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Resilience factors of advertising sa...

Leynes, Sharon V.

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Resilience factors of advertising sales representatives.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Resilience factors of advertising sales representatives./
Author:	Leynes, Sharon V.
Description:	175 p.
Notes:	Source: Dissertation Abstracts International, Volume: 66-11, Section: A, page: 3902.
Contained By:	Dissertation Abstracts International66-11A.
Subject:	Education, Adult and Continuing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3196718
ISBN:	9780542420238

Resilience factors of advertising sales representatives.
Leynes, Sharon V.

Resilience factors of advertising sales representatives. - 175 p.

Source: Dissertation Abstracts International, Volume: 66-11, Section: A, page: 3902.

Thesis (Ph.D.)--Capella University, 2006.

This quantitative study of archival data researched the value of the seven factors of resilience on the productivity of sales representatives in a traditional advertising company. Resilience as an overall concept has been attributed to life success; however a gap exists for its specific impact on advertising sales representatives. Consent from participants and the organization allowed archival data from participant's performance and from the Resilience Factor Inventory (RFI) to be utilized. The individual's current resilience level was measured on the RFI across seven factors: emotional regulation, impulse control, causal analysis, self-efficacy, realistic optimism, empathy and reaching out. Archival performance data and the RFI measures of 120 sales representatives were input into a multiple regression model to determine if the resilience factors identified and measured by the RFI were shown to be efficacious to the participant's success. Information from this research was used to determine the direction of training interventions and hiring practices targeted to specific populations of sales representatives.*

ISBN: 9780542420238Subjects--Topical Terms:

626632
Education, Adult and Continuing.

Resilience factors of advertising sales representatives.
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500 $a Source: Dissertation Abstracts International, Volume: 66-11, Section: A, page: 3902.
500 $a Adviser: Pam Hanfelt.
502 $a Thesis (Ph.D.)--Capella University, 2006.
520 $a This quantitative study of archival data researched the value of the seven factors of resilience on the productivity of sales representatives in a traditional advertising company. Resilience as an overall concept has been attributed to life success; however a gap exists for its specific impact on advertising sales representatives. Consent from participants and the organization allowed archival data from participant's performance and from the Resilience Factor Inventory (RFI) to be utilized. The individual's current resilience level was measured on the RFI across seven factors: emotional regulation, impulse control, causal analysis, self-efficacy, realistic optimism, empathy and reaching out. Archival performance data and the RFI measures of 120 sales representatives were input into a multiple regression model to determine if the resilience factors identified and measured by the RFI were shown to be efficacious to the participant's success. Information from this research was used to determine the direction of training interventions and hiring practices targeted to specific populations of sales representatives.*
520 $a *This dissertation is a compound document (contains both a paper copy and a CD as part of the dissertation). The CD requires the following system requirements: Adobe Acrobat.
590 $a School code: 1351.
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650 4 $a Education, Business. $3 1017515
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