Customer Orientation as a Type of Ability to Learn from Experience: Empirical Studies of Japanese Salespeople

Content Provider	Semantic Scholar
Author	Matsuo, Makoto
Copyright Year	2007
Abstract	Although prior research on experiential learning has focused on identifying developmental experience, it has paid little attention to the effect of career stage and ability to learn from experience. The purposes of this research were to examine developmental experience at different career stages and to clarify the role of work-related beliefs in promoting experiential learning. By applying the theoretical framework of expertise research and cognitive psychology, data from Japanese real estate salespeople was analyzed. Results suggest that (1) salespeople learn mainly from job assignments rather than other people (bosses, colleagues, and customers), (2) experiential learning is activated in the latter stage (from 6 to 10 years of career), (3) customer oriented sales beliefs strengthen the relationship between past work experience and current sales performance. A discussion of the theoretical and managerial implications is presented.
File Format	PDF HTM / HTML
Alternate Webpage(s)	https://warwick.ac.uk/fac/soc/wbs/conf/olkc/archive/olkc2/papers/matsuo.pdf
Alternate Webpage(s)	http://www2.warwick.ac.uk/fac/soc/wbs/conf/olkc/archive/olkc2/papers/matsuo.pdf
Language	English
Access Restriction	Open
Content Type	Text
Resource Type	Article