Self-efficacy as a moderator of information-seeking effectiveness
成果类型：
Article
署名作者：
Brown, SP; Ganesan, S; Challagalla, G
署名单位：
Southern Methodist University; University of Arizona; University System of Georgia; Georgia Institute of Technology
刊物名称：
JOURNAL OF APPLIED PSYCHOLOGY
ISSN/ISSBN：
0021-9010
DOI：
10.1037//0021-9010.86.5.1043
发表日期：
2001
页码：
1043-1051
关键词：
摘要：
The authors assessed previously unexplored processes by which information seeking and self-efficacy contribute to self-regulatory effectiveness in industrial selling. They assessed the synergistic interaction of inquiry and monitoring with respect to role clarity and tested whether this interaction was further moderated by self-efficacy. Results indicated that the role-clarifying effects of feedback inquiry and monitoring were contingent rather than independent. Role clarity increased as the combination of inquiry and monitoring increased. Furthermore, these joint effects were moderated by self-efficacy, such that high-self-efficacy employees were able to effectively use the combination of inquiry and monitoring to clarify role expectations, whereas low-self-efficacy employees were not. Implications for theory, practice, and future research are discussed.
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