The Relationship Between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry**
Management Revue › Band 16 Nr. 2, April 2005
Angeknüpft als:
Zusammenfassung
This study investigates how competencies lead to performance. We propose that salespersons in the Korean pharmaceutical industry require three central competency dimensions: motive and traits, self-concept, and knowledge and skills. Further, we argue that the level of salesperson competencies is positively related to his/her performance, and that the quality of leader-member exchange positively moderates the relationship between competencies and performance. Results based on analyses of data from a sample of 457 salespersons and managers from 5 different pharmaceutical companies in Korea support our research model.
Siehe den Gesamtinhalt dieses Dokumentes
Auszug
The Relationship Between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry**
Introduction
Today, business practitioners are faced with many new opportunities to utilize competency methods to improve individual, team, and organizational performance. The use of competency models as the basis for performance appraisal and compensation has become widespread in business organizations. The competency movement was originally initiated by McClelland (1973) as an alternative to the trait and intelligence approaches in measuring and predicting human performance. Originally applied to the field of educational achievement testing, the competency approach was soon adopted for many business applications.While some eminent figures in the field have viewed the competency movement as revolutionary and the best way to measure and predict human performance (Lawler, 1994; McClelland, 1994, 1973), others have questioned the validity of the approac...Siehe den Gesamtinhalt dieses Dokumentes
Geförderte Links
