The Mediating Role of Job Involvement in the Relationship Between Trait Competitiveness, Competitive Psychological Climate, Job Involvement and Salespeople Performance

• Main Authors: , Ophy Quamilla, , Drs. Gugup Kismono, M.B.A., Ph.D.
• Format: Theses and Dissertations NonPeerReviewed
• Published: [Yogyakarta] : Universitas Gadjah Mada 2013
• Subjects: ETD
• Online Access: https://repository.ugm.ac.id/118317/; http://etd.ugm.ac.id/index.php?mod=penelitian_detail&sub=PenelitianDetail&act=view&typ=html&buku_id=58263
• Institution: Universitas Gadjah Mada

This research investigated the relationship between trait competitiveness, competitive psychological climate, job involvement and salespeople performance. Previous studies showed inconsistent evidence about the effect of competitiveness variables and salespeople performance, which presumably occurred because there is a mediator between competitiveness variables and performance. A quantitative research design and methodology were adopted for the research. Data was collected from 61 salespeople in an automotive dealer company, through a questionnaire survey measuring trait competitiveness, competitive psychological climate and job involvement. Meanwhile, salespeople performance was measured by observing sales record from January-June 2011 as well as using self-rating and supervisor-rating performance measure. The data analysis, using multiple regression method, identified that each trait competitiveness and competitive psychological climate positively correlates with salespeople performance as well as the interaction of both on performance. Job involvement was found as a mediator in the relationship between trait competitiveness-salespeople performance, competitive psychological climatesalespeople performance and the interaction of trait competitiveness and competitive psychological climate on salespeople performance. The results support the theory about the importance role of trait competitiveness and competitive psychological climate on job involvement and salespeople performance. The implications for managerial practices regarding the relationship between trait competitiveness, competitive psychological climate, job involvement and salespeople performance were considered in this research. It is important to include trait competitiveness assessment in the selection process of salespeople along with implementing strategic policies that improve competitive climate in the organization as well as promoting participative decision making.