open access

https://hdl.handle.net/2115/72153

The role of sales beliefs in facilitating experiential learning : An empirical study of Japanese salespeople

英語

2011-03-01

John Wiley & Sons

Psychology and Marketing

28(4)

309-329

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.

学術雑誌論文

Accepted Manuscript

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.

0742-6046

1520-6793

AA10644140