Examining The Influence Of Job Resourcefulness On Sales Performance

In today's business climate, managers must achieve organizational goals efficiently. Employees are expected to do more with less across industries. Research into this issue focuses on the individual-difference construct "job resourcefulness" (JR). This work extends previous research by examining the influence of JR on objective sales performance and the mediating role that objective sales plays in the JR-self and JR-supervisor ratings relationships. Data were collected from a sample of realtors (n = 112) that included matched observations of self-, supervisor, and objective sales performance indicators. The findings support the hypothesized influence of JR on objective sales performance as well as other key hypotheses.