The Relationship between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry
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.
Volume (Year): 16 (2005)
Issue (Month): 2 ()
|Contact details of provider:|| Web page: http://www.hampp-verlag.de/|
|Order Information:|| Postal: Rainer Hampp Verlag, Marktplatz 5, 86415 Mering, Germany|
Web: http://www.hampp-verlag.de/ Email:
When requesting a correction, please mention this item's handle: RePEc:rai:mamere:1861-9908_mrev_2005_02_kim. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Rainer Hampp)
If references are entirely missing, you can add them using this form.