Title:
THE EFFECT OF TRAIT COMPETITIVENESS AND COMPETITIVE PSYCHOLOGICAL CLIMATE ON JOB INVOLVEMENT AND SALES PERFORMANCES: INDEPENDENT OR INTERACTIVE?

Authors:
Ophy Quamilla and Gugup Kismono, Indonesia

Abstract:

This research evaluates the effect of trait competitiveness, competitive psychological climate and the interaction between these variables (TC x CPC) on salespeople performance. The mediation role of job involvement is also tested. Data are collected through a questionnaire survey. Performance is measured by observing sales record, self-rating and supervisor-rating. Regression-based statistical mediation found that trait competitiveness and competitive psychological climate positively affect performance. TC x CPC also positively influences performance. Job involvement is consistently fully mediate the effect of competitive psychological climate on performance. Conversely, the mediating role of job involvement on the impact of trait competitiveness and TC x CPC on performance is instable. Consistent with P-O fit concept, the interaction variable is important, but trait competitiveness is more essential. The implications and limitations are discussed.