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Hokkaido University Collection of Scholarly and Academic Papers >
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The role of sales beliefs in facilitating experiential learning : An empirical study of Japanese salespeople
| Title: | The role of sales beliefs in facilitating experiential learning : An empirical study of Japanese salespeople |
| Authors: | Matsuo, Makoto Browse this author →KAKEN DB |
| Issue Date: | 1-Mar-2011 |
| Publisher: | John Wiley & Sons |
| Journal Title: | Psychology and Marketing |
| Volume: | 28 |
| Issue: | 4 |
| Start Page: | 309 |
| End Page: | 329 |
| Publisher DOI: | 10.1002/mar.20393 |
| 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. |
| Rights: | This is the peer reviewed version of the following article: [Matsuo, M. (2011), The role of sales beliefs in facilitating experiential learning: An empirical study of Japanese salespeople. Psychology & Marketing, 28: 309-329. doi:10.1002/mar.20393], which has been published in final form at [https://onlinelibrary.wiley.com/doi/abs/10.1002/mar.20393]. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Use of Self-Archived Versions. |
| Type: | article (author version) |
| URI: | http://hdl.handle.net/2115/72153 |
| Appears in Collections: | 経済学院・経済学研究院 (Graduate School of Economics and Business / Faculty of Economics and Business) > 雑誌発表論文等 (Peer-reviewed Journal Articles, etc)
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Submitter: 松尾 睦
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