Date of Publication

2-21-2012

Document Type

Master's Thesis

Degree Name

Master of Science in Psychology Major in Industrial/Organizational Psychology

Subject Categories

Industrial and Organizational Psychology

College

College of Liberal Arts

Department/Unit

Psychology

Thesis Adviser

Laurene Chua-Garcia

Defense Panel Chair

Romeo V. Suarez

Defense Panel Member

Robert Javier
Ma. Carla Mole-Ong

Abstract/Summary

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.

Abstract Format

html

Language

English

Format

Electronic

Electronic File Format

MS WORD

Accession Number

CDTG005087

Shelf Location

Archives, The Learning Commons, 12F Henry Sy Sr. Hall

Physical Description

125 leaves : ill. ; 1 computer optical disc

Keywords

Sales personnel; Extraversion

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