Interdependence as a moderator of the relationship between competitiveness and objective sales performance

被引：12

作者：

Robie, C ^{[1
]}

Brown, DJ

Shepherd, WJ

机构：

[1] Wilfrid Laurier Univ, Sch Business & Econ, Waterloo, ON N2L 3C5, Canada

[2] Univ Waterloo, Waterloo, ON N2L 3G1, Canada

来源：

INTERNATIONAL JOURNAL OF SELECTION AND ASSESSMENT | 2005年 / 13卷 / 04期

关键词：

D O I：

10.1111/j.1468-2389.2005.00324.x

中图分类号：

B849 [应用心理学];

学科分类号：

040203 ;

摘要：

In this study, we investigated the moderating role of interdependence (a personality trait that measures the extent to which individuals desire working in a group-based, cooperative setting) on the relationship between competitiveness and one-year objective sales performance. On the basis of data from 133 sales representatives, results indicated that: (a) competitiveness was related to objective sales performance; and (b) interdependence moderated the relationship between competitiveness and objective sales performance such that competitiveness predicted objective sales performance more strongly for those who scored low in interdependence versus those who scored high in interdependence. Implications for sales selection and reward systems and directions for future research are considered.

引用

页码：274 / 281

页数：8

共 50 条

[31] DEGREE OF JOB FIT AS A MODERATOR OF RELATIONSHIP BETWEEN JOB PERFORMANCE AND JOB SATISFACTION
CARLSON, RE
PERSONNEL PSYCHOLOGY, 1969, 22 (02) : 159 - &
[32] THE RELATIONSHIP BETWEEN HIGH PERFORMANCE WORK SYSTEMS AND ORGANIZATIONAL PERFORMANCE: ENTREPRENEURIAL NETWORKS AS NEGATIVE MODERATOR
Wu, Bing
Wang, Zhongming
PROCEEDINGS OF ACADEMY OF INNOVATION AND ENTREPRENEURSHIP 2010, 2010, : 265 - 272
[33] Sustainability strategy as a moderator in the relationship between digital business strategy and financial performance
Ukko, Juhani
Nasiri, Mina
Saunila, Minna
Rantala, Tero
JOURNAL OF CLEANER PRODUCTION, 2019, 236
[34] Moderator Effect of Innovative Work Behavior on the Relationship Between Perceived Employee Performance and Firm Performance
Cicek, Berat
Isik, Metin
ESKISEHIR OSMANGAZI UNIVERSITESI IIBF DERGISI-ESKISEHIR OSMANGAZI UNIVERSITY JOURNAL OF ECONOMICS AND ADMINISTRATIVE SCIENCES, 2019, 14 (03): : 699 - 712
[35] INTERDEPENDENCE BETWEEN RELATIONSHIP QUALITY DIMENSIONS
Pepur, Mario
Mihanovic, Zoran
Arneric, Josip
CROATIAN OPERATIONAL RESEARCH REVIEW, 2011, 2 (01) : 255 - 263
[36] The Moderator Effect of Global Competitiveness Index on Dimensions of Logistics Performance Index
Cemberci, Murat
Civelek, Mustafa Emre
Canbolat, Neslihan
WORLD CONFERENCE ON TECHNOLOGY, INNOVATION AND ENTREPRENEURSHIP, 2015, : 1514 - 1524
[37] The moderating effect of outcome interdependence on the relationship between task conflict and group performance
Cunningham, George B.
Waltemyer, D. Scott
INTERNATIONAL JOURNAL OF SPORT PSYCHOLOGY, 2007, 38 (02) : 163 - 177
[38] INTERDEPENDENCE BETWEEN RELATIONSHIP QUALITY DIMENSIONS
Pepur, Mario
Mihanovic, Zoran
Arneric, Josip
CROATIAN OPERATIONAL RESEARCH REVIEW (CRORR), VOL 2, 2011, 2 : 255 - 263
[39] Age differences between leader and followers as a moderator of the relationship between transformational leadership and team performance
Kearney, Eric
JOURNAL OF OCCUPATIONAL AND ORGANIZATIONAL PSYCHOLOGY, 2008, 81 : 803 - 811
[40] The relationship between behaviour, process efficiency, and performance in sales and operations planning
Stentoft, Jan
Mikkelsen, Ole Stegmann
Freytag, Per Vagn
Rajkumar, Christopher
SUPPLY CHAIN FORUM, 2022, 23 (02): : 146 - 157

← 1 2 3 4 5 →