The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations (Studied Case: Behpakhsh Corporation)

Abstract

In the competitive environment of sale corporations possession of empowered sellers is considered a valuable, value adding, inimitable and irreplaceable competitive advantage. Among different determinants of sale performance, this research investigates that psychological empowerment (feeling of competence, meaningfulness, self-managing, having influence and trust) how and to some extend effect on the sale performance of sellers. The research goal is applied and its method is descriptive and survey-based. The population of the research consists of sellers of Behpakhsh Corporation in Tehran and townships, among 900 persons of them 270 subjects was selected randomly as statistical sampling. Data collection tool is a standard questionnaire that was used for the survey. Statistical tests such as confirmatory factor analysis, path analysis and T-test have been used for data analysis through the software LISREL and SPSS. The results show that all studied aspects of psychological empowerment have had positive and significant effects on the sale performance in the corporation. As well as the current status of the company's empowerment and sales performance have been appropriate