How to cite this paper
Helmy, I & Wiwoho, G. (2020). The link between individual factors and salesperson performance in microfinance institutions.Management Science Letters , 10(14), 3387-3394.
Refrences
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Albrecht, L. S. (2010). Handbook of employee engagement. Northamptom: Edward Elgar Press
Bakker, A. B. (2011). An evidence-based model of work engagement. Current Directions in Psychological Science, 20, 265-269.
Bakker, A. B., Tims, M., & Derks, D. (2012). Proactive personality and job performance: The role of job crafting and work engagement. Human Relations, 65, 1359–1378.
Bakker, A.B., & Demerouti, E. (2008). Towards a model of work engagement. Career Development International, 13(3), 209-223.
Caniëls, M. C., Semeijn, J. H., & Renders, I. H. (2018). Mind the mindset! The interaction of proactive personality, trans-formational leadership and growth mindset for engagement at work. Career Development International, 23, 48–66.
Chen, C. H. V., Yuan, M. L., Cheng, J. W., & Seifert, R. (2016). Linking transformational leadership and core self-evaluation to job performance: The mediating role of felt accountability. The North American Journal of Economics and Finance, 35, 234-246.
Eisenberger, R., Huntington, R., Hutchison, S., & Sowa, D. (1986). Perceived organizational support. Journal of Applied Psychology, 71(3), 500.
Eisenberger, R., Armeli, S., Rexwinkel, B., Lynch, P. D., & Rhoades, L. (2001). Reciprocation of perceived organizational support. Journal of Applied Psychology, 86(1), 42.
Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50.
Gerhardt, M., Ashenbaum, B., & Newman, W. R. (2009). Understanding the impact of proactive personality on job per-formance: the roles of tenure and self-management. Journal of Leadership & Organizational Studies, 16(1), 61-72.
Helmy, I., Adawiyah, W. R., & Banani, A. (2019). Linking psychological empowerment, knowledge sharing, and employ-ees’ innovative behavior in SMEs. The Journal of Behavioral Science, 14(2), 66-79.
Henson, J.A., & Beehr, T. (2018). Subordinates’ core self-evaluations and performance predict leader-rated LMX. Leadership & Organization Development Journal, 39(1), 150-168.
Herjanto, H., & Franklin, D. (2019). Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons. Australasian Marketing Journal (AMJ), 27(2), 104-112.
Karatepe, O.M., Demir, E. (2014). Linking core self-evaluations and work engagement to work–family facilitation. Inter-national Journal of Contemporary Hospitality Management, 26, 307–323.
Krishnan, B. C., Netemeyer, R. G., & Boles, J. S. (2002). Self-efficacy, competitiveness, and effort as antecedents of salesperson performance. Journal of Personal Selling & Sales Management, 22(4), 285-295.
Kurtessis, J. N., Eisenberger, R., Ford, M. T., Buffardi, L. C., Stewart, K. A., & Adis, C. S. (2017). Perceived organization-al support: A meta-analytic evaluation of organizational support theory. Journal of Management, 43(6), 1854-1884.
Judge, T. A., Locke, E. A., & Durham, C. C. (1997). The dispositional causes of job satisfaction: a core evaluations ap-proach. Research in Organizational Behavior, 19, 151–188
Judge, T. A., Erez, A., Bono, J. E., & Thoresen, C. J. (2003). The core self‐evaluations scale: Development of a meas-ure. Personnel Psychology, 56(2), 303-331.
Lee, J. J. (2015). Drivers of work engagement: An examination of core self-evaluations and psychological climate among hotel employees. International Journal of Hospitality Management, 44, 84-98.
Li, J. J., Bonn, M. A., & Ye, B. H. (2019). Hotel employee's artificial intelligence and robotics awareness and its impact on turnover intention: The moderating roles of perceived organizational support and competitive psychological cli-mate. Tourism Management, 73, 172-181.
Kacmar, K. M., Collins, B. J., Harris, K. J., & Judge, T. A. (2009). Core self-evaluations and job performance: the role of the perceived work environment. Journal of Applied Psychology, 94(6), 1572.
Mahlamäki, T., Rintamäki, T., & Rajah, E. (2019). The role of personality and motivation on key account manager job performance. Industrial Marketing Management, 83, 174-184.
Memon, M.A., Salleh, R., Nordin, S.M., Cheah, J.-H., Ting, H., & Chuah, F. (2018). Person-organisation fit and turnover intention: the mediating role of work engagement. Journal of Management Development, 37(3), 285-298.
Schaufeli, W. B., Salanova, M., González-Romá, V., & Bakker, A. B. (2002). The measurement of engagement and burn-out: A two sample confirmatory factor analytic approach. Journal of Happiness Studies, 3(1), 71-92.
Schaufeli, W. B., Bakker, A. B., & Salanova, M. (2006). The measurement of work engagement with a short question-naire: A cross-national study. Educational and Psychological Measurement, 66(4), 701-716.
Schultz, D., & Schultz, S. E. (2010). Psychology and work today (10thed). Upper Saddle River, NJ: Pearson Education, Inc.
Schwepker, C. H., & Schultz, R. J. (2015). Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance. Journal of Personal Selling & Sales Management, 35(2), 93-107.
Seibert, S. E., Crant, J. M., & Kraimer, M. L. (1999). Proactive personality and career success. Journal of Applied Psy-chology, 84 (3), 416–427.
Sony, M., & Mekoth, N. (2016). The relationship between emotional intelligence, frontline employee adaptability, job sat-isfaction and job performance. Journal of Retailing and Consumer Services, 30, 20-32.
Widari, D. A. P. N., Artawan, I. M., & Azis, I. S. A. (2019). The effect of individual characteristics and characteristics of Jobs on employee performance at three private universities (Pts) in Denpasar. Journal of Research and Opinion, 6(5), 2311-2320.
Yan, X., Su, J., Wen, Z., & Luo, Z. (2019). The role of work engagement on the relationship between personality and job satisfaction in chinese nurses. Current Psychology, 38(3), 873-878.
Paek, S., Schuckert, M., Kim, T. T., & Lee, G. (2015). Why is hospitality employees’ psychological capital important? The effects of psychological capital on work engagement and employee morale. International Journal of Hospitality Management, 50, 9-26.
Wang, Z., & Xu, H. (2019). When and for whom ethical leadership is more effective in eliciting work meaningfulness and positive attitudes: The moderating roles of core self-evaluation and perceived organizational support. Journal of Busi-ness Ethics, 156(4), 919-940.
Albrecht, L. S. (2010). Handbook of employee engagement. Northamptom: Edward Elgar Press
Bakker, A. B. (2011). An evidence-based model of work engagement. Current Directions in Psychological Science, 20, 265-269.
Bakker, A. B., Tims, M., & Derks, D. (2012). Proactive personality and job performance: The role of job crafting and work engagement. Human Relations, 65, 1359–1378.
Bakker, A.B., & Demerouti, E. (2008). Towards a model of work engagement. Career Development International, 13(3), 209-223.
Caniëls, M. C., Semeijn, J. H., & Renders, I. H. (2018). Mind the mindset! The interaction of proactive personality, trans-formational leadership and growth mindset for engagement at work. Career Development International, 23, 48–66.
Chen, C. H. V., Yuan, M. L., Cheng, J. W., & Seifert, R. (2016). Linking transformational leadership and core self-evaluation to job performance: The mediating role of felt accountability. The North American Journal of Economics and Finance, 35, 234-246.
Eisenberger, R., Huntington, R., Hutchison, S., & Sowa, D. (1986). Perceived organizational support. Journal of Applied Psychology, 71(3), 500.
Eisenberger, R., Armeli, S., Rexwinkel, B., Lynch, P. D., & Rhoades, L. (2001). Reciprocation of perceived organizational support. Journal of Applied Psychology, 86(1), 42.
Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50.
Gerhardt, M., Ashenbaum, B., & Newman, W. R. (2009). Understanding the impact of proactive personality on job per-formance: the roles of tenure and self-management. Journal of Leadership & Organizational Studies, 16(1), 61-72.
Helmy, I., Adawiyah, W. R., & Banani, A. (2019). Linking psychological empowerment, knowledge sharing, and employ-ees’ innovative behavior in SMEs. The Journal of Behavioral Science, 14(2), 66-79.
Henson, J.A., & Beehr, T. (2018). Subordinates’ core self-evaluations and performance predict leader-rated LMX. Leadership & Organization Development Journal, 39(1), 150-168.
Herjanto, H., & Franklin, D. (2019). Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons. Australasian Marketing Journal (AMJ), 27(2), 104-112.
Karatepe, O.M., Demir, E. (2014). Linking core self-evaluations and work engagement to work–family facilitation. Inter-national Journal of Contemporary Hospitality Management, 26, 307–323.
Krishnan, B. C., Netemeyer, R. G., & Boles, J. S. (2002). Self-efficacy, competitiveness, and effort as antecedents of salesperson performance. Journal of Personal Selling & Sales Management, 22(4), 285-295.
Kurtessis, J. N., Eisenberger, R., Ford, M. T., Buffardi, L. C., Stewart, K. A., & Adis, C. S. (2017). Perceived organization-al support: A meta-analytic evaluation of organizational support theory. Journal of Management, 43(6), 1854-1884.
Judge, T. A., Locke, E. A., & Durham, C. C. (1997). The dispositional causes of job satisfaction: a core evaluations ap-proach. Research in Organizational Behavior, 19, 151–188
Judge, T. A., Erez, A., Bono, J. E., & Thoresen, C. J. (2003). The core self‐evaluations scale: Development of a meas-ure. Personnel Psychology, 56(2), 303-331.
Lee, J. J. (2015). Drivers of work engagement: An examination of core self-evaluations and psychological climate among hotel employees. International Journal of Hospitality Management, 44, 84-98.
Li, J. J., Bonn, M. A., & Ye, B. H. (2019). Hotel employee's artificial intelligence and robotics awareness and its impact on turnover intention: The moderating roles of perceived organizational support and competitive psychological cli-mate. Tourism Management, 73, 172-181.
Kacmar, K. M., Collins, B. J., Harris, K. J., & Judge, T. A. (2009). Core self-evaluations and job performance: the role of the perceived work environment. Journal of Applied Psychology, 94(6), 1572.
Mahlamäki, T., Rintamäki, T., & Rajah, E. (2019). The role of personality and motivation on key account manager job performance. Industrial Marketing Management, 83, 174-184.
Memon, M.A., Salleh, R., Nordin, S.M., Cheah, J.-H., Ting, H., & Chuah, F. (2018). Person-organisation fit and turnover intention: the mediating role of work engagement. Journal of Management Development, 37(3), 285-298.
Schaufeli, W. B., Salanova, M., González-Romá, V., & Bakker, A. B. (2002). The measurement of engagement and burn-out: A two sample confirmatory factor analytic approach. Journal of Happiness Studies, 3(1), 71-92.
Schaufeli, W. B., Bakker, A. B., & Salanova, M. (2006). The measurement of work engagement with a short question-naire: A cross-national study. Educational and Psychological Measurement, 66(4), 701-716.
Schultz, D., & Schultz, S. E. (2010). Psychology and work today (10thed). Upper Saddle River, NJ: Pearson Education, Inc.
Schwepker, C. H., & Schultz, R. J. (2015). Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance. Journal of Personal Selling & Sales Management, 35(2), 93-107.
Seibert, S. E., Crant, J. M., & Kraimer, M. L. (1999). Proactive personality and career success. Journal of Applied Psy-chology, 84 (3), 416–427.
Sony, M., & Mekoth, N. (2016). The relationship between emotional intelligence, frontline employee adaptability, job sat-isfaction and job performance. Journal of Retailing and Consumer Services, 30, 20-32.
Widari, D. A. P. N., Artawan, I. M., & Azis, I. S. A. (2019). The effect of individual characteristics and characteristics of Jobs on employee performance at three private universities (Pts) in Denpasar. Journal of Research and Opinion, 6(5), 2311-2320.
Yan, X., Su, J., Wen, Z., & Luo, Z. (2019). The role of work engagement on the relationship between personality and job satisfaction in chinese nurses. Current Psychology, 38(3), 873-878.
Paek, S., Schuckert, M., Kim, T. T., & Lee, G. (2015). Why is hospitality employees’ psychological capital important? The effects of psychological capital on work engagement and employee morale. International Journal of Hospitality Management, 50, 9-26.
Wang, Z., & Xu, H. (2019). When and for whom ethical leadership is more effective in eliciting work meaningfulness and positive attitudes: The moderating roles of core self-evaluation and perceived organizational support. Journal of Busi-ness Ethics, 156(4), 919-940.