Self-Efficacy,Competitiveness, and Effort as Antecedents of Salesperson Performance

This paper posits and tests a model of the individual characteristics of self-efficacy, competitiveness, and effort as potential antecedents of salesperson performance. Based on two studies in different selling contexts, it is observed that whereas effort mediates the relationship between competitiveness and sales performance, self-efficacy has both direct and indirect effects on sales performance. Structural equation modeling results support the proposed model. Implications and conclusions of the studies are presented.     

Dispositional Optimism and Marital Adjustment

Research showing the distinct influence of positive attributes on relationships has been growing. This study examined the impact of husbands’ and wives’ dispositional optimism on their own and partner’s relationship satisfaction, consensus, and cohesion using data from the National Survey of Families and Households. Results indicate that wives’ optimism influences their own later marital satisfaction as well as their husbands’ later marital satisfaction. However, husbands’ optimism did not appear to influence their own nor their wives’ later satisfaction. Potential interventions for increasing optimism in the therapeutic setting are discussed.     

When Less is More: A Short Version of the Personal Optimism Scale and the Self-Efficacy Optimism Scale

The past few years have seen increased theoretical and applied research on the relations between constructs related to positive expectations. However, instruments capable of distinguishing positive expectancy constructs are still lacking. This study evaluated the psychometric properties of the 18-item Personal Optimism Scale and Self-Efficacy Optimism Scale. Two student samples from the University of Novi Sad in Serbia were recruited for the present research, with a total of 728 participants. The results of the exploratory and confirmatory factor analyses did not support the theoretically expected structure. The results of the confirmatory factor analysis and content validity support shortening the scale to 9 items. The short versions of the scales demonstrated adequate reliability in internal consistency and adequate concurrent and convergent validity by significant correlations with dispositional optimism, general self-efficacy, hope, resilience and subjective well-being. The analyses lead us to conclude that a shorter 4-item Personal Optimism Scale and a 5-item Self-Efficacy Optimism Scale provide a clear, precise measures of two types of positive expectations. The authors argue that the limitations of the original scales emanate from their vague theoretical-substantive validity, and call for future research to replicate these findings.     

Creative Self-Efficacy: The Influence of Affective States and Social Persuasion as Antecedents and Imagination and Divergent Thinking as Consequences

Two studies examined the influence of encouragement for creativity, curiosity, harmonious passion, and autonomy support as antecedents of creative self-efficacy and imagination and divergent thinking as consequences. College students completed a battery of questionnaires. Structural equation modeling treating the variables as latent and not normally distributed was used to test our hypotheses. Results from study 1 showed a positive influence of encouragement for creativity and curiosity on creative self-efficacy. Similarly, creative self-efficacy was a positive predictor of reproductive and creative imagination. Results from study 2 showed a positive effect of harmonious passion on creative self-efficacy. Creative self-efficacy was a positive predictor of fluency and originality scores from a divergent thinking task. The theoretical and applied implications of the results were discussed.     

Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure

Previous research reports a relationship between attributions and specific behaviors following a failed sales call. This study investigates the influence of individual differences on both the attribution process and the relationship between attribution and the behavioral intentions of sales representatives following a failure using a sample of financial services salespeople. This research reveals the important roles that optimism and self-efficacy play in shaping salespeople’s attributions for failed sales calls and in their behavioral responses to attributions for failure. Implications for managers and future research are discussed.     

Optimism, Pessimism, and Motivation: Relations to Adjustment

The present work reviews the literature examining connections involving the key constructs of optimism and pessimism with motivation and adjustment. We review historical and conceptual models of optimism and pessimism. We then examine how these central constructs have been linked to both adaptive and maladaptive motivational processes and outcomes in the empirical literature. How cultural factors may impact the function of optimism and pessimism is also discussed. We end with a brief discussion of emerging issues that would be useful to examine in future research on optimism and pessimism.     

Creative Self-Efficacy: An Exploration of Its Antecedents,Consequences, and Applied Implications

Creativity and innovation are at the core of important outcomes such as economic and sales growth, production of articles and students' learning. Thus, it is not surprising to find research articles on creativity and innovation across different disciplines such as business, psychology, and education. Given the importance of understanding creativity and innovation, we reviewed the empirical literature examining the antecedents and consequences of creative self-efficacy in the work domain. Our review used the theory of individual creative action and social cognitive theory as guiding frameworks to place creative self-efficacy in the creativity and innovation process, define creativity and innovation, explore how creative self-efficacy has been measured, examine the antecedents and consequences of creative self-efficacy, point out gaps in knowledge and offer suggestions for future research and provide some applied implications. One important finding was that creative self-efficacy has made a significant contribution as a process variable explaining how several organizational and personal factors influence creative outcomes via their influence on creative self-efficacy.     

Expatriate Social Ties: Personality Antecedents and Consequences for Adjustment

This expaloratory study examines the relationship between personality characteristics (extraversion, core self evaluations), social tie characteristics (number, breadth, depth), and three types of expatriate adjustment (general, interaction, and work). Data was collected at two points in time from 75 expatriate employees from one organization on international assignments around the world. Results indicate that core self‐evaluations, but not extraversion, are positively related to the number of ties formed with other expatriates and host country nationals. Social ties with other expatriates were found to provide greater social support, but similar access to information, than those with host country nationals (HCNs). In general, depth and breadth of relationships with other expatriates predicted general and work adjustment; whereas, breadth and total number of relationships with HCNs predicted all three types of adjustment. Overall, these results provide initial support for the importance of social ties in facilitating expatriate adjustment.     

The Role of Self-Efficacy in Explaining Psychological and Financial Preparation for Retirement: A Behavioural Study of Retirement Transitioning in Uganda

The individual’s level of perceived self-efficacy could be an important driver for early retirement preparation. Most employees in Ugandan organisations reach that age of retirement without sufficient knowledge on how they will survive during their post-retirement life. This study sought to examine whether self-efficacy predicts psychological preparation and financial preparation for retirement. The sample of 924 employees aged 24–60 years selected voluntarily from four three service-oriented organisations participated in this study. Confirmatory factor analysis was run to confirm whether the factor indices (latent variables) extracted from exploratory factor analysis were actually measures of psychological preparation and financial preparation for retirement. Structural equation modelling was used to test regression relationships, and correlation between latent variable of the dependent constructs was tested using Pearson product moment correlation coefficients. The findings indicated a four-factor model for psychological preparation and a two-factor model for financial preparation. Self-efficacy predicted only three factors of psychological preparation and finance management mediated the relationship between self-efficacy and personal initiative. With these findings, it was concluded that individuals with capacity to adapt new changes can easily re-engage in other jobs. Similarly, those concerned with their social identity will focus on developing career skills that would yield the same level of importance in society. However, finance management training is crucial to the development of strategies and competences that empower people to maintain satisfying lifestyles after retirement. Finally, self-efficacy is a driving factor of personal initiative but the relationship is reinforced when finance management competences are acquired.     

目标定向与适应:社会自我效能感的中介作用

通过对176名大学新生3个月的纵向研究,采用探索性因素分析、信度分析和回归分析等方法对目标定向与适应的关系以及社会自我效能感在其中的中介作用进行了深入研究。结果表明,(1)学习目标定向能够有效地预测个体的学业适应、社会适应和心理适应;而成绩目标定向对三类适应都无显著性影响;(2)社会自我效能感在学习目标定向与社会适应、心理适应之间具有完全中介效应,而对学习目标定向与学业适应之间没有中介作用;(3)社会自我效能感对学业适应无显著性影响。     

Occupational Attachment and Met Expectations as Predictors of Retirement Adjustment of Naval Officers1

Attachment to one's former occupation and met expectations regarding retirement were proposed as predictors of the adjustment of military retirees. While results suggested that occupational attachment had a minimal impact, the extent to which expectations of civilian work, financial, and family aspects of life were met emerged as significant predictors of satisfaction and adjustment after military retirement. These findings suggest that the characteristics of the post‐retirement environment, and expectations regarding this environment, outweigh the importance of occupational attachment in determining post‐retirement adjustment in this setting.     

Optimism and College Retention: Mediation by Motivation,Performance, and Adjustment1

Although higher education has been linked to better income, longer life expectancy, and better health, about 25–45% of incoming college freshmen never graduate. The current study examined whether optimistic expectancies are associated with college retention. Participants (N = 2,189) were given surveys when entering college, and academic records were attained after freshman year completion. Dispositional and academic optimism were associated with less chance of dropping out of college, as well as better motivation and adjustment. Academic optimism was also associated with higher grade point average (GPA). Structural equation models revealed that dispositional optimism predicted retention through motivation and adjustment, which in turn predicted retention. Academic optimism, on the other hand, predicted retention through its effect on GPA, motivation, and adjustment.     

初中留守儿童的学业自我效能与学校适应:潜变量增长模型分析

为考察初中留守儿童学校适应的发展趋势,以及学业自我效能的变化趋势对其的影响,对142名被试进行2年4次追踪测试。结果发现:(1)初中留守儿童学校适应在2年内未出现显著下降,但起始水平和发展速度均存在显著的个体差异;(2)控制性别、社会经济地位的效应后,学业自我效能的初始水平对学校适应的初始水平具有正向影响,但对其发展速度没有影响;(3)学业自我效能的发展速度可正向预测学校适应的发展速度。     

Conceptualizing Coping: Optimism as a Case Study

Coping involves any effort to deal with difficult or challenging situations, and coping strategies vary, often depending on individual differences and situational circumstances. Research has typically characterized coping as either involving problem‐focused or emotion‐focused strategies, or sometimes approach or avoidance strategies. The current review suggests that a more useful distinction would be found in crossed dimensions, such as problem‐focused approach or avoidance, or emotion‐focused approach or avoidance. For example, the individual difference of dispositional optimism has been found to be positively associated with approach coping strategies seeking to solve or control either problems or emotions, depending on the type of stressor. Although widely used, current coping scales may contribute to a skewed view of coping strategies and may not adequately depict coping dimensions. The current review calls for revisions of current scales or creation of new and better scales.     

大学生的经济信心与职业决策自我效能的关系:气质性乐观的调节作用

采用经济信心问卷、职业决策自我效能量表和气质性乐观问卷对606名大学生进行调查,考察了大学生经济信心与其职业决策自我效能的关系,以及气质性乐观在其中的调节作用。结果发现:(1)大学生的经济信心与其职业决策自我效能显著正相关;(2)气质性乐观在大学生经济信心与其职业决策自我效能的关系中起调节作用。其中,当大学生为低气质性乐观时,其职业决策自我效能随着经济信心的增长而大幅增强;当大学生为高气质性乐观时,其职业决策自我效能也受经济信心的影响,但是其变化远不如低气质性乐观大学生显著。     

Quality of Life and Optimism in Patients with Morphea

Despite extensive knowledge about quality of life of people suffering from dermatological diseases, data on patients with morphea are scarce. The aim of our study was to compare the quality of life of healthy controls and morphea patients, as well as to determine the correlation of this variable with the level of dispositional optimism. The study included 47 patients with morphea and 47 healthy controls, matched for gender and age. Cantril’s Ladder and Life Orientation Test-Revised were used to assess the levels of life satisfaction and dispositional optimism, respectively. LoSSI was used for the objective assessment. The anticipated level of life quality and the level of dispositional optimism were statistically significantly lower in morphea patients (p?=?0.032 and p?=?0.014, respectively) when compared to controls. There were no differences in the assessment of current (p?=?0.168) and past (p?=?0.318) levels of life quality. Also, we proved that type of morphea did not differentiate the current (p?=?0.175), past (p?=?0.620) and future (p?=?0.356) assessment of the quality of life. In the group of morphea patients there was a statistically significant correlation between the level of dispositional optimism and current (p?=?0.002, r?=?0.43), as well as anticipated (p?r?=?0.57) levels of life quality. Current level of life quality of healthy controls and morphea patients is comparable, whereas the latter anticipate their future life situation to be significantly worse than the former. Higher level of life satisfaction correlates with higher level of optimism.     

Paternal Family Expressiveness as a Mediator Between Father's Dispositional Optimism and Child's Dispositional Optimism

Although dispositional optimism serves as a resource for psychological and physical well-being, very little research has explored how to promote child dispositional optimism within the family context. The authors evaluated paternal emotional expressiveness within the family as a mediator of the association between father's and child's dispositional optimism. Participants were 422 father (M age = 44.97 years, SD = 4.21 years)–child (M age = 11.75 years, SD = 0.77 years) dyads in South Korea. Results showed that fathers’ dispositional optimism was positively linked to their expressiveness, which in turn was positively linked to their children's dispositional optimism. No significant gender or socioeconomic status differences were found. The findings have important implications for future research and for preventive interventions.     

Optimism and Hope After Multiple Disasters: Relationships to Health-Related Quality of Life

Natural and technological disasters are devastating events for individuals and communities. The authors examined the role of optimism and hope in predicting health indicators in a sample of disaster survivors who were exposed to Hurricanes Katrina and Rita in 2005. Participants were noncoastal residents, current coastal residents, and current coastal fishers who were also economically impacted by the 2010 BP Deepwater Horizon oil spill. All participants completed measures of optimism, hope, and the SF-36 Health Survey, which provides summary scores for mental and physical health. Logistic regressions indicated that optimism and hope were independently and positively associated with better mental health (OR = 1.21; 95% CI: 1.10, 1.32 and OR = 1.11; 95% CI: 1.05, 1.17 respectively). Neither optimism nor hope were significantly associated with physical health when considered alone. However, optimism interacted with prior lifetime trauma, where optimism only significantly predicted physical health for those with higher previous trauma scores. These results provide new evidence of optimism and hope as protective factors that may positively impact mental health after multiple disasters.