Testing antecedents to sales performance in postapartheid era: A field study
Date
2006
Authors
Barbuto Jr. J.E.
Barbuto L.
De La Rey P.
Boshoff A.B.
Ye X.
Journal Title
Journal ISSN
Volume Title
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Abstract
The predictors of objectively measured sales performance were assessed with 245 sales representatives from a large South African life insurance company. Sales representatives completed measures of their locus of control, entrepreneurial attitudes, biographical history, and performance was assessed from company records of sales, net commissions earned, and lapse ratios. The nature of employment contract, job status, and race explained significant differences in performance outcomes. The predictive nature of locus of control and entrepreneurial attitudes for performance outcomes was tested using structural equation modeling procedures, with limited validity. The implications for research and practice are also discussed. © Psychological Reports 2006.
Description
Keywords
achievement, adult, article, attitude, Caucasian, commercial phenomena, control, female, human, income, insurance, male, middle aged, Negro, personnel management, policy, psychological aspect, self concept, social problem, South Africa, statistics, Achievement, Adult, African Continental Ancestry Group, Attitude, Commerce, Employee Performance Appraisal, Entrepreneurship, European Continental Ancestry Group, Female, Humans, Income, Insurance, Life, Internal-External Control, Male, Middle Aged, Public Policy, Race Relations, Self Concept, South Africa
Citation
Psychological Reports
99
2
99
2