Kim, Seong-kook; Hong, Ji-sook - In: Management revue : socio-economic studies 16 (2005) 2, pp. 259-271
This study investigates how competencies lead to performance. We propose that salespersons in the Korean pharmaceutical … argue that the level of salesperson competencies is positively related to his/her performance, and that the quality of … leader-member exchange positively moderates the relationship between competencies and performance. Results based on analyses …