How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers: Exploring the mediating role of customer-oriented behaviors

This research examines the relationships among psychological resourcefulness, customer-oriented behaviors, sales performance, and customer satisfaction. Drawing from positive organizational behavior and broaden-and-build theory, the authors propose that (1) psychological resourcefulness positively influences customer-oriented behaviors and (2) customer-oriented behaviors mediate the influence of psychological resourcefulness on sales performance...