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The Relationship between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry

Author

Listed:
  • Seong-Kook Kim

    (Department of Business Administration, Ewha Womans University, Seoul)

  • Ji-Sook Hong

    (Senior Consultant, Insung IDS, Seoul, Korea)

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.

Suggested Citation

  • Seong-Kook Kim & Ji-Sook Hong, 2005. "The Relationship between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry," management revue. Socio-economic Studies, Rainer Hampp Verlag, vol. 16(2), pages 259-271.
    • Handle: RePEc:rai:mamere:1861-9908_mrev_2005_02_kim
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    Cited by:

    1. Gabrevičienė Aušra & Petrošienė Birutė & Šidlauskienė Danguolė, 2019. "Personal Qualities in the Context of Sales Manager Competence Development," Economics and Culture, Sciendo, vol. 16(2), pages 46-57, December.

    More about this item

    Keywords

    Competency; Salesperson Competency; Performance; Pharmaceutical Industry; Leader-Member Exchange; Korean Company;
    All these keywords.

    JEL classification:

    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business
    • J53 - Labor and Demographic Economics - - Labor-Management Relations, Trade Unions, and Collective Bargaining - - - Labor-Management Relations; Industrial Jurisprudence
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

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