The Moderating Role of Organizational Climate in Competency-Performance Relationship: A Study on Salespersons in Central India. (Record no. 50891)
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| 000 -LEADER | |
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| fixed length control field | 02072nam a22001817a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20190109161022.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 190109b ||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Punwatkar, Sushil |
| 9 (RLIN) | 32860 |
| 245 ## - TITLE STATEMENT | |
| Title | The Moderating Role of Organizational Climate in Competency-Performance Relationship: A Study on Salespersons in Central India. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 36-57 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | The purpose of the paper is to investigate the relationship between competencies of salespersons (in organized retail outlets) and job performance and to test for the moderating role of organizational climate in that relationship. Data was collected using a questionnaire in a survey of consumers, supervisors and salespersons at various retail stores in Bhilai and Raipur, the tier-II cities of Chhattisgarh state in India, designed on the basic items relating to competencies, job performance and organizational climate. Hierarchical regression analysis of data from 245 respondents was used to test two hypotheses. The results show that salespersons' competencies are an antecedent of job performance. The impact of competencies on job performance is stronger and more significant when the organizational climate is favorable. If it is unfavorable, competencies do not project significant effect on job performance. This study extends previous research by examining the moderating role of organizational climate. Further research is indicated to identify the other key moderators and mediators of the competencies in relation to salespersons' job performance. A 24-item competency assessment scale is developed in the study that can be applied in practice to measure salespersons' skill levels on various aspects and provide opportunity to managers to understand the skill gap and the way to fill them efficiently. [ABSTRACT FROM AUTHOR] |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | Sales personnel Performance |
| Uncontrolled term | Retail Stores |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Verghese, Manoj |
| 9 (RLIN) | 12596 |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 30423 |
| Host Itemnumber | 73061 |
| Main entry heading | MURTHY, E N |
| Place, publisher, and date of publication | IUP PUBLICATION HYDERABAD |
| Other item identifier | 5559621 |
| Title | ORGANIZATIONAL BEHAVIOR |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 09/01/2019 | Vol 17, No 4/ 5559621JA3 | 5559621JA3 | 09/01/2019 | 09/01/2019 |