Interdependence as a moderator of the relationship between competitiveness and objective sales performance

被引：12
|
作者：
Robie, C [1 ]
Brown, DJ
Shepherd, WJ
机构：
[1] Wilfrid Laurier Univ, Sch Business & Econ, Waterloo, ON N2L 3C5, Canada
[2] Univ Waterloo, Waterloo, ON N2L 3G1, Canada
来源：
INTERNATIONAL JOURNAL OF SELECTION AND ASSESSMENT | 2005年 / 13卷 / 04期
关键词：
D O I：
10.1111/j.1468-2389.2005.00324.x
中图分类号：
B849 [应用心理学];
学科分类号：
040203 ;
摘要：
In this study, we investigated the moderating role of interdependence (a personality trait that measures the extent to which individuals desire working in a group-based, cooperative setting) on the relationship between competitiveness and one-year objective sales performance. On the basis of data from 133 sales representatives, results indicated that: (a) competitiveness was related to objective sales performance; and (b) interdependence moderated the relationship between competitiveness and objective sales performance such that competitiveness predicted objective sales performance more strongly for those who scored low in interdependence versus those who scored high in interdependence. Implications for sales selection and reward systems and directions for future research are considered.
引用
收藏
页码：274 / 281
页数：8
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