Influence of Psychological Capital on the Gross Performance of Telesales Salespeople in a Wholesaler-Distributor Company
Susiley Corrêa Costa,
Sinésio Gomide Junior,
Ligia Carolina Oliveira-Silva
et al.
Abstract:Raw performance and the factors that influence it is a relatively rare topic in Organizational and Work Psychology, especially in the context of Positive Organizational Behavior. This study aimed to verify whether psychological capital predicts the performance of salespeople in a wholesaler-distributor. The sample consisted of 237 salespeople who responded to the Inventory of Psychological Capital at Work (ICPT-25). The model test was performed through Structural Equation Modeling (SEM), which indicated that t… Show more
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