Learning Orientation, Working Smart, and Effective Selling
研究销售人员的两种目标导向（学习导向和绩效导向）如何影响其聪明工作和努力工作，以及自我效能和主管反馈的调节作用，帮助理解如何提升销售绩效。
Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard. The goal orientations also are found to be alterable through supervisory feedback. Furthermore, self-efficacy, salespeople's confidence in their overall selling abilities, is found to moderate some of the relationships with the goal orientations.