The role of sales beliefs in facilitating experiential learning: An empirical study of Japanese salespeople
✍ Scribed by Makoto Matsuo
- Publisher
- John Wiley and Sons
- Year
- 2011
- Tongue
- English
- Weight
- 102 KB
- Volume
- 28
- Category
- Article
- ISSN
- 0742-6046
No coin nor oath required. For personal study only.
✦ Synopsis
Abstract
The purposes of this research were to examine developmental experience at different career stages and to clarify the role of sales beliefs in promoting experiential learning of salespeople. By applying the theoretical framework of expertise research and cognitive psychology, data from Japanese real estate salespeople were analyzed. Results suggest that (1) experiential learning is activated in the later stage (from 6 to 10 years) of a career, and (2) salespeople who balance customer and goal achievement orientations learn from others in the early stage (from 1 to 5 years) of their careers. A discussion of the theoretical and managerial implications is presented. © 2011 Wiley Periodicals, Inc.