Trimpe, D L (2015) Critical thinking and self-directed learning as predictors of sales performance for sales professionals in the home building industry. PhD thesis, Capella University, USA.
Abstract
The purpose of this research was to determine if self-directed learning (SDL) and critical thinking can predict sales performance of sales people in the home-building industry. In addition, a goal was to determine if the subcomponents of SDL (initiative, control, self-efficacy, and motivation) would predict sales performance. Last the research was designed to help determine if a relationship exists between SDL and critical thinking. A sample of 101 individuals selling new homes for builders in four of the largest markets in Texas was utilized. Participants completed a Demographic Questionnaire, the Personal Responsibility Orientation Self-Directed Learning Survey (Stockdale & Brockett, 2011), and the Watson Glaser Critical Thinking Assessment (Watson & Glaser, 1994). A multiple logistic regression analysis was utilized to determine if SDL and critical thinking were statistically significant predictors of sales performance. The findings of the study indicated that there was no statistically significant association of SDL and sales performance. The subcomponents of SDL also showed no statistically significant association with sales performance. Critical thinking, however, was a significant predictor of sales performance. Last, no empirical relationship was found between SDL and critical thinking.
| Item Type: | Thesis (Doctoral) |
|---|---|
| Thesis advisor: | Aragon, N |
| Uncontrolled Keywords: | homes; learning; markets; motivation; regression analysis |
| Index terms: | questionnaire, builder, motivation, survey, logistic regression analysis, building industry, regression analysis, critical thinking, markets, home building, self-efficacy |
| Subjects: | industry analysis, statistical analysis, data collection methods, psychology, economic analysis, construction type, specialized education, practitioner, human factors and perception |
| Topics: | Education, Research Practice, Business Strategy, Construction Technology, Roles and Professions, Human Resources |
| Descriptive scope: | 4 PCEA |
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