Crisis Resilience among Salespersons: Examining the Impact of Goal-Orientation and Competitive Psychological Climate

Purpose

Salesperson resilience during crisis situations is very critical for sales organisations, Using the process model of resilience formation, this study explores the impact of tripartite goal orientation on salesperson resilience and performance. The moderating impact of competitive climate is also explored.

Design/methodology/approach

The conceptual model is empirically tested using a large sample of salespersons (n = 2112) in India. Prior to the quantitative study, we enhance the understanding of crisis resilience through interviews with salesperson who experienced the crisis. The survey and interviews were conducted in the aftermath of the devastating second wave of covid in India.

Findings

The study shows that three goal orientations influence crisis resilience and performance differently. Learning orientation and crisis resilience directly impact performance. Further, learning orientation and performance-approach orientation impact performance indirectly through crisis resilience. While competitive climate positively moderates the impact of learning orientation on performance, it negatively moderates the impact of performance-avoidance orientation on performance.

Research limitations/implications

The research study have all the limitations associated with a cross-sectional study.

Practical implications

The study helps in salesperson motivation programs in terms of crises resilience development

Originality/value

The study contributes to the literature on salesperson resilience – especially to the nascent field of crisis resilience. Considering the recurring crises faced by economies around the world, greater understanding of resilience formation will be extremely important for sales organisations.