Do feelings of success mediate sales performance-work attitude relationships? |
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| Authors: | Steven P Brown PhD William L Cron DBA Thomas W Leigh DBA |
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| Institution: | (1) the University of Texas at Austin, USA;(2) the Terry College of Business, University of Georgia, USA;(3) Indiana University, USA;(4) the Edwin L. Cox School of Business, Southern Methodist University, USA;(5) Indiana University, USA;(6) the Terry College of Business, University of Georgia, USA |
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| Abstract: | A psychological success model of the relationships between sales performance and job attitudes is developed and tested. The
model posits that feelings of success mediate the relationship between work performance and job satisfaction. Previous research
based on purely cognitive theoretical models has posited a direct relationship between performance and satisfaction, but typically
has found no empirical relationship. The psychological success model posits that the relationships between performance and
job attitudes are indirect and mediated by feelings of success. The results generally validate the model. Implications for
theory and managerial practice are drawn and directions for future research incorporating affect into models of work behavior
are suggested.
His research has appeared in theJournal of Marketing Research, Journal of Consumer Research, Journal of Personal Selling and Sales Management, Journal of
Advertising Research, and other publications.
His research has appeared in theJournal of Marketing Research, Journal of Marketing, Academy of Management Journal, Journal of Personal Selling and Sales
Management, and other publications. He is coauthor (with Douglas J. Dalrymple) ofSales Management: Concepts and Cases, 4th ed., published by John Wiley & Sons. He is actively involved as a consultant to the health care industry.
His research has appeared in theJournal of Marketing Research, Journal of Marketing, Journal of Consumer Research, Journal of Personal Selling and Sales Management,
Journal of Advertising Research, and other publications. He is active in executive education and serves as chapter chairman of the East Georgia Chapter,
American Red Cross. |
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