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Personality, grit, and psychological...

Coomer, Timothy L.

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Personality, grit, and psychological capital as they relate to sales performance.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Personality, grit, and psychological capital as they relate to sales performance./
Author:	Coomer, Timothy L.
Published:	Ann Arbor : ProQuest Dissertations & Theses, : 2016,
Description:	136 p.
Notes:	Source: Dissertation Abstracts International, Volume: 78-04(E), Section: A.
Contained By:	Dissertation Abstracts International78-04A(E).
Subject:	Business administration. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=10189823
ISBN:	9781369364767

Personality, grit, and psychological capital as they relate to sales performance.
Coomer, Timothy L.

Personality, grit, and psychological capital as they relate to sales performance. - Ann Arbor : ProQuest Dissertations & Theses, 2016 - 136 p.

Source: Dissertation Abstracts International, Volume: 78-04(E), Section: A.

Thesis (Ph.D.)--Oklahoma State University, 2016.

Salespeople produce significant value for organizations. The ability to identify or hire a salesperson with the capacity for higher than average performance is therefore important to sales managers and business owners. The extant literature has identified two personality traits that contribute to success as a salesperson: Conscientiousness and Extraversion. However, the recent emergence of new personality-related constructs of Honesty-Humility, grit, and psychological capital provide new opportunities to model job performance in a sales environment. The present study analyzed a complex model built with these constructs and found that Extraversion, fully mediated by psychological capital, drives performance. The study provides new insight into grit and psychological capital along with suggested new research opportunities.

ISBN: 9781369364767Subjects--Topical Terms:

3168311
Business administration.

Personality, grit, and psychological capital as they relate to sales performance.
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020 $a 9781369364767
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100 1 $a Coomer, Timothy L. $3 3280060
245 1 0 $a Personality, grit, and psychological capital as they relate to sales performance.
260 1 $a Ann Arbor : $b ProQuest Dissertations & Theses, $c 2016
300 $a 136 p.
500 $a Source: Dissertation Abstracts International, Volume: 78-04(E), Section: A.
500 $a Adviser: Julian C. Wallace.
502 $a Thesis (Ph.D.)--Oklahoma State University, 2016.
520 $a Salespeople produce significant value for organizations. The ability to identify or hire a salesperson with the capacity for higher than average performance is therefore important to sales managers and business owners. The extant literature has identified two personality traits that contribute to success as a salesperson: Conscientiousness and Extraversion. However, the recent emergence of new personality-related constructs of Honesty-Humility, grit, and psychological capital provide new opportunities to model job performance in a sales environment. The present study analyzed a complex model built with these constructs and found that Extraversion, fully mediated by psychological capital, drives performance. The study provides new insight into grit and psychological capital along with suggested new research opportunities.
590 $a School code: 0664.
650 4 $a Business administration. $3 3168311
650 4 $a Occupational psychology. $3 2122852
690 $a 0310
690 $a 0624
710 2 $a Oklahoma State University. $b Business Administration. $3 1286863
773 0 $t Dissertation Abstracts International $g 78-04A(E).
790 $a 0664
791 $a Ph.D.
792 $a 2016
793 $a English
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=10189823