Extraversion, conscientiousness and leader-member exchange quality as predictors of sales performance amongst Filipino medical sales representatives

• Main Author: Silva, Anna Patricia Zapata
• Format: text
• Language: English
• Published: Animo Repository 2012
• Subjects: Sales personnel; Extraversion; Industrial and Organizational Psychology
• Online Access: https://animorepository.dlsu.edu.ph/etd_masteral/4099; https://animorepository.dlsu.edu.ph/context/etd_masteral/article/10937/viewcontent/CDTG005087_P.pdf
• Institution: De La Salle University

The study sought to determine if personality, specifically Extraversion and Conscientiousness, and Leader-Member Exchange (LMX) Quality predict sales performance (i.e., sales achievement and repeat sales) of Medical Sales Representatives employed by Company X, its principals, and the various medical sales companies Company X transacts with. Furthermore, it described how Extraversion, Conscientiousness and LMX quality predict sales performance. The participants of the study were 200 medical sales representatives employed by Company X, the principals of Company X, and the various medical sales companies Company X transacts with, selected through purposive random sampling. The study utilized a descriptive research design and the survey method was used to gather data regarding the personality, LMX quality and sales performance of medical sales representatives. Multiple regression was done to determine if extraversion, conscientiousness and LMX quality predict sales performance. Data analysis was then used to describe how personality and LMX quality predict sales performance. Overall the results of the study showed sufficient evidence to support the conceptual model. Extraversion, Conscientiousness and LMX Quality were all found to significantly predict sales performance. Such that, as Extraversion, Conscientiousness and LMX quality scores increase, sales performance also increases. The results of the study have important implications to medical sales companies, sales supervisors/managers and future researchers.