2015 | OriginalPaper | Chapter
Making the Transition From Student to Salesperson: A Role Identity Approach
Authors : Thomas W. H. Ng, Frederick H. K. Yim
Published in: Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference
Publisher: Springer International Publishing
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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.