{"title":"心理资本对批发-分销公司电话销售人员总绩效的影响","authors":"Susiley Corrêa Costa, Sinésio Gomide Junior, Ligia Carolina Oliveira-Silva, Áurea de Fátima Oliveira","doi":"10.1590/0102.3772e39511.en","DOIUrl":null,"url":null,"abstract":"Abstract Raw performance and the factors that influence it is a relatively rare topic in Organizational and Work Psychology, especially in the context of Positive Organizational Behavior. This study aimed to verify whether psychological capital predicts the performance of salespeople in a wholesaler-distributor. The sample consisted of 237 salespeople who responded to the Inventory of Psychological Capital at Work (ICPT-25). The model test was performed through Structural Equation Modeling (SEM), which indicated that the proposed model, in which psychological capital predicted gross performance, was not corroborated. We argue that situational variables can be more robust predictors than individual variables. We propose that raw performance should be investigated with independent variables of a situational nature, such as leadership.","PeriodicalId":35395,"journal":{"name":"Psicologia: Teoria e Pesquisa","volume":null,"pages":null},"PeriodicalIF":0.0000,"publicationDate":"2023-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"Influence of Psychological Capital on the Gross Performance of Telesales Salespeople in a Wholesaler-Distributor Company\",\"authors\":\"Susiley Corrêa Costa, Sinésio Gomide Junior, Ligia Carolina Oliveira-Silva, Áurea de Fátima Oliveira\",\"doi\":\"10.1590/0102.3772e39511.en\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"Abstract Raw performance and the factors that influence it is a relatively rare topic in Organizational and Work Psychology, especially in the context of Positive Organizational Behavior. This study aimed to verify whether psychological capital predicts the performance of salespeople in a wholesaler-distributor. The sample consisted of 237 salespeople who responded to the Inventory of Psychological Capital at Work (ICPT-25). The model test was performed through Structural Equation Modeling (SEM), which indicated that the proposed model, in which psychological capital predicted gross performance, was not corroborated. We argue that situational variables can be more robust predictors than individual variables. We propose that raw performance should be investigated with independent variables of a situational nature, such as leadership.\",\"PeriodicalId\":35395,\"journal\":{\"name\":\"Psicologia: Teoria e Pesquisa\",\"volume\":null,\"pages\":null},\"PeriodicalIF\":0.0000,\"publicationDate\":\"2023-01-01\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"Psicologia: Teoria e Pesquisa\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.1590/0102.3772e39511.en\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"Q4\",\"JCRName\":\"Psychology\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"Psicologia: Teoria e Pesquisa","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1590/0102.3772e39511.en","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q4","JCRName":"Psychology","Score":null,"Total":0}
Influence of Psychological Capital on the Gross Performance of Telesales Salespeople in a Wholesaler-Distributor Company
Abstract Raw performance and the factors that influence it is a relatively rare topic in Organizational and Work Psychology, especially in the context of Positive Organizational Behavior. This study aimed to verify whether psychological capital predicts the performance of salespeople in a wholesaler-distributor. The sample consisted of 237 salespeople who responded to the Inventory of Psychological Capital at Work (ICPT-25). The model test was performed through Structural Equation Modeling (SEM), which indicated that the proposed model, in which psychological capital predicted gross performance, was not corroborated. We argue that situational variables can be more robust predictors than individual variables. We propose that raw performance should be investigated with independent variables of a situational nature, such as leadership.
期刊介绍:
Psicologia: Teoria e Pesquisa is a journal published every three months by Instituto de Psicologia da Universidade de Brasília [Institute of Psychology - University of Brasília]. It aims at publishing original papers related to Psychology that fit into the following categories: research report, theoretical study, report of professional experience, critical literature review, short communication, letter to editor, technical note, review. News may also be published at the editor"s discretion. The authors assume responsibility for the articles signed; opinions and considerations included in the articles do not necessarily express the standing point of the Editorial Board.