Goal Orientations of Hotel Salespeople

• 발행기관: 한국상품학회
• 저자명: Kim Byeong-Yong
• 간행물 정보: 『상품학연구』제27권 제3호, 143~155쪽, 전체 13쪽
• 주제분류: 경제경영 > 경영학
• 파일형태: PDF
• 발행일자: 2009.09.30

영문 초록

Goal Orientation has emerged as an important motivational construct in organizational and sales management research reflecting individual differences in work-related behaviors and task performance outcomes. The current study attempted to investigate how individual sales behaviors (i.e., adaptive selling and sales planning) were executed by different goal orientations including learning. performance-prove, and performance-avoid goal orientations. This study also evaluated how individual sales behaviors motivated the performance of salespeople. The hypotheses were tested using data from salespeople in five-star hotels in Seoul. The results revealed that three goal orientations significantly affected two sales behaviors, respectively. The learning goal and performance probe-goal orientations of hotel salespeople had positive effects on their adaptive selling and sales planning behaviors. The performance avoid-goal orientation negatively affected these sales behaviors. As expected, two sales behaviors significantly affected sales performance of hotel salespeople.

키워드

Learning goal orientation prove-goal orientation avoid-goal orientation sales performance