Testing antecedents to sales performance in postapartheid era: A field study

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dc.contributor.authorBarbuto Jr. J.E.
dc.contributor.authorBarbuto L.
dc.contributor.authorDe La Rey P.
dc.contributor.authorBoshoff A.B.
dc.contributor.authorYe X.
dc.date.accessioned2011-05-15T16:00:26Z
dc.date.available2011-05-15T16:00:26Z
dc.date.issued2006
dc.description.abstractThe predictors of objectively measured sales performance were assessed with 245 sales representatives from a large South African life insurance company. Sales representatives completed measures of their locus of control, entrepreneurial attitudes, biographical history, and performance was assessed from company records of sales, net commissions earned, and lapse ratios. The nature of employment contract, job status, and race explained significant differences in performance outcomes. The predictive nature of locus of control and entrepreneurial attitudes for performance outcomes was tested using structural equation modeling procedures, with limited validity. The implications for research and practice are also discussed. © Psychological Reports 2006.
dc.description.versionArticle
dc.identifier.citationPsychological Reports
dc.identifier.citation99
dc.identifier.citation2
dc.identifier.issn332941
dc.identifier.other10.2466/PR0.99.2.603-618
dc.identifier.urihttp://hdl.handle.net/10019.1/11695
dc.subjectachievement
dc.subjectadult
dc.subjectarticle
dc.subjectattitude
dc.subjectCaucasian
dc.subjectcommercial phenomena
dc.subjectcontrol
dc.subjectfemale
dc.subjecthuman
dc.subjectincome
dc.subjectinsurance
dc.subjectmale
dc.subjectmiddle aged
dc.subjectNegro
dc.subjectpersonnel management
dc.subjectpolicy
dc.subjectpsychological aspect
dc.subjectself concept
dc.subjectsocial problem
dc.subjectSouth Africa
dc.subjectstatistics
dc.subjectAchievement
dc.subjectAdult
dc.subjectAfrican Continental Ancestry Group
dc.subjectAttitude
dc.subjectCommerce
dc.subjectEmployee Performance Appraisal
dc.subjectEntrepreneurship
dc.subjectEuropean Continental Ancestry Group
dc.subjectFemale
dc.subjectHumans
dc.subjectIncome
dc.subjectInsurance, Life
dc.subjectInternal-External Control
dc.subjectMale
dc.subjectMiddle Aged
dc.subjectPublic Policy
dc.subjectRace Relations
dc.subjectSelf Concept
dc.subjectSouth Africa
dc.titleTesting antecedents to sales performance in postapartheid era: A field study
dc.typeArticle
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