Influence of Psychological Capital on the Gross Performance of Telesales Salespeople in a Wholesaler-Distributor Company

Q4 Psychology
Susiley Corrêa Costa, Sinésio Gomide Junior, Ligia Carolina Oliveira-Silva, Áurea de Fátima Oliveira
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引用次数: 0

Abstract

Abstract Raw performance and the factors that influence it is a relatively rare topic in Organizational and Work Psychology, especially in the context of Positive Organizational Behavior. This study aimed to verify whether psychological capital predicts the performance of salespeople in a wholesaler-distributor. The sample consisted of 237 salespeople who responded to the Inventory of Psychological Capital at Work (ICPT-25). The model test was performed through Structural Equation Modeling (SEM), which indicated that the proposed model, in which psychological capital predicted gross performance, was not corroborated. We argue that situational variables can be more robust predictors than individual variables. We propose that raw performance should be investigated with independent variables of a situational nature, such as leadership.
心理资本对批发-分销公司电话销售人员总绩效的影响
原始绩效及其影响因素是组织与工作心理学中一个相对少见的话题,尤其是在积极组织行为学的背景下。本研究旨在验证心理资本是否能预测批发商-分销商销售人员的绩效。样本由237名参与工作心理资本量表(ICPT-25)的销售人员组成。通过结构方程模型(SEM)进行模型检验,结果表明心理资本预测总绩效的模型不被证实。我们认为,情境变量可以比个体变量更可靠的预测。我们建议,原始绩效应该用情境性质的独立变量来研究,比如领导力。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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来源期刊
Psicologia: Teoria e Pesquisa
Psicologia: Teoria e Pesquisa Psychology-Psychology (all)
CiteScore
0.40
自引率
0.00%
发文量
24
审稿时长
48 weeks
期刊介绍: Psicologia: Teoria e Pesquisa is a journal published every three months by Instituto de Psicologia da Universidade de Brasília [Institute of Psychology - University of Brasília]. It aims at publishing original papers related to Psychology that fit into the following categories: research report, theoretical study, report of professional experience, critical literature review, short communication, letter to editor, technical note, review. News may also be published at the editor"s discretion. The authors assume responsibility for the articles signed; opinions and considerations included in the articles do not necessarily express the standing point of the Editorial Board.
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