Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/78941
Authors: 
Kim, Seong-kook
Hong, Ji-sook
Year of Publication: 
2005
Citation: 
[Journal:] Management Revue [ISSN:] 1861-9916 [Publisher:] Hampp [Place:] Mering [Volume:] 16 [Year:] 2005 [Issue:] 2 [Pages:] 259-271
Abstract: 
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.
Subjects: 
competency
salesperson competency
performance
pharmaceutical industry
leader-member exchange
Korean company
Document Type: 
Article

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