PSYCHOLOGICAL ADAPTIVENESS AND SALES MANAGERS JOB-PERFORMANCE

With U.S. corporations beginning to focus on total quality and, thus, emphasizing a customer-orientation, it is increasingly necessary for all employees to correctly interpret situations and adapt appropriately to enhance performance. Our study focuses on sales manager psychological adaptiveness traits and their impact on sales manager performance Specifically, do the dimensions of androgyny and self-monitoring behavior differentiate between high and low performers? Expressiveness, instrumentality and modifying behavior distinguished higher performing managers, while sensitivity did not. Implications and future research areas are discussed