IDEAS home Printed from https://ideas.repec.org/a/rai/mamere/1861-9908_mrev_2005_02_kim.html
   My bibliography  Save this article

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

Author

Listed:
  • Seong-Kook Kim

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

  • Ji-Sook Hong

    () (Senior Consultant, Insung IDS, Seoul, Korea)

Abstract

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.

Suggested Citation

  • Seong-Kook Kim & Ji-Sook Hong, 2005. "The Relationship between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry," management revue. Socio-economic Studies, Rainer Hampp Verlag, vol. 16(2), pages 259-271.
  • Handle: RePEc:rai:mamere:1861-9908_mrev_2005_02_kim
    as

    Download full text from publisher

    File URL: http://www.hampp-verlag.de/hampp_e-journals_mrev.htm#205
    Download Restriction: no

    More about this item

    Keywords

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

    JEL classification:

    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business
    • J53 - Labor and Demographic Economics - - Labor-Management Relations, Trade Unions, and Collective Bargaining - - - Labor-Management Relations; Industrial Jurisprudence
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. 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). General contact details of provider: http://www.hampp-verlag.de/ .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.