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The Relationship between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry


Author Info

  • Seong-Kook Kim

    (Department of Business Administration, Ewha Womans University, Seoul)

  • Ji-Sook Hong

    (Senior Consultant, Insung IDS, Seoul, Korea)

Registered author(s):


    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.

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    Bibliographic Info

    Article provided by Rainer Hampp Verlag in its journal Management Revue - The international Review of Management Studies.

    Volume (Year): 16 (2005)
    Issue (Month): 2 ()
    Pages: 259-271

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    Handle: RePEc:rai:mamere:1861-9908_mrev_2005_02_kim

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    Postal: Rainer Hampp Verlag, Marktplatz 5, 86415 Mering, Germany

    Related research

    Keywords: Competency; Salesperson Competency; Performance; Pharmaceutical Industry; Leader-Member Exchange; Korean Company;

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