Self-discipline and protective self-monitoring in sales: a latent growth curve analysis
Kückelhaus, BP; Blickle, G; Titze, JL; et al.Wihler, A
Date: 4 July 2020
Article
Journal
Personality and Individual Differences
Publisher
Elsevier
Publisher DOI
Abstract
Field sales jobs receive continued attention in research because of their importance to the success of enterprises. This study aimed to test how self-discipline and protective self-monitoring impact the predicted performance of field salespeople in three consecutive years. Previous research found that organizational tenure is a predictor ...
Field sales jobs receive continued attention in research because of their importance to the success of enterprises. This study aimed to test how self-discipline and protective self-monitoring impact the predicted performance of field salespeople in three consecutive years. Previous research found that organizational tenure is a predictor of the core task performance in a broad variety of jobs. We hypothesized that trait self-discipline will moderate the tenure–performance relation. Furthermore, we hypothesized that the protective self-monitoring personality trait will lead to more other-directed impression management behaviors if this trait is activated by social stress associated with a low-prestige educational background. We predictively assessed the impact of trait self-discipline and protective self-monitoring on objective sales performance data drawn from the archival data of N = 147 salespeople (84% males, Mage = 38.9 years) with a latent growth curve analysis. In line with our hypotheses we found that the higher the self-discipline, the more strongly tenure predicted sales performance. Furthermore, we found that the protective self-monitoring trait predicted increases in sales performance when salespeople had a low prestigious educational background. Unexpectedly, we additionally found that when salespeople had a prestigious educational background, low protective self-monitoring also predicted increases in sales performance.
Management
Faculty of Environment, Science and Economy
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