Artikel
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.
- Language
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Englisch
- Bibliographic citation
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Journal: Management Revue ; ISSN: 1861-9916 ; Volume: 16 ; Year: 2005 ; Issue: 2 ; Pages: 259-271 ; Mering: Rainer Hampp Verlag
- Classification
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Management
- Subject
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competency
salesperson competency
performance
pharmaceutical industry
leader-member exchange
Korean company
Verkaufspersonal
Kompetenz
Qualifikation
Pharmazeutische Industrie
Südkorea
- Event
-
Geistige Schöpfung
- (who)
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Kim, Seong-kook
Hong, Ji-sook
- Event
-
Veröffentlichung
- (who)
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Rainer Hampp Verlag
- (where)
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Mering
- (when)
-
2005
- Handle
- Last update
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10.03.2025, 11:43 AM CET
Data provider
This object is provided by:
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. If you have any questions about the object, please contact the data provider.
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. If you have any questions about the object, please contact the data provider.
Object type
- Artikel
Associated
- Kim, Seong-kook
- Hong, Ji-sook
- Rainer Hampp Verlag
Time of origin
- 2005
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