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Psychological capabilities for salespeople’s sustainable work performance in financial services sector

The present study investigated the importance of psychological capabilities to support financial product salespeople in overcoming challenges and sustaining motivation and work performance during and after COVID-19 pandemic. Furthermore, this study suggests useful ways to develop the psychological c...

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Detalles Bibliográficos
Autores principales: Ewe, Soo Yeong, Ho, Helen Hui Ping
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Palgrave Macmillan UK 2023
Materias:
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC10107584/
http://dx.doi.org/10.1057/s41264-023-00228-6
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author Ewe, Soo Yeong
Ho, Helen Hui Ping
author_facet Ewe, Soo Yeong
Ho, Helen Hui Ping
author_sort Ewe, Soo Yeong
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description The present study investigated the importance of psychological capabilities to support financial product salespeople in overcoming challenges and sustaining motivation and work performance during and after COVID-19 pandemic. Furthermore, this study suggests useful ways to develop the psychological capabilities. By using an interpretive phenomenological approach as the methodology, twenty financial product salespeople have been interviewed. The findings reveal that positive mindset, belief-in-oneself and not-giving-up are crucial psychological capabilities for salespeople’s sustainable work performance. These psychological capabilities match with the elements in the Psychological Capital Model. Positive mindset is associated with hope and optimism; belief-in-oneself is associated with self-efficacy, and not-giving-up is associated with resilience. The study also found approaches that help develop these psychological elements, including being proactive in seeking help and guidance, setting personal goal, and continuous learning. The findings contribute to the financial services and sales literature by providing a better understanding of how psychological capabilities help motivate financial product salespeople toward positive and sustainable work outcomes, and the ways to develop the psychological capabilities.
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spelling pubmed-101075842023-04-18 Psychological capabilities for salespeople’s sustainable work performance in financial services sector Ewe, Soo Yeong Ho, Helen Hui Ping J Financ Serv Mark Original Article The present study investigated the importance of psychological capabilities to support financial product salespeople in overcoming challenges and sustaining motivation and work performance during and after COVID-19 pandemic. Furthermore, this study suggests useful ways to develop the psychological capabilities. By using an interpretive phenomenological approach as the methodology, twenty financial product salespeople have been interviewed. The findings reveal that positive mindset, belief-in-oneself and not-giving-up are crucial psychological capabilities for salespeople’s sustainable work performance. These psychological capabilities match with the elements in the Psychological Capital Model. Positive mindset is associated with hope and optimism; belief-in-oneself is associated with self-efficacy, and not-giving-up is associated with resilience. The study also found approaches that help develop these psychological elements, including being proactive in seeking help and guidance, setting personal goal, and continuous learning. The findings contribute to the financial services and sales literature by providing a better understanding of how psychological capabilities help motivate financial product salespeople toward positive and sustainable work outcomes, and the ways to develop the psychological capabilities. Palgrave Macmillan UK 2023-04-17 /pmc/articles/PMC10107584/ http://dx.doi.org/10.1057/s41264-023-00228-6 Text en © The Author(s) 2023 https://creativecommons.org/licenses/by/4.0/Open AccessThis article is licensed under a Creative Commons Attribution 4.0 International License, which permits use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons licence, and indicate if changes were made. The images or other third party material in this article are included in the article's Creative Commons licence, unless indicated otherwise in a credit line to the material. If material is not included in the article's Creative Commons licence and your intended use is not permitted by statutory regulation or exceeds the permitted use, you will need to obtain permission directly from the copyright holder. To view a copy of this licence, visit http://creativecommons.org/licenses/by/4.0/ (https://creativecommons.org/licenses/by/4.0/) .
spellingShingle Original Article
Ewe, Soo Yeong
Ho, Helen Hui Ping
Psychological capabilities for salespeople’s sustainable work performance in financial services sector
title Psychological capabilities for salespeople’s sustainable work performance in financial services sector
title_full Psychological capabilities for salespeople’s sustainable work performance in financial services sector
title_fullStr Psychological capabilities for salespeople’s sustainable work performance in financial services sector
title_full_unstemmed Psychological capabilities for salespeople’s sustainable work performance in financial services sector
title_short Psychological capabilities for salespeople’s sustainable work performance in financial services sector
title_sort psychological capabilities for salespeople’s sustainable work performance in financial services sector
topic Original Article
url https://www.ncbi.nlm.nih.gov/pmc/articles/PMC10107584/
http://dx.doi.org/10.1057/s41264-023-00228-6
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