Core self-evaluations and salespeople

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Abstract

A schemata drawn from the literature addressing core self-evaluations was tested with the use of a sample of commissioned salespeople. Research propositions were tested for the internal locus of control, high self-efficacy beliefs group and for the external locus of control, low self-efficacy group of salespeople. Support was derived for several of the propositions. However, the relationship between performance and cell membership indicated that both internal, high self-efficacy beliefs salespeople and external, high self-efficacy beliefs salespeople perform at a higher level than those in the other cells. © 2006 Wiley Periodicals, Inc.

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