija

POVEZANOST RADA