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عنوان فارسی مقاله:
پیوند سبک های تفکر به عملکرد فروش: اهمیت خلاقیت و دانش ذهنی
عنوان انگلیسی مقاله:
Linking thinking styles to sales performance: The importance of creativity and subjective knowledge
سال انتشار : 2016
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بخشی از مقاله انگلیسی:
2. Theoretical framework
2.1. Thinking styles An essential part of a salesperson's job is to transfer information to customers and assist in problem solving. Salespeople are knowledge brokers managing different sources of information. Research shows thinking styles capture an important aspect of knowledge brokering (Verbeke, Belschak, Bakker, & Dietz, 2008). Rooted in the theory of mental self-government, a thinking style reflects the different ways people prefer to use information to organize and govern themselves (Sternberg, 1988, 1997). A thinking style “is not an ability, but rather how we use the abilities we have” (Sternberg, 1997, p. 19) and reflects the way people integrate and transfer knowledge (Verbeke et al., 2008). Thus, people's thinking style represents their preferred means of acquiring and disseminating information. Sternberg's (1988, 1997) theory characterizes the functions of thinking premised on the three government branches (judicial, executive, and legislative), which represent “external reflections of ways people can organize or govern themselves” (Sternberg & Zhang, 2005, p. 247). The styles do not represent people's ability to think, but rather are preferences for a thinking style that uses their abilities in a certain way. Styles are neither right nor wrong, and a person acquires preferences for a certain way of thinking through socialization. Also, people are flexible in their use of styles and adapt their way of thinking to the demands of a situation (Sternberg & Zhang, 2005). For example, a person at home may be more of a creative thinker (legislative style) but, given the conditions of a work environment, may adapt to become more of a rule-based thinker (executive style). Thus, the three functions of Sternberg's thinking styles are, to varying degrees, domain specific and situationally dependent.
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کلمات کلیدی:
Mark D. Groza - Google Scholar Citations scholar.google.com/citations?user=gAKmL9cAAAAJ&hl=en Assistant Professor of Marketing, Northern Illinois University - niu.edu Social Media and the Sales Force: The Importance of Intra-Organizational ... Linking thinking styles to sales performance: The importance of creativity and ... [PDF]Thinking Styles, Teamwork Quality and Performance - University of ... www.canberra.edu.au/researchrepository/file/cbf1815d-92bb-46a8.../full_text.pdf by RR Budijanto - Cited by 1 - Related articles thinking style and teamwork quality which originated from western countries ... relationship between thinking styles and performance on both sides; individual ... Psychology - Page 165 - Google Books Result https://books.google.com/books?isbn=1305480783 Douglas Bernstein - 2015 - Education In this style of thinking, individuals explain away any good things that happen to them as ... This explanatory style has been linked with poor grades, inadequate sales ... As shown in Figure 5.14, these rats gradually improved their performance. [PDF]The Effects of Emotional Intelligence (EI) and Leadership Style on ... www.upg-bulletin-se.ro/archive/2014-3/1.Brown.pdf by C Brown - Cited by 11 - Related articles transformational/transactional leadership styles and sales performance. ... Task characteristic and emotional intelligence are linked to supervisory ..... process where previously independent variables such as thinking and feeling work in. When Intelligence is (Dys)Functional for Achieving Sales Performance https://repub.eur.nl/pub/12633/ERS-2008-034-MKT.pdf by W Verbeke - 2008 - Cited by 60 - Related articles capabilities (social competence and thinking styles) allows salespeople to reach their ... competence, high GMA leads to lowest sales performance. .... partnering stage can be linked to a service-centered economy in which knowledge takes a.
