The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations (Studied Case: Behpakhsh Corporation)
In the competitive environment of sale corporations possession of empowered sellers is considered a valuable, value adding, inimitable and irreplaceable competitive advantage. Among different determinants of sale performance, this research investigates that psychological empowerment (feeling of comp...
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| Format: | Article |
| Language: | fas |
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University of Tehran
2016-11-01
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| Series: | مدیریت بازرگانی |
| Subjects: | |
| Online Access: | https://jibm.ut.ac.ir/article_60631_07850643ad6e8ef21c99cfd0b395df2c.pdf |
| _version_ | 1818993135496200192 |
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| author | Nasser Asgari Gholam Hosein Nikokar |
| author_facet | Nasser Asgari Gholam Hosein Nikokar |
| author_sort | Nasser Asgari |
| collection | DOAJ |
| description | In the competitive environment of sale corporations possession of empowered sellers is considered a valuable, value adding, inimitable and irreplaceable competitive advantage. Among different determinants of sale performance, this research investigates that psychological empowerment (feeling of competence, meaningfulness, self-managing, having influence and trust) how and to some extend effect on the sale performance of sellers. The research goal is applied and its method is descriptive and survey-based. The population of the research consists of sellers of Behpakhsh Corporation in Tehran and townships, among 900 persons of them 270 subjects was selected randomly as statistical sampling. Data collection tool is a standard questionnaire that was used for the survey. Statistical tests such as confirmatory factor analysis, path analysis and T-test have been used for data analysis through the software LISREL and SPSS. The results show that all studied aspects of psychological empowerment have had positive and significant effects on the sale performance in the corporation. As well as the current status of the company's empowerment and sales performance have been appropriate. |
| first_indexed | 2024-12-20T20:37:15Z |
| format | Article |
| id | doaj.art-86ba6e9a818348da926e3bc75b74cec5 |
| institution | Directory Open Access Journal |
| issn | 2008-5907 2423-5091 |
| language | fas |
| last_indexed | 2024-12-20T20:37:15Z |
| publishDate | 2016-11-01 |
| publisher | University of Tehran |
| record_format | Article |
| series | مدیریت بازرگانی |
| spelling | doaj.art-86ba6e9a818348da926e3bc75b74cec52022-12-21T19:27:13ZfasUniversity of Tehranمدیریت بازرگانی2008-59072423-50912016-11-018363765810.22059/jibm.2016.6063160631The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations (Studied Case: Behpakhsh Corporation)Nasser Asgari0Gholam Hosein Nikokar1استادیار مدیریت دولتی، دانشکدۀ مدیریت، دانشگاه شهید ستاری، تهران، ایراندانشیار مدیریت سیستم، دانشگاه جامع امام حسین(ع)، تهران، ایرانIn the competitive environment of sale corporations possession of empowered sellers is considered a valuable, value adding, inimitable and irreplaceable competitive advantage. Among different determinants of sale performance, this research investigates that psychological empowerment (feeling of competence, meaningfulness, self-managing, having influence and trust) how and to some extend effect on the sale performance of sellers. The research goal is applied and its method is descriptive and survey-based. The population of the research consists of sellers of Behpakhsh Corporation in Tehran and townships, among 900 persons of them 270 subjects was selected randomly as statistical sampling. Data collection tool is a standard questionnaire that was used for the survey. Statistical tests such as confirmatory factor analysis, path analysis and T-test have been used for data analysis through the software LISREL and SPSS. The results show that all studied aspects of psychological empowerment have had positive and significant effects on the sale performance in the corporation. As well as the current status of the company's empowerment and sales performance have been appropriate.https://jibm.ut.ac.ir/article_60631_07850643ad6e8ef21c99cfd0b395df2c.pdfPsychological EmpowermentperformancesalesdistributorSeller |
| spellingShingle | Nasser Asgari Gholam Hosein Nikokar The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations (Studied Case: Behpakhsh Corporation) مدیریت بازرگانی Psychological Empowerment performance sales distributor Seller |
| title | The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations
(Studied Case: Behpakhsh Corporation) |
| title_full | The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations
(Studied Case: Behpakhsh Corporation) |
| title_fullStr | The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations
(Studied Case: Behpakhsh Corporation) |
| title_full_unstemmed | The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations
(Studied Case: Behpakhsh Corporation) |
| title_short | The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations
(Studied Case: Behpakhsh Corporation) |
| title_sort | role of psychological empowerment in enhancing sale performance of salespeople of distribution corporations studied case behpakhsh corporation |
| topic | Psychological Empowerment performance sales distributor Seller |
| url | https://jibm.ut.ac.ir/article_60631_07850643ad6e8ef21c99cfd0b395df2c.pdf |
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