Professional Growth Versus Personal Growth of Salespeople: A General Systems Model |
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| Authors: | John Hafer M. Joseph Sirgy |
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| Affiliation: | 1. John C. Hafer (Ph.D., University of Nebraska) is Associate Professor of Marketing at the University of Nebraska, Omaha. He is actively involved in research dealing with small businesses, marketing education, health care marketing, and sales management. Professor Hafer has published in The Journal of Health Care Marketing, The Journal of Small Business Management, The Journal of Marketing Education, The Journal of College Placement, and Personnel Administrator.;2. M. Joseph Sirgy (Ph.D., University of Massachusetts) is Assistant Professor of Marketing at Virginia Polytechnic Institute. A social/consumer/organizational psychologist, he is the author of Social Cognition and Consumer Behavior (Praeger) and the forthcoming General Systems Theory and Marketing. He has published numerous articles in marketing and psychology journals and conference proceedings and is on the editorial review board of the Journal of Business Research. |
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| Abstract: | AbstractThis study was designed to test a general systems model of growth, specifically how professional growth contributes to personal growth and vice versa. After a discussion of general systems models, two hypotheses were identified for testing. Hypothesis One dealt with personality traits of personal growth as being indicators of professional growth; Hypothesis Two focused on age as it contributes to professional growth and ultimately to personal growth. Several indicators of personal growth were correlated with indicators of professional growth to test Hypothesis One, which was ultimately supported. Hypothesis Two was tested using ANOVA with several well- known professional growth measures and age as independent variables, with self-esteem measures and inner/other-directedness measures as dependent variables. Hypothesis Two was not supported. |
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