{"id":"https://openalex.org/W1978300809","doi":"https://doi.org/10.2753/pss0885-3134310401","title":"Individual Differences and Sales Performance: A Distal-Proximal Mediation Model of Self-Efficacy, Conscientiousness, and Extraversion","display_name":"Individual Differences and Sales Performance: A Distal-Proximal Mediation Model of Self-Efficacy, Conscientiousness, and Extraversion","publication_year":2011,"publication_date":"2011-09-01","ids":{"openalex":"https://openalex.org/W1978300809","doi":"https://doi.org/10.2753/pss0885-3134310401","mag":"1978300809"},"language":"en","primary_location":{"id":"doi:10.2753/pss0885-3134310401","doi":"https://doi.org/10.2753/pss0885-3134310401","is_oa":false,"landing_page_url":"https://doi.org/10.2753/pss0885-3134310401","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling &amp; Sales Management","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5077262489","display_name":"Byunghwa Yang","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Byunghwa Yang","raw_affiliation_strings":["View further author information"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"View further author information","institution_ids":[]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5101692950","display_name":"Young\u2010Chan Kim","orcid":"https://orcid.org/0000-0002-9537-0789","observed_orcids":["https://orcid.org/0000-0002-9537-0789"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Youngchan Kim","raw_affiliation_strings":["View further author information"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"View further author information","institution_ids":[]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5033186092","display_name":"Richard G. McFarland","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Richard G. McFarland","raw_affiliation_strings":["View further author information"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"View further author information","institution_ids":[]}]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":5.2974,"has_fulltext":false,"cited_by_count":67,"citation_normalized_percentile":{"value":0.94727466,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":99},"biblio":{"volume":"31","issue":"4","first_page":"371","last_page":"381"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9477999806404114,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9477999806404114,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11040","display_name":"Personality Traits and Psychology","score":0.03680000081658363,"subfield":{"id":"https://openalex.org/subfields/3203","display_name":"Clinical Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.007499999832361937,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-performance","display_name":"sales performance","score":0.925000011920929},{"id":"https://openalex.org/keywords/self-efficacy","display_name":"self-efficacy","score":0.859000027179718},{"id":"https://openalex.org/keywords/conscientiousness","display_name":"conscientiousness","score":0.9990000128746033},{"id":"https://openalex.org/keywords/extraversion","display_name":"extraversion","score":0.9940000176429749},{"id":"https://openalex.org/keywords/individual-differences","display_name":"individual differences","score":0.7450000047683716},{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.6200000047683716},{"id":"https://openalex.org/keywords/hiring-decisions","display_name":"hiring decisions","score":0.8650000095367432},{"id":"https://openalex.org/keywords/insurance-sales","display_name":"insurance sales","score":0.5740000009536743},{"id":"https://openalex.org/keywords/personality-traits","display_name":"personality traits","score":0.6610000133514404}],"concepts":[{"id":"https://openalex.org/C172141706","wikidata":"https://www.wikidata.org/wiki/Q1307067","display_name":"Conscientiousness","level":5,"score":0.9375308752059937},{"id":"https://openalex.org/C127816348","wikidata":"https://www.wikidata.org/wiki/Q127588","display_name":"Extraversion and introversion","level":4,"score":0.7565447092056274},{"id":"https://openalex.org/C179420905","wikidata":"https://www.wikidata.org/wiki/Q223871","display_name":"Mediation","level":2,"score":0.6890351176261902},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.5909550786018372},{"id":"https://openalex.org/C2865642","wikidata":"https://www.wikidata.org/wiki/Q378132","display_name":"Big Five personality traits","level":3,"score":0.5286726951599121},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.4963529706001282},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.42066746950149536},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3925776481628418},{"id":"https://openalex.org/C187288502","wikidata":"https://www.wikidata.org/wiki/Q641118","display_name":"Personality","level":2,"score":0.2529233694076538},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.20982900261878967},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.20747461915016174},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.15526023507118225},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.09363007545471191}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.2753/pss0885-3134310401","doi":"https://doi.org/10.2753/pss0885-3134310401","is_oa":false,"landing_page_url":"https://doi.org/10.2753/pss0885-3134310401","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling &amp; Sales Management","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[{"display_name":"Observational Study","id":"https://openalex.org/study-designs/observational-study"}],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":57,"referenced_works":["https://openalex.org/W1505788006","https://openalex.org/W1596801600","https://openalex.org/W1902439135","https://openalex.org/W1947083904","https://openalex.org/W1971440513","https://openalex.org/W1973237682","https://openalex.org/W1977267796","https://openalex.org/W1980470076","https://openalex.org/W1982124949","https://openalex.org/W1986817694","https://openalex.org/W1999923933","https://openalex.org/W2004728549","https://openalex.org/W2005092827","https://openalex.org/W2009527024","https://openalex.org/W2009945936","https://openalex.org/W2013313972","https://openalex.org/W2015382758","https://openalex.org/W2035717206","https://openalex.org/W2040780635","https://openalex.org/W2042962409","https://openalex.org/W2045883408","https://openalex.org/W2047406664","https://openalex.org/W2052505725","https://openalex.org/W2053831536","https://openalex.org/W2054976315","https://openalex.org/W2057261629","https://openalex.org/W2058818389","https://openalex.org/W2060350788","https://openalex.org/W2063192174","https://openalex.org/W2066161739","https://openalex.org/W2066632669","https://openalex.org/W2072090325","https://openalex.org/W2077465748","https://openalex.org/W2079433512","https://openalex.org/W2081791981","https://openalex.org/W2087910534","https://openalex.org/W2089607806","https://openalex.org/W2090674963","https://openalex.org/W2090978119","https://openalex.org/W2091751837","https://openalex.org/W2096476591","https://openalex.org/W2106096361","https://openalex.org/W2109045376","https://openalex.org/W2121458938","https://openalex.org/W2122912498","https://openalex.org/W2131269901","https://openalex.org/W2143610526","https://openalex.org/W2145622598","https://openalex.org/W2151707334","https://openalex.org/W2155258720","https://openalex.org/W2158786704","https://openalex.org/W2168781129","https://openalex.org/W2313569764","https://openalex.org/W2910736066","https://openalex.org/W4235678817","https://openalex.org/W4243667233","https://openalex.org/W4247011781"],"related_works":["https://openalex.org/W2514275506","https://openalex.org/W2121715516","https://openalex.org/W2125201532","https://openalex.org/W1505788006","https://openalex.org/W4390770588","https://openalex.org/W2596632324","https://openalex.org/W3186174391","https://openalex.org/W3173056244","https://openalex.org/W4407301759","https://openalex.org/W2042846493"],"abstract_inverted_index":{"Hiring":[0],"individuals":[1],"with":[2],"the":[3,13,20,42,65,83,103],"traits":[4,24],"to":[5,36],"succeed":[6],"as":[7,54],"professional":[8],"salespeople":[9,78],"is":[10],"critical":[11],"for":[12,80,94,102,108,114],"success":[14],"of":[15,22,46,69,74,82],"selling":[16],"organizations.":[17],"Better":[18],"understanding":[19],"roles":[21],"individual":[23],"(e.g.,":[25],"conscientiousness,":[26],"extroversion,":[27,53],"and":[28,52,97,110,112],"self-efficacy)":[29],"in":[30,87],"explaining":[31],"sales":[32,62],"performance":[33,63],"can":[34],"lead":[35],"better":[37],"hiring":[38],"decisions.":[39],"Based":[40],"on":[41,61],"distal-proximal":[43,104],"theoretical":[44],"framework":[45],"motivation,":[47],"we":[48,90],"predict":[49],"that":[50],"conscientiousness":[51],"distal":[55],"traits,":[56],"have":[57],"a":[58],"mediated":[59],"effect":[60],"through":[64],"proximal":[66],"motivational":[67],"factor":[68],"self-efficacy.":[70],"Using":[71],"data":[72],"consisting":[73],"980":[75],"responses":[76],"from":[77],"working":[79],"one":[81],"largest":[84],"insurance":[85],"companies":[86],"South":[88],"Korea,":[89],"find":[91],"strong":[92],"support":[93,101],"our":[95,98],"hypotheses,":[96],"results":[99],"lend":[100],"theory.":[105],"Conclusions,":[106],"implications":[107],"managers":[109],"researchers,":[111],"directions":[113],"future":[115],"research":[116],"are":[117],"discussed.":[118]},"counts_by_year":[{"year":2025,"cited_by_count":9},{"year":2024,"cited_by_count":3},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":4},{"year":2021,"cited_by_count":6},{"year":2020,"cited_by_count":8},{"year":2019,"cited_by_count":6},{"year":2018,"cited_by_count":4},{"year":2017,"cited_by_count":2},{"year":2016,"cited_by_count":6},{"year":2015,"cited_by_count":9},{"year":2014,"cited_by_count":5},{"year":2013,"cited_by_count":2},{"year":2012,"cited_by_count":2}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}
