Making the Transition From Student to Salesperson: A Role Identity Approach

Thomas W.H. Ng; Frederick H.K. Yim

doi:10.1007/978-3-319-11797-3_170

Making the Transition From Student to Salesperson: A Role Identity Approach

Thomas W.H. Ng^*
, Frederick H.K. Yim

^*Corresponding author for this work

Research output: Chapter in book/report/conference proceeding › Chapter › peer-review

Abstract

By proposing a role identity approach to studying student-to-salesperson transition (STST), we suggest that an individual’s work role identity plays two roles in understanding the outcomes of STSTs: as a direct predictor of STST success and as a mediator of distal factors on STST success in influencing STST success.

Original language	English
Title of host publication	Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference
Editors	Dawn R. Deeter-Schmelz
Publisher	Springer Cham
Pages	295
Number of pages	1
Edition	1st
ISBN (Electronic)	9783319117973
ISBN (Print)	9783319117966, 9783319385716
DOIs	https://doi.org/10.1007/978-3-319-11797-3_170
Publication status	Published - 23 Oct 2014
Event	2010 Academy of Marketing Science (AMS) Annual Conference - Portland, United States Duration: 26 May 2010 → 29 May 2010 https://link.springer.com/book/10.1007/978-3-319-11797-3 (Conference proceedings)

Publication series

Name	Developments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)	2363-6165
ISSN (Electronic)	2363-6173

Conference

Conference	2010 Academy of Marketing Science (AMS) Annual Conference
Country/Territory	United States
City	Portland
Period	26/05/10 → 29/05/10
Internet address	https://link.springer.com/book/10.1007/978-3-319-11797-3 (Conference proceedings)

User-Defined Keywords

Direct Predictor
Distal Factor
Identity Approach
Role Identity
Work Role

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10.1007/978-3-319-11797-3_170

Cite this

Ng, T. W. H., & Yim, F. H. K. (2014). Making the Transition From Student to Salesperson: A Role Identity Approach. In D. R. Deeter-Schmelz (Ed.), Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference (1st ed., pp. 295). (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). Springer Cham. https://doi.org/10.1007/978-3-319-11797-3_170

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abstract = "By proposing a role identity approach to studying student-to-salesperson transition (STST), we suggest that an individual{\textquoteright}s work role identity plays two roles in understanding the outcomes of STSTs: as a direct predictor of STST success and as a mediator of distal factors on STST success in influencing STST success.",

keywords = "Direct Predictor, Distal Factor, Identity Approach, Role Identity, Work Role",

author = "Ng, \{Thomas W.H.\} and Yim, \{Frederick H.K.\}",

note = "Publisher Copyright: {\textcopyright} 2015, Academy of Marketing Science.; 2010 Academy of Marketing Science (AMS) Annual Conference ; Conference date: 26-05-2010 Through 29-05-2010",

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doi = "10.1007/978-3-319-11797-3\_170",

language = "English",

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series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",

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Ng, TWH & Yim, FHK 2014, Making the Transition From Student to Salesperson: A Role Identity Approach. in DR Deeter-Schmelz (ed.), Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference. 1st edn, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, Springer Cham, pp. 295, 2010 Academy of Marketing Science (AMS) Annual Conference, Portland, Oregon, United States, 26/05/10. https://doi.org/10.1007/978-3-319-11797-3_170

Making the Transition From Student to Salesperson: A Role Identity Approach. / Ng, Thomas W.H.; Yim, Frederick H.K.
Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference. ed. / Dawn R. Deeter-Schmelz. 1st. ed. Springer Cham, 2014. p. 295 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in book/report/conference proceeding › Chapter › peer-review

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T1 - Making the Transition From Student to Salesperson

T2 - 2010 Academy of Marketing Science (AMS) Annual Conference

AU - Ng, Thomas W.H.

AU - Yim, Frederick H.K.

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N2 - By proposing a role identity approach to studying student-to-salesperson transition (STST), we suggest that an individual’s work role identity plays two roles in understanding the outcomes of STSTs: as a direct predictor of STST success and as a mediator of distal factors on STST success in influencing STST success.

AB - By proposing a role identity approach to studying student-to-salesperson transition (STST), we suggest that an individual’s work role identity plays two roles in understanding the outcomes of STSTs: as a direct predictor of STST success and as a mediator of distal factors on STST success in influencing STST success.

KW - Direct Predictor

KW - Distal Factor

KW - Identity Approach

KW - Role Identity

KW - Work Role

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SN - 9783319385716

T3 - Developments in Marketing Science: Proceedings of the Academy of Marketing Science

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BT - Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference

A2 - Deeter-Schmelz, Dawn R.

PB - Springer Cham

Y2 - 26 May 2010 through 29 May 2010

ER -

Making the Transition From Student to Salesperson: A Role Identity Approach

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