Investigation of the Effect of Personal Values and Personal Traits as Mediator Variables on Job Satisfaction and Sales Performance

Yıl 2023, Cilt: 21 Sayı: 47, 146 - 168, 28.01.2023

Eda İlhan , Umut Eroğlu , Duygu Toygur Eroglu

https://doi.org/10.35408/comuybd.1197149

Öz

Values and personality influence decision-making, motivation, attitude, interpersonal relationships, behavior, and performance. Personal values influence traits; people try to behave in a way that is consistent with their values. Values are the drivers of behavior, including workplace behavior. The relationship between personal values and behavioral outcomes may have been explored empirical studies in various disciplines but limited to a few studies in management. In addition, the effect of job values on performance, in general, was investigated. However, when the effect of personal values on performance and job satisfaction is considered, it becomes clear how important it is to study this subject. Although many studies identify the antecedents of job satisfaction, the relationship of the Big Five personalities with job satisfaction has been much less studied. The aim of this study; It examines both direct and mediating relationships between values, personality, job satisfaction, and performance. Relationships were examined within the framework of Value Perception Theory. In the analysis, personal traits and personal values were measured formatively, while job satisfaction and sales performance were measured reflectively. It was found that personality traits do not have a mediating effect on the relationship between personal values and job satisfaction, and personality traits have a mediating effect on the relationship between personal values and sales performance. The theoretical contribution; It examines the mediating role of personality traits and provides more detailed information on the effects of values on sales performance and job satisfaction. The practical contribution; considering the impact of personality traits and values on performance, the candidate offers ideas for determining personality traits and values before making the final hiring decision.

Anahtar Kelimeler

Personal Values, Personality Traits, Job Satisfaction, Sales Performance, PLS Structural Equation.

Kaynakça

• Allen, N.J. and Meyer, J.P. (1991). A Three-Component Conceptualization of Organizational Commitment. Human Resource Management Review, 1, 61-89.
• Barrick M. R. and Mount M. K. (1991). The Big Five Personality Dimensions And Job Performance: A Meta-Analysis. Personnel Psychology, 44, 1-26.
• Barrick M. R., Mount M. K. and Judge T. A. (2001). Personality and Performance at the Beginning of the New Millennium: What Do We Know and Where Do We Go Next?. International Journal Of Selection And Assessment, 9 (½), 9-30.
• Bardi A. and Schwartz S. H. (2003). Values and Behavior: Strength and Structure of Relations. Society for Personality and Social Psychology, 1207-1220.
• Bashir, B., & Gani, A. (2020). Testing The Effects Of Job Satisfaction On Organizational Commitment. Journal of Management Development, 39(4), 525-542.
• Bilsky W., & Schwartz S. H. (1994). Values and Personality. European Journal of Personality, 8, 163-181.
• Brown S. P. & Peterson R. A. (1993). Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects. Journal of Marketing Research, 30(1), 63-77.
• Burke L.A., Witt L.A. (2002). Moderators of The Openness To Experience-Performance Relationship. Journal of Managerial Psychology, 17 (8), 713.
• Costa, P. T., & McCrae, R. R. (1992). The Five-Factor Model Of Personality And Its Relevance To Personality Disorders”, Journal of Personality Disorders, 6(4), 343-359.
• Costa, P. T., Jr., Terracciano, A., & McCrae, R. R. (2001). Gender differences in personality traits across cultures: Robust and surprising findings, Journal of Personality and Social Psychology, 81(2), 322-331.
• Digman, J. M., & Takemoto-Chock, N. K. (1981). Factors in the natural language of personality: Re-analysis, comparison, and interpretation of six major studies”, Multivariate Behavioral Research, 16(2), 149-170.
• Djakasaputra, A., Wijaya, O., Utama, A., Yohana, C., Romadhoni, B., & Fahlevi, M. (2021).Empirical study of Indonesian SMEs Sales Performance in Digital Era: The Role of Quality Service and Digital Marketing. International Journal of Data and Network Science.
• Doğan D. (2019). SmartPLS ile Veri Analizi, 2. Baskı, Ankara:Zet Yayınları.
• Dollinger S. J., Leong F. T. L., Ulicni S. K. (1996). On Traits and Values: With Special Reference to Openness to Experience. Journal of Research In Personality, 30, 23-41.
• Dubinsky A. J., Kotabe M., Lim C. U., Wagner W. (1997). The Job Impact of Values on Salespeople's Responses: A Cross-National Investigation.. Journal of Business Research, 39,195-208.
• Finegan, J. E. (2000). The Impact Of Person And Organizational Values On Organizational Commitment. Journal of Occupational and Organizational Psychology, 73(2), 149-169.
• Furnham A., Zacherl M. (1986). Personality And Job Satisfaction. Person. Individ. Diff., 7 (4), 453-459.
• Furnham A., Fudge C. (2008). The Five FactorModel of Personality and Sales Performance. Journal of Individual Differences, 29(1), 11-16.
• Gelade G. A., Dobson P., Gilbert P. (2006). National Differences In Organizational Commitment: Effect of Economy, Product of Personality, or Consequence of Culture?. Journal of Cross-Cultural Psychology, 37 (5), 542-556.
• Graziano, W. G., & Eisenberg, N. (1997). Agreeableness: A Dimension of Personality, In R. Hogan, J. A. Johnson, & S. R. Briggs (Eds.). Handbook of personality psychology, 795-824.
• Goldberg, L. R. (1990). An Alternative ‘Description of Personality’: The Big-Five Factor Structure. Journal of Personality and Social Psychology, 59(6), 1216-1229.
• Goldberg L. R. (1992). The Development of Markers fort he Big-Five Factor Structure. Psychological Assessment, 4(1), 26-42. Hair J. F., Hult G.T. M., Ringle C. M., Sarstedt Marko (2014). A Primer On Partial Least Squares Structural Equation Modeling (Pls-Sem). SAGE Publications Ltd.
• Hair, J. F., Sarstedt, M., Ringle, C. M., & Gudergan, S. P. (2017). Advanced Issues in Partial Least Squares Structural Equation Modeling (PLS-SEM). Thousand Oaks, CA: Sage.
• Hajhoseiny S., Fathi Z., Shafiei H. (2019). Are Those with Darker Personality Traits more Willing to Corrupt When They Feel Anxious. Iranian Journal of Management Studies (IJMS), 12(3), 451-479.
• Harrison, D. A., Newman, D. A., & Roth, P. L. (2006). How Important Are Job Attitudes? Meta-Analytic Comparisons of Integrative Behavioral Outcomes and Time Sequences. Academy of Management Journal, 49(2), 305-325.
• Hau Le N., Thuy P. N. (2012). Impact Of Service Personal Values on Service Value And Customer Loyalty: A Cross-Service Industry Study. Service Business An International Journal, 6 (2), 137-155.
• Henseler J. , Ringle C. M., Sarstedt M. (2015). A New Criterion for Assessing Discriminant Validity in Variance-Based Structural Equation Modeling. J. of the Acad. Mark. Sci., 43, 115-135. Herjanto H., Franklin D. (2019). Investigating Salesperson Performance Factors: A Systematic Review of The Literature on The Characteristics of Effective Salespersons. Australasian Marketing Journal, 104-112.
• Hogan, J., & Holland, B. (2003). Using Theory To Evaluate Personality and Job-Performance Relations: A Socioanalytic Perspective. Journal of Applied Psychology, 88(1), 100-112.
• Hurtz G. M., Donovan J. J. (2000). Personality and Job Performance: The Big Five Revisited. Journal of Applied Psychology, 85 (6), 869-879.
• Ismail H. N., Karkoulian S., Kertechian S. K. (2019). Which Personal Values Matter Most? Job Performance And Job Satisfaction Across Job Categories. International Journal of Organizational Analysis, 1-17. John O. P., Srivastava S. (1999). The Big-Five Trait Taxonomy: History, Measurement, and Theoretical Perspectives, In L. A. Pervin & O. P. John (Eds.), Handbook of personality: Theory and research (Vol. 2, 102–138). New York: Guilford Press.
• Judge T. A., Heller D., Mount M. K. (2002). Five-Factor Model of Personality and Job Satisfaction: A Meta-Analysis. Journal of Applied Psychology, 87(3), 530-541.
• Judge T. A., Martocchio J. J., Thoresen C. J. (1997). Five-Factor Model of Personality and Employee Absence. Journal of Applied Psychology, 82(5), 745-755.
• Judge, T. A., Higgins, C. A., Thoresen, C. J., & Barrick, M. R. (1999). The Big Five Personality Traits, General Mental Ability, and Career Success Across The Life Span. Personnel Psychology, 52(3), 621-652.
• Judge T. and Klinger, R. (2008). Job Satisfaction: Subjective Well-Being at Work. In: Eid, M. and Larsen, R., Eds., The Science of Subjective Well-Being, Guilford Publications, New York, 393-413.
• Keser A., Bilir K. B. Ö. (2019). İş Tatmini Ölçeğinin Türkçe Güvenilirlik Ve Geçerlilik Çalışması. Kırklareli Üniversitesi Sosyal Bilimler Dergisi, 3(3), 229-239.
• Klinger R., Mallon M. (2015). Personality and Values at Work. International Encyclopedia of the Social & Behavioral Sciences, 2nd edition, 17, 821-826.
• Kumar R., Ramendran C., Yacob P. (2012). A Study on Turnover Intention in Fast Food Industry: Employees’ Fit to the Organizational Culture and the Important of their Commitment. International Journal of Academic Research in Business and Social Sciences, 2 (5), 9-42.
• Locke, E. A. (1976). The Nature and Causes of Job Satisfaction. In M. D. Dunnette (Ed.), Handbook of Industrial and Organizational Psychology. Palo Alto, CA: Consulting Psychologists Press, 1297-1349.
• Loveland J. M., Lounsbury J. W., Park Soo-H., Jackson D. W. (2015). Are Salespeople Born or Made? Biology, Personality, and The Career Satisfaction of Salespeople. Journal of Business & Industrial Marketing, 30(2), 233-240.
• Neubert S. P. (2004). The Five-Factor Model of Personality in The Work¬place, 2004, Retrieved from http://www.personalityresearch.org/papers/ neubert.html.
• Nikolaou I., Robertson I. T. (2001). The Five-Factor Model of Personality and Work Behaviour in Greece. European Journal of Work And Organizational Psychology, 10 (2), 161-186.
• Norman, W. T. (1963). Toward an Adequate Taxonomy of Personality Attributes: Replicated Factor Structure in Peer Nomination Personality Ratings. The Journal of Abnormal and Social Psychology, 66(6), 574-583.
• Maertz, C. P., Jr., & Campion, M. A. (2004). Profiles in Quitting: Integrating Process and Content Turnover Theory. Academy of Management Journal, 47(4), 566-582.
• Mahlamäki T., Uusitalo O., Ojala M. (2014). The Influence Of Personality On The Job Performance Of Key Account Managers. Work in Progress Paper, 1-13.
• Maria S., Darma D., Setyawan H. (2020) PLS-SEM to Predict the Relationship between Procedural Justice, Organizational Commitment, OCB, and Job Satisfaction. Journal of Wellbeing Management and Applied Psychology, 3(3), 1-13. McCrae, R. R., & Costa, P. T. (1987). Validation of the Five-Factor Model of Personality Across Instruments and Observers. Journal of Personality and Social Psychology, 52(1), 81-90.
• McCrae, R. R., & Costa, P. T. (1991). The NEO Personality Inventory: Using the Five-Factor Model in counseling. Journal of Counseling & Development, 69(4), 367-372.
• McCrae, R. R., & Costa, P. T., Jr. (1996). Toward a New Generation of Personality Theories: Theoretical Contexts for The Five-Factor Model. In J. S. Wiggins (Ed.), The Five-Factor Model of Personality: Theoretical Perspectives, 51-87.
• McCrae, R. R., & Costa, P. T., Jr. (1999). A Five-Factor Theory of Personality, In L. A. Pervin & O. P. John (Eds.), Handbook of Personality: Theory and Research, 139-153. Mkoji D., Sikalieh D. (2012). The Influence of Personality Dimensions on Organizational Performance. International Journal of Humanities and Social Science, 2(17), 184-194. Myszkowski N., Storme M., Tavani Jean-L. (2019). Are Reflective Models Appropriate for Very Short Scales? Proofs of Concept of Formative Models Using The Ten‐Item Personality Inventory. Journal of Personality, 87(2), 363-372.
• Ohiomah, A., Andreev, P., Benyoucef, M., & Hood, D. (2019). The Role of Lead Management Systems in Inside Sales Performance. Journal of Business Research, 102, 163-177.
• Olver J. M., Mooradian T. A. (2003). Personality Traits and Personal Values: a Conceptual and Empirical Integration. Personality and Individual Differences, 35, 109-125.
• Ones D. S., Mount M. K., Barrick M. R., Hunter J. E. (1994). Personality And Job Performance: A Critique Of The Tett, Jackson, And Rothstein (1991) Meta-Analysis. Personnel Psychology, 47, 147-156.
• Organ D. W., Andreas L. (1995). Personality, Satisfaction, and Organizational Citizenship Behavior. The Journal of Social Psychology, 339-350.
• Parks L., Guay R. P. (2009). Personality, Values, and Motivation. Personality and Individual Differences, 47, 675-684.
• Parks L., Guay R. P. (2012). Can Personal Values Predict Performance? Evidence in an Academic Setting. Applied Psychology: An International Review, 61(1), 149-173.
• Parks-Leduc L., Feldman G., Bardi A. (2015). Personality Traits and Personal Values: A Meta-Analysis. Personality and Social Psychology Review, 19(1), 3-29. Ramayah, T., Cheah J., Chuah F., Ting H., Memon M. A. (2018). Partial Least Squares Structural Equation Modeling (PLS-SEM) Using SmartPLS 3.0: An Updated Guide and Practical Guide to Statistical Analysis (2nd Ed.), Kuala Lumpur, Malaysia: Pearson.
• Rammstedt B., John O. P. (2007). Measuring Personality In One Minute or Less: A 10-Item Short Version of The Big Five Inventory In English and German. Journal of Research In Personality, 41, 203–212.
• Rigdon E. E., Sarstedt M., Ringle C. M. (2017). On Comparing Results from CB-SEM and PLS-SEM: Five Perspectives and Five Recommendations. Marketing ZFP, 39(3), 4-16.
• Roccas S., Sagiv L., Schwartz S. H., Knafo A. (2002). The Big Five Personality Factors and Personal Values. Personality and Social Psychology Bulletin, 28, 789-801.
• Rodell, J. B., & Colquitt, J. A. (2009). Looking Ahead in Times of Uncertainty: The Role of Anticipatory Justice in an Organizational Change Context”, Journal of Applied Psychology, 94(4), 989-1002.
• Rokeach M. (1973). The Nature of Human Values, New York: Free Press.
• Sarstedt Marko, Ringle Christian M., Hair Joseph F. (2017). Partial Least Squares Structural Equation Modeling, C. Homburg et al. (eds.). Handbook of Market Research, Heidelberg: Springer, 1-40.
• Schwartz, S. H., & Bilsky, W. (1987). Toward a Universal Psychological Structure of Human Values. Journal of Personality and Social Psychology, 53(3), 550-562.
• Schwartz S. H. (1994). Are There Universal Aspects in the Structure and Contents of Human Values. Journal of Social Issues, 50(4), 19-45.
• Swenson M. J., Herche J. (1994). Social Values and Salesperson Performance: An Empirical Examination. Journal of the Academy of Marketing Science, 22, 283-289.
• Sujan H., Weitz B. A., Kumar N. (1994). Learning Orientation, Working Smart, and Effective Selling. Journal of Marketing, 58(3), 39-52.
• Tehseen S., Sajilan S., Gadar K., Ramayah T. (2017). Assessing Cultural Orientation As A Reflective-Formative Second Order Construct-A Recent PLS-SEM Approach. Review of Integrative Business and Economics Research, 6 (2), 38-63.
• Therasa C., Vijayabanu C. (2015). The Impact of Big Five Personality Traits and Positive Psychological Strengths Towards Job Satisfaction: a Review. Periodica Polytechnica Social and Management Sciences, 23(2), 142-150.
• Thien L. M., Thurasamy R., Razak N. A. (2014). Specifying And Assessing A Formative Measure For Hofstede’s Cultural Values: A Malaysian Study. Quality & Quantity International Journal of Methodology, 48(6), 3327-3342.
• Tokar D. M., Subich L. M. (1997). Relative Contributions of Congruence and Personality Dimensions to Job Satisfaction. Journal of Vocational Behavior 50, 482-491.
• Tupes, E.C., Christal, R.E. (1961). Recurrent Personality Factors based on Trait Ratings. USAF ASD Tech. Rep. ,61-97.
• Weiss, H. M., & Cropanzano, R. (1996). Affective Events Theory: A Theoretical Discussion of the Structure, Causes and Consequences of Affective Experiences at Work. In B. M. Staw & L. L. Cummings (Eds.), Research in Organizational Behavior: An Annual Series of Analytical Essays and Critical Reviews, 18, 1-74.
• Vinchur A. J., Schippmann J. S., Switzer F. S., Roth P. L. (1998). A Meta-Analytic Review of Predictors of Job Performance for Salespeople. Journal of Applied Psychology, 83(4), 586-597.
• Yahyagil M. Y. (2015). Values, Feelings, Job Satisfaction and Well-Being: the Turkish Case. Management Decision, 53(10), 1-25.
• Yu T.-Y., Yu T.-K. (2017). The Moderating Effects of Students’ Personality Traits on Pro-Environmental Behavioral Intentions in Response to Climate Change. Int. J. Environ. Res. Public Health, 14, 1472, 1-20.