The Impact of Perceived Organizational Support on Self-Directed Learning in Sales Training |
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| Authors: | Stefanie L Boyer Andrew B Artis David E Fleming Paul J Solomon |
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| Institution: | 1. Department of Marketing , Bryant University , Smithfield , Rhode Island , USA;2. Marketing Department, College of Business , University of South Florida , Tampa , Florida , USA;3. Marketing Department, School of Business , Eastern Illinois University , Charleston , Illinois , USA;4. Department of Marketing, College of Business Administration , University of South Florida , Tampa , Florida , USA |
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| Abstract: | Perceived organizational support has a positive influence on the willingness of salespeople to use self-directed learning (SDL) projects. These SDL projects can be tailored to fit a salesperson's distinct learning needs, to increase performance, and to achieve the overarching goals of collaborative members of a marketing channel. Hence, it is beneficial for channel members to create a supportive learning culture that promotes the use of SDL projects by salespeople. Salespeople within the insurance industry play an essential role inside their marketing channel. Data collected from 392 insurance salespeople in over 170 firms is used to empirically test how perceived organizational support influences the use of two types of SDL projects. Salespeople encouraged to use elective SDL projects reported higher levels of performance than those required to use compulsory SDL projects. |
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| Keywords: | perceived organizational support sales performance sales training self-directed learning United States |
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