We explore the complexity of salesperson competitiveness and the concept of self-oriented competitiveness (SOC). Study 1 develops and validates a measure of SOC within a nomological network of achievement-related and personality constructs. Study 2 leverages a field experiment with a corporate sales force to explore alternative financial incentive structures facilitating performance across salespeople possessing different types of competitiveness. Using a contingency approach to leadership behavior and a multilevel field study with salesperson–sales manager dyadic data, Study 3 shows that other-oriented competitiveness (OOC) and SOC lead to conditionally distinct salesperson behaviors and differential performance outcomes. Collectively, the three investigations suggest that SOC is a unique construct having important sales management and future research implications.

我们探讨了销售员竞争力的复杂性和自我导向竞争力（SOC）的概念。研究 1 在成就相关和人格结构的规则网络中开发并验证了 SOC 的衡量标准。研究 2 利用企业销售团队的现场实验来探索替代财务激励结构，以促进拥有不同类型竞争力的销售人员的绩效。研究 3 使用领导行为的权变方法和销售人员-销售经理二元数据的多层次实地研究表明，面向他人的竞争力 (OOC) 和 SOC 导致有条件地不同的销售人员行为和不同的绩效结果。总的来说，