Premium
Interdependence as a Moderator of the Relationship Between Competitiveness and Objective Sales Performance
Author(s) -
Robie Chet,
Brown Douglas J.,
Shepherd William J.
Publication year - 2005
Publication title -
international journal of selection and assessment
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.812
H-Index - 61
eISSN - 1468-2389
pISSN - 0965-075X
DOI - 10.1111/j.1468-2389.2005.00324.x
Subject(s) - moderation , trait , psychology , personality , marketing , sales management , social psychology , business , computer science , programming language
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.