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Interdependence as a Moderator of the Relationship Between Competitiveness and Objective Sales Performance (2005)

Robie, Chet ; Brown, Douglas J. ; Shepherd, William J.

Oxford, UK : Blackwell Publishing Ltd

International journal of selection and assessment 13 (2005), S. 0

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ISSN: 1468-2389

Source: Blackwell Publishing Journal Backfiles 1879-2005

Topics: Economics

Notes: In this study, we investigated the moderating role of interdependence (a personality trait that measures the extent to which individuals desire working in a group-based, cooperative setting) on the relationship between competitiveness and one-year objective sales performance. On the basis of data from 133 sales representatives, results indicated that: (a) competitiveness was related to objective sales performance; and (b) interdependence moderated the relationship between competitiveness and objective sales performance such that competitiveness predicted objective sales performance more strongly for those who scored low in interdependence versus those who scored high in interdependence. Implications for sales selection and reward systems and directions for future research are considered.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1111/j.1468-2389.2005.00324.x

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