The Impact of Perceived Organizational Support on Self-Directed Learning in Sales Training
Perceived organizational support has a positive influence on the willingness of salespeople to use self-directed learning (SDL) projects. These SDL projects can be tailored to fit a salesperson's distinct learning needs, to increase performance, and to achieve the overarching goals of collabora...
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| Veröffentlicht in: | Journal of marketing channels 2014-04, Vol.21 (2), p.65-76 |
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| container_end_page | 76 |
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| container_issue | 2 |
| container_start_page | 65 |
| container_title | Journal of marketing channels |
| container_volume | 21 |
| creator | Boyer, Stefanie L. Artis, Andrew B. Fleming, David E. Solomon, Paul J. |
| description | Perceived organizational support has a positive influence on the willingness of salespeople to use self-directed learning (SDL) projects. These SDL projects can be tailored to fit a salesperson's distinct learning needs, to increase performance, and to achieve the overarching goals of collaborative members of a marketing channel. Hence, it is beneficial for channel members to create a supportive learning culture that promotes the use of SDL projects by salespeople. Salespeople within the insurance industry play an essential role inside their marketing channel. Data collected from 392 insurance salespeople in over 170 firms is used to empirically test how perceived organizational support influences the use of two types of SDL projects. Salespeople encouraged to use elective SDL projects reported higher levels of performance than those required to use compulsory SDL projects. |
| doi_str_mv | 10.1080/1046669X.2013.854192 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 1046-669X |
| ispartof | Journal of marketing channels, 2014-04, Vol.21 (2), p.65-76 |
| issn | 1046-669X 2694-3980 1540-7039 2694-3999 |
| language | eng |
| recordid | cdi_proquest_journals_1512379311 |
| source | EBSCOhost Business Source Complete |
| subjects | Corporate culture Distribution channels Independent study Insurance industry Organizational learning perceived organizational support sales performance sales training Salespeople self-directed learning Studies United States |
| title | The Impact of Perceived Organizational Support on Self-Directed Learning in Sales Training |
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