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THE RELATIONSHIP BETWEEN STATE SELF-EFFICACY AND
STATE WORRY AND SALES PERFORMANCE
by
Patricia M. Pefley
____________________________________________________________________
A Dissertation Presented to the
FACULTY OF THE ROSSIER SCHOOL OF EDUCATION
UNIVERSITY OF SOUTHERN CALIFORNIA
In Partial Fulfillment of the
Requirements for the Degree
DOCTOR OF EDUCATION
August 2008
Copyright 2008 Patricia M. Pefley
Object Description
| Title | The relationship between state self-efficacy and state worry and sales performance |
| Author | Pefley, Patricia M. |
| Author email | pat.pefley@hp.com |
| Degree | Doctor of Education |
| Document type | Dissertation |
| Degree program | Education (Leadership) |
| School | Rossier School of Education |
| Date defended/completed | 2008-03-21 |
| Date submitted | 2008 |
| Restricted until | Unrestricted |
| Date published | 2008-05-28 |
| Advisor (committee chair) | Hocevar, Dennis |
| Advisor (committee member) |
O'Neil, Harry Blair, Daniel V. |
| Abstract | In this study, the temporal, domain-specific role of state self-efficacy and state worry was investigated using a sample of 37 experienced computer salespersons located in North America. The purpose of the study was to (1) ascertain if sales representatives' levels of state self-efficacy and state worry contemporaneous to the survey had a relationship with their attainment of past sales quotas, and (2) assess if sales representatives' levels of trait self-efficacy and trait anxiety contemporaneous to the survey had a relationship with their attainment of past sales quotas.; The state self-efficacy items related to past sales quota attainment showed a significant positive correlation (r = .42) and an effect size of 94%, establishing there was little probability that these results were due to chance. The state worry items related to past sales quota attainment showed a slightly positive, not negative, correlation (r = .10), suggesting further research is required in considering the relationship between state worry and sales performance. In terms of practical application of this study, it demonstrated that past quota attainment significantly positively affects the level of sales representatives' self-efficacy as they pursue future sales goals. This finding suggests that professionals in sales development should take into consideration past sales performance and its effect on state self-efficacy. Moreover, they should focus on those programs that enhance and promote sales representatives' levels of state self-efficacy. The results of this study further corroborated the extant research literature that supports the positive relationship between state self-efficacy and performance. |
| Keyword | self-efficacy; state-worry; anxiety; sales; quotas; performance |
| Geographic subject (continent) | North America |
| Language | English |
| Part of collection | University of Southern California dissertations and theses |
| Publisher (of the original version) | University of Southern California |
| Place of publication (of the original version) | Los Angeles, California |
| Publisher (of the digital version) | University of Southern California. Libraries |
| Type | texts |
| Legacy record ID | usctheses-m1248 |
| Contributing entity | University of Southern California |
| Rights | Pefley, Patricia M. |
| Repository name | Libraries, University of Southern California |
| Repository address | Los Angeles, California |
| Repository email | http://www.usc.edu/isd/libraries/services/ask_a_librarian/email/ |
| Filename | etd-Pefley-20080528 |
| Archival file | uscthesesreloadpub_Volume23/etd-Pefley-20080528.pdf |
Description
| Title | Page 1 |
| Contributing entity | University of Southern California |
| Full text | THE RELATIONSHIP BETWEEN STATE SELF-EFFICACY AND STATE WORRY AND SALES PERFORMANCE by Patricia M. Pefley ____________________________________________________________________ A Dissertation Presented to the FACULTY OF THE ROSSIER SCHOOL OF EDUCATION UNIVERSITY OF SOUTHERN CALIFORNIA In Partial Fulfillment of the Requirements for the Degree DOCTOR OF EDUCATION August 2008 Copyright 2008 Patricia M. Pefley |
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