The Impact of Salespersons'' Learning Goal Orientation on Work Behavior and Feedback Seeking-With the Moderate Variables of Self-Efficacy and Face

• Main Authors: TSAI MING-HONG, 蔡明宏
• Other Authors: CHI SHU-CHENG
• Format: Others
• Language: zh-TW
• Published: 2003
• Online Access: http://ndltd.ncl.edu.tw/handle/88244755970451274074

碩士 === 國立臺灣大學 === 商學研究所 === 91 === As the coming of Knowledge Economics era, "learning" becomes a very important topic in the organizations. The research aims at analyses of the relationship of salespersons'' learning goal orientation to their work behaviors and feedback seeking. The researcher also examines the moderating effects of self-efficacy and face on the above relationships. Salespersons from 14 Taiwanese companies were sampled. There are 217 effective responses. The research results showed that learning goal orientation has a positive relationship with work behaviors and with feedback seeking. Also, self-efficacy and face have moderating effects on the above relationships. For further details, learning goal orientation has a positive relationship with working hard, relationship investment, planning, and adaptive selling and with feedback seeking; self-efficacy moderates the relationship of learning goal orientation with working hard, relationship investment, planning, adaptive selling, and feedback seeking; face moderates the relationship of learning goal orientation with relationship investment, planning, and feedback seeking. Finally, the implication of management of the study is discussed.