Search Conferences

Type in any word, words or author name. This searchs through the abstract title, keywords and abstract text and authors. You may search all conferences or just select one conference.


 All Conferences
 EMAC 2019 Annual Conference
 EMAC 2020 Annual Conference
 EMAC 2020 Regional Conference
 EMAC 2021 Annual Conference

EMAC 2019 Annual Conference


The (potential) dark side to self-efficacy: Does it always enhance performance?
(A2019-10133)

Published: May 28, 2019

AUTHORS

dayle childs, loughborough; Nick Lee, The University of Warwick; John Cadogan, Loughborough University; Belinda Dewsnap, Loughborough University

KEYWORDS

Self-efficacy; Sales performance; within-person

ABSTRACT

Sales self-efficacy has been found to be positively related to sales performance. However, recent findings from extant literature identify certain boundary conditions, which indicate that self-efficacy may produce null or negative effects on performance. This paper argues the need for researchers to undertake within-person analysis in future self-efficacy research, critically highlighting how boundary conditions of the self-efficacy/performance relationship can change dependent on whether the researcher is looking at the between-person or within-person level of analysis. Well-accepted logics from sales self-efficacy research may not necessarily generalise from the between-persons level to the within-person level, highlighting a need for the relationship between self-efficacy and performance to be further examined. Ultimately, when processes are not stable, sales theories deliver a one-dimensional perspective to multi-dimensional theory, resulting in an incomplete understanding of the world around us.