Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

Dugan, Riley; Hochstein, Bryan; Rouziou, Maria; Britton, Ben

doi:10.1080/08853134.2018.1489726

Cited by 112 publications

(103 citation statements)

References 101 publications

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“…Recently, Neneh (2018) found that competitiveness mediates the process of opportunity recognition and action taking that is associated with success and achievement. While several lines of inquiry support the conceptual link between grit and competitiveness, research by Dugan, Hochstein, Rouziou, and Britton (2019) provides empirical evidence linking competitiveness and grit, finding they are positively correlated and both predict higher sales performance.…”

Section: Study 1: the Bright And Dark Aspects Of Gritmentioning

confidence: 99%

The Bright and Dark Aspects of Grit in the Pursuit of Success

et al. 2020

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Grit, defined as passion and perseverance for long-term goals, predicts success in a number of social domains. The present two studies examined grit and its subscales, and how these relate to both adaptive and maladaptive personality traits pertaining to success. For Study 1, based on data from 249 participants, results indicated that grit was correlated positively with proactive personality, personal growth initiative, and competitiveness, and the perseverance subscale also was correlated positively with self- and other-oriented perfectionism. The findings of Study 1 led us to further explore the dark aspects of grit in Study 2: based on data from 222 participants, results indicated that grit was correlated negatively with Machiavellianism, hypercompetitiveness, and most forms of narcissism but positively correlated with adaptive grandiose narcissism. Collectively, results reveal grit to be a positive, adaptive trait but raise questions regarding the perfectionistic tendencies of gritty individuals and the unitary nature of the construct.

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Section: Study 1: the Bright And Dark Aspects Of Gritmentioning

confidence: 99%

The Bright and Dark Aspects of Grit in the Pursuit of Success

et al. 2020

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“…For the successful achievement of goals that spreads across diverse contexts, there is a very important characteristic of individual nature known as Grit which comprises of "passion and perseverance for achieving long-term objectives" [24,25]. Comparatively, a new construct in behavioral sciences [26], grit is considered to be important for individual and company's success [27,28]. The concept of grit and tenacity is quite similar, and tenacity leads to voice behaviors that are problem specific [16].…”

Section: Introductionmentioning

confidence: 99%

Impact of grit on voice behavior: mediating role of organizational commitment

et al. 2020

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Employee voice is the voluntary, non-formal and upward communication of ideas, concerns or solutions to work associated problems by an employee. Drawing on conservation of resources theory, our study investigated the direct impact of two antecedents of behavioral outcomes (i.e., grit and organizational commitment) on voice behavior. Moreover, study also examined the mediating influence of organizational commitment in the relationship between grit and voice behavior. Data were collected in two waves time over a 2-month time period from public sector employees and their immediate supervisors. PROCESS macro by Hayes was used on actual sample of 300 employees and 19 supervisors from different job functions. All the direct as well as indirect hypothesized relationships are empirically supported. The results of the study add to the improved understanding of one of the most evolving construct, namely, voice behavior. Theoretical and practical implications alongside recommendations have also been given for future empirical research on voice behavior.

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“…Furthermore, the ability to situationally adapt one’s behavior borrows from self-regulation theory (Dugan et al, 2018), which reflects “any effort by a human being to alter its own responses” (Baumeister et al, 1994, p. 7). Employees control work behaviors by setting goals, observing and regulating behaviors, and self-administering reinforcements or sanctions as sources of feedback.…”

Section: A Goal-setting Framework Of Gritmentioning

confidence: 99%

“…Despite its intuitive appeal as a requisite for employee and company success (Dugan, Hochstein, Rouziou, & Britton, 2018; Mueller, Wolfe, & Syed, 2017), grit is a relatively new construct to the behavioral sciences. Confounding development is the fact that related constructs have appeared sharing moderate levels of content space, including conscientiousness (Roberts, Chernyshenko, Stark, & Goldberg, 2005), need for achievement (nAch; McClelland, 1961), industry (Wright, Quick, Hannah, & Hargrove, 2017), hardiness (Kobasa, 1979), and self-control (Suzuki, Tamesue, Asahi, & Ishikawa, 2015).…”

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confidence: 99%

Toward a Work Motivation Conceptualization of Grit in Organizations

Jordan

Ferris

Hochwarter

et al. 2019

Group & Organization Management

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Despite its widespread media acclaim and recognition as a strategic imperative, the role of grit in organizational research remains unclear. This ambiguity resulted from inconsistent empirical findings, thus triggering a pessimistic outlook for the construct across disciplines. To address these issues, we suggest that such confusion and lack of construct and predictive validity stem from not only methodological issues but also a lack of theoretical sophistication. In this article, we address methodological issues, focusing mainly on construct and criterion-related validity, by showing how traditional definitional components of grit are absent in existing measures. Next, we address theoretical issues impeding progress by developing a new work motivation conceptualization of the construct. To do so, we focus primarily on noncognitive ability, purpose-driven long-term goal setting, and task strategy (i.e., short-term goal) adaptation. Finally, we develop an organizing framework examining how, and under what conditions, work-related goal setting manifests, highlighting grit’s distinction from other historically related constructs. Coupled with the assumption that individuals hold higher order organizational goals toward which they are passionate, our organizing framework includes feedback mechanisms accounting for grit’s developmental properties over time. Finally, we acknowledge significant areas for future research and potential practical implications.

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Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

Cited by 112 publications

References 101 publications

The Bright and Dark Aspects of Grit in the Pursuit of Success

The Bright and Dark Aspects of Grit in the Pursuit of Success

Impact of grit on voice behavior: mediating role of organizational commitment

Toward a Work Motivation Conceptualization of Grit in Organizations

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