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Personality, grit, and psychological...

Coomer, Timothy L.

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Personality, grit, and psychological capital as they relate to sales performance.

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Personality, grit, and psychological capital as they relate to sales performance./
作者:	Coomer, Timothy L.
出版者:	Ann Arbor : ProQuest Dissertations & Theses, : 2016,
面頁冊數:	136 p.
附註:	Source: Dissertation Abstracts International, Volume: 78-04(E), Section: A.
Contained By:	Dissertation Abstracts International78-04A(E).
標題:	Business administration. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=10189823
ISBN:	9781369364767

Personality, grit, and psychological capital as they relate to sales performance.
Coomer, Timothy L.

Personality, grit, and psychological capital as they relate to sales performance. - Ann Arbor : ProQuest Dissertations & Theses, 2016 - 136 p.

Source: Dissertation Abstracts International, Volume: 78-04(E), Section: A.

Thesis (Ph.D.)--Oklahoma State University, 2016.

Salespeople produce significant value for organizations. The ability to identify or hire a salesperson with the capacity for higher than average performance is therefore important to sales managers and business owners. The extant literature has identified two personality traits that contribute to success as a salesperson: Conscientiousness and Extraversion. However, the recent emergence of new personality-related constructs of Honesty-Humility, grit, and psychological capital provide new opportunities to model job performance in a sales environment. The present study analyzed a complex model built with these constructs and found that Extraversion, fully mediated by psychological capital, drives performance. The study provides new insight into grit and psychological capital along with suggested new research opportunities.

ISBN: 9781369364767Subjects--Topical Terms:

3168311
Business administration.

Personality, grit, and psychological capital as they relate to sales performance.
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