Optimizing Sales Performance with Psychological Capital: Mediated Job Embeddedness of Salespeople

Muhammad Irfan Nasution; Ami Lestari

Optimizing Sales Performance with Psychological Capital: Mediated Job Embeddedness of Salespeople

Muhammad Irfan Nasution, Ami Lestari

Abstract

This study examines the effect of Psychological Capital on Sales Performance with Job Embeddedness as a mediating variable on salespeople. The method used is quantitative with a survey approach. The research sample consisted of 30 Salespeople working at PT. PT Mujur Sumber Alam Semesta (Sosro), North Sumatra. The data analysis technique used is Structural Equation Modelling (SEM) with the help of Smartpls software. The study results indicate that Psychological Capital significantly affects Sales Performance through Job Embeddedness, although there is no significant direct effect between Psychological Capital and Sales Performance. This finding provides important implications for companies in designing employee development strategies focusing on Psychological Capital and Job Embeddedness to improve sales performance. This study also offers theoretical contributions to understanding the relationship between psychological capital and organisational performance by highlighting the important role of job embeddedness

Keywords

Psychological Capital, Sales Performance, Job Embeddedness, Structural Equation Modeling.

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References

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