Pharmaceutical sales performance: A proposed study measuring behavioral aspects of self-efficacy as compared to general self-efficacy

International Journal of Pharmaceutical and Healthcare Marketing

Volumn 2, Issue 3, 2008, Pages 181-194

  Ryerson, Annette ^a  

^a BLACK HILLS STATE UNIVERSITY   (United States)

Author keywords

Behaviour; Management effectiveness; Pharmaceutical products; Sales performance; Selling

Indexed keywords

EID: 79958826768     PISSN: 17506123     EISSN: None     Source Type: Journal    
DOI: 10.1108/17506120810903962     Document Type: Article

References (34)

1. Armstrong, S.J., Overton, T.S. (1977), "Estimating non-response bias in mail surveys" in Journal of Market Research, Vol. 4, No. 3, p. 396.
2. Artis, A., Harris, E. (2007), "Self-directed learning and sales force performance: an integrated framework" in Journal of Personal Selling & Sales Management, Vol. 27, No. 1, pp. 9-24.
3. Bandura, A. (1977), "Self-efficacy: toward a unifying theory of behavioral change" in Psychological Review, Vol. 84, No. 2, pp. 191-215.
4. Bandura, A. (1982), "Self-efficacy mechanism in human agency" in American Psychologist, Vol. 37, No. 2, pp. 122-47.
5. Bandura, A. (1986), "The explanatory and predictive scope of self-efficacy theory" in Journal of Social and Clinical Psychology, Vol. 4, No. 3, pp. 359-73.
6. Bandura, A. (1989), "Regulation of cognitive processes through perceived self-efficacy" in Developmental Psychology, Vol. 25, No. 5, pp. 729-30.
7. Bandura, A. (1997), Self-Efficacy: The Exercise of Control, W.H. Freeman, New York, NY.
8. Bandura, A., Adams, N. (1977), "Analysis of self-efficacy theory of behavioral change" in Cognitive Therapy and Research, Vol. 14, pp. 287-310.
9. Barling, J., Beattie, R. (1983), "Self-efficacy beliefs and sales performance" in Journal of Organizational Behavior Management, Vol. 1, pp. 41-52.
10. Behrman, D.N., Perreault, W. Jr (1982), "Measuring the performance of industrial salespersons" in Journal of Business Research, Vol. 10, pp. 355-70.
11. Caplan, R.D., Vinokur, A.D., Price, R.H., Van, R.M. (1989), "Job seeking re-employment and mental health" in Journal of Applied Psychology, Vol. 74, No. 5, pp. 759-70.
12. Churchill, G.A., Ford, N.M., Hartley, S.W., Walker, O.C. (1985), "The determinants of salesperson performance: a meta-analysis" in Journal of Marketing Research, Vol. 22, pp. 103-18.
13. Cron, W.L., Marshall, G.W., Singh, J., Spiro, R.L., Sujan, H. (2005), "Salesperson selection, training & development: trends, implications, and research opportunities" in Journal of Personal Selling & Sales Management, Vol. 25, pp. 123-36.
14. Dillman, D. (2007), Mail and Internet Surveys, 2nd ed., Wiley, Hoboken, NJ.
15. Dixon, A.L., Schertzer, S.M.B. (2005), "Bouncing back: how salesperson optimism and self-efficacy influence attributions and behaviors following failure" in Journal of Personal Selling & Sales Management, Vol. 25, pp. 361-9.
16. Donahue, K. (1996), "Self-efficacy perceptions: a determinant of sales performance in an industrial salesforce", Nova Southeastern University, unpublished doctoral dissertation.
17. Frayne, C.A., Latham, G.P. (1987), "Application of social learning theory to employee self-management" in Journal of Applied Psychology, Vol. 72, No. 3, pp. 387-93.
18. Gist, M.E., Mitchell, T.R. (1992), "Self-efficacy:a theoretical analysis of its determinants and malleability" in The Academy of Management Review, Vol. 17, No. 2, pp. 183-212.
19. Gist, M.E., Schwoerer, C., Rosen, B. (1989), "Effects of alternative training methods on self-efficacy and performance in computer software training" in Journal of Applied Psychology, Vol. 74, No. 6, pp. 884-91.
20. Jones, E., Brown, P., Zoltners, A., Weitz, B. (2005), "The changing environment of selling and sales management" in Journal of Personal Selling & Sales Management, Vol. 25, No. 2, pp. 105-11.
21. Krishnan, B.C., Netemeyer, R.G., Boles, J.S. (2002), "Self-efficacy, competitiveness, and effort as antecedents of salesperson performance" in Journal of Personal Selling & Sales Management, Vol. 22, No. 4, pp. 285-95.
22. Lee, C., Gillen, D.J. (1989), "Relationship of type a behavior pattern, self-efficacy perceptions on sales performance" in Journal of Organizational Behavior, Vol. 10, No. 1, pp. 75-81.
23. Maurer, T. (2001), "Career-relevant learning and development, worker age, and beliefs about self-efficacy for development" in Journal of Management, Vol. 27, No. 2, p. 123.
24. Plank, R., Greene, J. (1996), "Personal construct psychology and personal selling performance" in European Journal of Marketing, Vol. 30, No. 7, p. 24.
25. Plank, R.E., Reid, D. (1994), "The mediating role of sales behaviors: an alternative perspective of sales performance and effectiveness" in Journal of Personal Selling & Sales Management, Vol. 14, No. 3, pp. 43-56.
26. Plank, R., Reid, D., Minton, A.P. (1996), "A short measure of perceived empathy" in Psychological Reports, Vol. 79, pp. 1219-26.
27. Reid, D.A., Plank, R.E. (1997), "The moderating role of purchase situation on the behavior-performance relationship: a replication and extension" in Williams, M.R. (Ed.), National Conference in Sales Management Proceedings, Illinois State University Department of Marketing, Normal, IL, pp. 163-70.
28. Reid, D.A., Minton, A., Plank, R.E. (1996), "The moderating role of purchase situation on the behavior-performance relationship" in Williams, M.R. (Ed.), National Conference in Sales Management Proceedings, Illinois State University Department of Marketing, Normal, IL, pp. 4-14.
29. Reid, D.A., Pullins, E., Plank, R.E. (2002), "The impact of purchase situation on salesperson communication behaviors in business markets" in Industrial Marketing Management, Vol. 31, pp. 205-13.
30. Saks, A.M. (1994), "Research note; moderating effects of self-efficacy for the relationship between training method and anxiety and stress reactions of newcomers summary" in Journal of Organizational Behavior, Vol. 157, pp. 639-55.
31. Shoemaker, M.E. (1999), "Leadership practices in sales managers associated with self-efficacy, role clarity, and job satisfaction of individual industrial salespeople" in The Journal of Personal Selling & Sales Management, Vol. 194, pp. 1-20.
32. Tabbiner, P.S. (2000), "Adaptive behavior and sales performance: an international study in healthcare sales", Nova Southeastern University, dissertation abstracts.
33. Walker, O., Churchill, G., Ford, N. (1977), "Motivation and performance in industrial selling: present knowledge and needed research" in Journal of Marketing Research, May, pp. 156-68.
34. Wang, G. (2000), "Personal factors affecting sales performance: modeling the effects of experience, competitiveness, self-efficacy, effort and creativity", Louisiana State University, dissertation abstracts.