Factors Effect Salespeople Performance Based on Multilevel Approach



This study was performed based on 482 questionnaires from 30 food companies' salespeople which contained 39-items. For testing the model, Multilevel Approach and HLM 6.05 was used. The main effects of basic physiological needs (relatedness, competency and autonomy) and moderation and main effects of competitive climate and collective sales efficacy were investigated. Results showed relatedness need dose not effect on salesperson's performance. Competency, autonomy needs and collective sale efficacy have positive effects and competitive climate has negative effect on salesperson's performance. This study showed that competitive climate has positive moderation effect on relationship between competency and performance and collective sale efficacy has negative moderation effect on relationship between autonomy and performance.