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The Impact of Resilience, Perceived ...

Meintjes, Anel,

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The Impact of Resilience, Perceived Organisational Support and Employee Engagement in a Competitive Sales Environment /

Record Type:	Electronic resources : Monograph/item
Title/Author:	The Impact of Resilience, Perceived Organisational Support and Employee Engagement in a Competitive Sales Environment // Anel Meintjes.
Author:	Meintjes, Anel,
Description:	1 electronic resource (106 pages)
Notes:	Source: Masters Abstracts International, Volume: 85-06.
Contained By:	Masters Abstracts International85-06.
Subject:	Investments. -
Online resource:	https://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=30712067
ISBN:	9798380942898

The Impact of Resilience, Perceived Organisational Support and Employee Engagement in a Competitive Sales Environment /
Meintjes, Anel,

The Impact of Resilience, Perceived Organisational Support and Employee Engagement in a Competitive Sales Environment /Anel Meintjes. - 1 electronic resource (106 pages)

Source: Masters Abstracts International, Volume: 85-06.

Sales are regarded as the lifeblood of any industry, with sales positions often viewed as the occupation contributing the most to organisational success. A contributing factor to this success is employee engagement, which has been identified as a significant driver of sales performance. The topography of the sales landscape is dynamic and competitive and the stressful nature of the job often leads to emotional exhaustion and a high turnover rate. There is thus a likelihood of low levels of engagement in sales employees. As a personal resource, a high level of resilience is needed for sales people to be successful and thrive. Sales staff often work alone in different geographical areas and they are more likely to be successful if they feel supported by their organisation. The aim of this study was to explore and quantify the relationship between resilience, perceived organisational support and employee engagement in a competitive sales environment. A broader understanding of resilience and perceived organisational support may provide sales organisations with a lever that can be used to create an environment where sales employees can progress in their level of engagement.Quantitative research methods were used to test the predetermined hypotheses regarding the relationship between variables. Data was collected from 125 sales representatives within a specific pharmaceutical organisation. Surveys were used to measure respondents' perceptions regarding employee engagement, resilience and organisational support within a cross-sectional timeframe. Factor analysis, multiple regression and analysis of variance were applied to determine whether a predictive relationship of significance exists among the variables. Factor validity and reliability were determined for all measurement scales.The study provided empirical evidence of a predictive relationship between perceived organisational support and employee engagement. Sales organisations' interventions to improve employee engagement should thus focus on perceived organisational support. This study contributes towards sales literature by including positive psychology and organisational support in a model of employee engagement.

English

ISBN: 9798380942898Subjects--Topical Terms:

566987
Investments.

The Impact of Resilience, Perceived Organisational Support and Employee Engagement in a Competitive Sales Environment /
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520 $a Sales are regarded as the lifeblood of any industry, with sales positions often viewed as the occupation contributing the most to organisational success. A contributing factor to this success is employee engagement, which has been identified as a significant driver of sales performance. The topography of the sales landscape is dynamic and competitive and the stressful nature of the job often leads to emotional exhaustion and a high turnover rate. There is thus a likelihood of low levels of engagement in sales employees. As a personal resource, a high level of resilience is needed for sales people to be successful and thrive. Sales staff often work alone in different geographical areas and they are more likely to be successful if they feel supported by their organisation. The aim of this study was to explore and quantify the relationship between resilience, perceived organisational support and employee engagement in a competitive sales environment. A broader understanding of resilience and perceived organisational support may provide sales organisations with a lever that can be used to create an environment where sales employees can progress in their level of engagement.Quantitative research methods were used to test the predetermined hypotheses regarding the relationship between variables. Data was collected from 125 sales representatives within a specific pharmaceutical organisation. Surveys were used to measure respondents' perceptions regarding employee engagement, resilience and organisational support within a cross-sectional timeframe. Factor analysis, multiple regression and analysis of variance were applied to determine whether a predictive relationship of significance exists among the variables. Factor validity and reliability were determined for all measurement scales.The study provided empirical evidence of a predictive relationship between perceived organisational support and employee engagement. Sales organisations' interventions to improve employee engagement should thus focus on perceived organisational support. This study contributes towards sales literature by including positive psychology and organisational support in a model of employee engagement.
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