The Relationship between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry

Seong-Kook Kim () and Ji-Sook Hong ()
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Seong-Kook Kim: Department of Business Administration, Ewha Womans University, Seoul
Ji-Sook Hong: Senior Consultant, Insung IDS, Seoul, Korea

management revue. Socio-economic Studies, 2005, vol. 16, issue 2, 259-271

Abstract: This study investigates how competencies lead to performance. We propose that salespersons in the Korean pharmaceutical industry require three central competency dimensions: motive and traits, self-concept, and knowledge and skills. Further, we argue that the level of salesperson competencies is positively related to his/her performance, and that the quality of leader-member exchange positively moderates the relationship between competencies and performance. Results based on analyses of data from a sample of 457 salespersons and managers from 5 different pharmaceutical companies in Korea support our research model.

Keywords: Competency; Salesperson Competency; Performance; Pharmaceutical Industry; Leader-Member Exchange; Korean Company (search for similar items in EconPapers)
JEL-codes: F23 J53 M10 (search for similar items in EconPapers)
Date: 2005
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