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Analysis of the Mediating Effect of Personal Values in the Relationship between Salesperson Personality Traits and Sales Performance

Yıl 2021, Cilt: 14 Sayı: 2, 417 - 446, 31.12.2021
https://doi.org/10.37093/ijsi.890750

Öz

In the personal sales process, salespeople's technical competence and their personal characteristics and values ​​are reflected in their sales performance as a trigger of their interactions with customers. Although Personality and personal values ​​can be used interchangeably, they are interactive but independent structures and play a significant role in the personal selling process. This study focuses on determining the mediating role of values ​​between personality and performance as a reflection of this role. The article examines both direct and intermediary contextual relationships on the sales performance of structures. As a result of the analysis performed with the PLS method, personality and values ​​were formally measured (formative) sales performance reflectively. Hypothesis tests for the interaction mentioned above reveal that the relationships between both are positive and significant.

Kaynakça

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  • Awadh, A. M., & Wan Ismail, W. (2012). The impact of personality traits and employee work-related attitudes on employee performance with the moderating effect of organizational culture: the case of Saudi Arabia. Asian Journal of Business and Management Sciences, 1(10), 108-127.
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  • Barrick, M. R., & Mount, M. K. (1993). Autonomy as a moderator of the relationships between the big five personality dimensions and job performance. Journal of applied Psychology, 78(1), 111.
  • Barrick, M. R., Mount, M. K., & 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(1‐2), 9-30.
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  • Choi, Y., & Lee, D. (2014). Psychological capital, big five traits, and employee outcomes. Journal of Managerial Psychology.
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Satış Elemanlarının Kişilik Özellikleri ve Satış Performansı İlişkisinde Kişisel Değerlerin Aracı Etkisinin Analizi

Yıl 2021, Cilt: 14 Sayı: 2, 417 - 446, 31.12.2021
https://doi.org/10.37093/ijsi.890750

Öz

Kişisel satış sürecinde satış elemanlarının teknik yeterliliği ile birlikte sahip oldukları kişilik özellikleri ve değerler, müşteri ile olan etkileşimlerinin bir tetikleyicisi olarak satış performanslarına yansımaktadır. Kişilik ve değerler birbirlerinin yerine geçen kavramlar olarak kullanılagelse de, etkileşimli ama bağımsız yapılardır ve kişisel satış sürecinde ciddi bir öneme sahiptirler. Mevcut makale söz konusu önemin bir yansıması olarak değerlerin kişilik ve performans arasında aracılık rolünü belirlemeye odaklanmıştır. Makale yapıların satış performansı üzerinde hem doğrudan hem de aracı bağlamlı ilişkileri incelemektedir. PLS yöntemi ile gerçekleştirilen analiz neticesinde kişilik ve değerler formatif (biçimlendirici) satış performansı ise reflektif olarak ölçülmüştür. Yukarıda belirtilen etkileşime yönelik hipotez testleri, aradaki ilişkilerin pozitif ve anlamlı olduğu sonucunu ortaya koymaktadır.

Kaynakça

  • Abdullah, I., Omar, R., & Rashid, Y. (2013). Effect of personality on organizational commitment and employees’ performance: Empirical evidence from banking sector of Pakistan. Middle-East Journal of Scientific Research, 18(6), 759-766.
  • Allport, G. W., & Odbert H. S., (1936). Trait-names: A psycho-lexical study, Psychological Monographs, 47(1), i
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  • Anselmi, K., & Zemanek, J. E. (1997). Relationship selling: How personal characteristics of salespeople affect buyer satisfaction. Journal of Social Behavior and Personality, 12(2), 539.
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  • Asendorpf, J. B., & Wilpers, S. (1998). Personality effects on social relationships. Journal of Personality and Social Psychology, 74, 1531–1544.
  • Awadh, A. M., & Wan Ismail, W. (2012). The impact of personality traits and employee work-related attitudes on employee performance with the moderating effect of organizational culture: the case of Saudi Arabia. Asian Journal of Business and Management Sciences, 1(10), 108-127.
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  • Barrick, M. R., & Mount, M. K. (1993). Autonomy as a moderator of the relationships between the big five personality dimensions and job performance. Journal of applied Psychology, 78(1), 111.
  • Barrick, M. R., Mount, M. K., & 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(1‐2), 9-30.
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  • Behrman, D. N., & Perreault Jr, W. D. (1982). Measuring the performance of industrial salespersons. Journal of Business Research, 10(3), 355-370.
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  • Chin, W. W. (1998). The partial least squares approach to structural equation modeling. Modern methods for business research, 295(2), 295-336.
  • Choi, Y., & Lee, D. (2014). Psychological capital, big five traits, and employee outcomes. Journal of Managerial Psychology.
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  • Costa, P. T. Jr., & McCrae, R. R. (1998). Trait theories of personality. In D. F. Barone, M. Hersen, & V. B. Van Hasselt (Eds.), Advanced personality (pp. 103–121). New York: Plenum Press.
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  • McCrae, R. R., & Costa, P. T. Jr. (1990). Personality in adulthood. New York: Guilford Press.
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  • 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 (2nd ed.) (pp. 139–153). New York: Guilford Press
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  • Tuncer, B. (2019). Satış Temsilcilerinin Girişimci Kişilik Özelliklerinin Kuşak Farklılıklarına Göre İncelenmesi: Muğla İli Örneği. Girişimcilik İnovasyon ve Pazarlama Araştırmaları Dergisi, 3(5), 14-29.
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Toplam 107 adet kaynakça vardır.

Ayrıntılar

Birincil Dil Türkçe
Bölüm Makaleler
Yazarlar

Can Efecan Akhan

Eda İlhan 0000-0002-5626-3294

Murat Hakan Altıntaş 0000-0001-8517-0540

Yayımlanma Tarihi 31 Aralık 2021
Gönderilme Tarihi 4 Mart 2021
Yayımlandığı Sayı Yıl 2021 Cilt: 14 Sayı: 2

Kaynak Göster

APA Akhan, C. E., İlhan, E., & Altıntaş, M. H. (2021). Satış Elemanlarının Kişilik Özellikleri ve Satış Performansı İlişkisinde Kişisel Değerlerin Aracı Etkisinin Analizi. International Journal of Social Inquiry, 14(2), 417-446. https://doi.org/10.37093/ijsi.890750

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