@article{7ca048d31e164ebe8b370a735147a918,
title = "Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations",
author = "Silver, \{Lawrence S.\} and Sean Dwyer and Bruce Alford",
note = "This study revisits the conceptualization and operationalization of salesperson goal orientation, a mid-level construct in the achievement motivation model. Goal orientation has, in recent sales studies, been conceptualized to be comprised of a learning and a performance goal orientation. However, studies examining goal orientation's relationship with salesperson performance and behavior have found inconsistent results.",
year = "2006",
month = dec,
day = "1",
doi = "10.2753/PSS0885-3134260103",
language = "American English",
volume = "26",
journal = "Journal of Personal Selling and Sales Management",
number = "1",
}