| dc.description.abstract | The study aims to explore the relationship between personality traits, job characteristics, and job performance of sales representatives in pharmaceutical industry. Based on the survey and analysis result, qualifications of potential sales which can help organization to improve the performances are suggested.
In this study, the research objects are sales representative. Characteristics, demographic and personality trait are treated as moderator, demographic, and personal variables, respectively. This study explores the correlation among these factors and can be divided into three parts. First, the big five personality traits questionnaire translated from Goldberg (1999) is adopted to find the correlation between personality traits and job performance. Second, Hackman & Oldhan (1975) methods are applied to find the correlation between job characteristics and job performance. Third, the effect of personality traits and job characteristics on the job performance is discussed. As a result, in the model number one, the big five personality traits had positive correlation with job performance in term of “conscientiousness” and “extraversion”. In the model number two, “skill identity”, “task significance” and “autonomy” are discovered to owning positive correlation with job performance. In the last model, there isn’t any suggestion about the interaction between personality traits and job characteristics effect to job performance.
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