The Moderating Effect of LMX between Salesperson Competencies and Work Performance: A Case of Taiwanese Department Store

Yi-Chang Chen

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Paper

The Moderating Effect of LMX between Salesperson Competencies and Work Performance: A Case of Taiwanese Department Store

In Proceedings of the 7th International Conference on Entrepreneurship and Business Management ICEBM Untar - Volume 1, 244-249, 2018 , Jakarta, Indonesia

Author: Yi-Chang Chen

Affiliation: Kun Shan University, Taiwan

Keyword(s): Salesperson Competency, Work Performance, LMX.

Abstract: The positive relationship between competency and performance has been supported by many studies. However, some managerial factors might moderate the relationship. Therefore, this study aimed to explore the moderating effect of LMX between salesperson competencies and work performance. The survey was conducted, and 289 valid questionnaires were collected from the salespersons who work in a Taiwanese department store. The results pointed out: (1) Flexibility, self-confidence and self-control were positively related to task performance, (2) Self-confidence and self-control were positively related to contextual performance, (3) LMX was positively related to task and contextual performances, (4) The interaction of self-confidence and LMX had negative moderating effect in the relationship between competency and task performance. Furthermore, some managerial suggestions were proposed as well.

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Paper citation in several formats:

Chen, Y. (2019). The Moderating Effect of LMX between Salesperson Competencies and Work Performance: A Case of Taiwanese Department Store. In Proceedings of the 7th International Conference on Entrepreneurship and Business Management - ICEBM Untar; ISBN 978-989-758-363-6, SciTePress, pages 244-249. DOI: 10.5220/0008491302440249

@conference{icebm untar19,
author={Yi{-}Chang Chen.},
title={The Moderating Effect of LMX between Salesperson Competencies and Work Performance: A Case of Taiwanese Department Store},
booktitle={Proceedings of the 7th International Conference on Entrepreneurship and Business Management - ICEBM Untar},
year={2019},
pages={244-249},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0008491302440249},
isbn={978-989-758-363-6},
}

TY - CONF

JO - Proceedings of the 7th International Conference on Entrepreneurship and Business Management - ICEBM Untar
TI - The Moderating Effect of LMX between Salesperson Competencies and Work Performance: A Case of Taiwanese Department Store
SN - 978-989-758-363-6
AU - Chen, Y.
PY - 2019
SP - 244
EP - 249
DO - 10.5220/0008491302440249
PB - SciTePress