Bitte verwenden Sie diesen Link, um diese Publikation zu zitieren, oder auf sie als Internetquelle zu verweisen: https://hdl.handle.net/10419/78941 
Erscheinungsjahr: 
2005
Quellenangabe: 
[Journal:] Management Revue [ISSN:] 1861-9916 [Volume:] 16 [Issue:] 2 [Publisher:] Rainer Hampp Verlag [Place:] Mering [Year:] 2005 [Pages:] 259-271
Verlag: 
Rainer Hampp Verlag, Mering
Zusammenfassung: 
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.
Schlagwörter: 
competency
salesperson competency
performance
pharmaceutical industry
leader-member exchange
Korean company
Dokumentart: 
Article

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