Self-efficacy and personal selling: review and examination with an emphasis on sales performance

Self-efficacy has been a focal construct in personal selling research for more than four decades. This article reviews and examines how self-efficacy has been conceptualized, measured, and investigated in personal selling research. Following a canvass of scales that have been used to measure self-efficacy in personal selling research, quantitative analyses of the self-efficacy–sales performance relationship were conducted, and an empirical...