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Goal Orientations of Hotel Salespeople: The Role of Performance-Prove and Performance-Avoid Orientation

김병용
한국상품학회 (Korean Academy Of Commodity Science & Technology)|2009.09|상품학연구 (Journal of Product Research)|제27권 제3호|pp. 143-155|DOI 10.36345/kacst.2009.27.3.012

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키워드

sales performanceLearning goal orientationprove-goal orientationavoid-goal orientation
주제분류경영학

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 prove-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.

Abstract

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 prove-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.

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