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Assessing the antecedents and outcomes of salesperson’s psychological capital

Bindu Gupta (Department of Organization Behavior and Human Resources, Institute of Management Technology Ghaziabad, Ghaziabad, India)
Rakesh Singh (Department of Marketing, Institute of Management Technology Ghaziabad, Ghaziabad, India)
Sandeep Puri (Asian Institute of Management, Makati City, Philippines)
Pankaj Singh Rawat (Maruti Suzuki India Ltd., New Delhi, India)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 15 February 2022

Issue publication date: 21 November 2022




This study aims to investigate the impact of a salesperson’s psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance feedback. This study examines the role of thought self-leadership (TSL) as an antecedent of a salesperson’s PsyCap.


Grounded in the social cognitive theory and job demands–resources theory, a hypothesized model is proposed. To test the hypothesized model, data on sales professionals were collected from B2B sales organizations, and a structural equation model was used to test the hypotheses.


The results demonstrate that TSL drives PsyCap in salespeople. The results also suggest an interesting relationship between salesperson’s PsyCap and their sales performance through work engagement as a mediator for PsyCap and sales performance. The moderating effect of performance feedback on work engagement was not significant and thus counterintuitive.

Practical implications

The results suggest that organizations should invest in training to develop the TSL of their salesforce, which will lead to enhanced performance through personal resources such as PsyCap. Further, the findings have implications for sales organization designs and structure.


This study augments the extant information on the linkage between a salesperson’s PsyCap and sales performance by suggesting mediation mechanisms and proposing an integrated framework with work engagement. Further, the authors establish TSL as an important cognitive mechanism to strengthen PsyCap in salespeople.



Gupta, B., Singh, R., Puri, S. and Rawat, P.S. (2022), "Assessing the antecedents and outcomes of salesperson’s psychological capital", Journal of Business & Industrial Marketing, Vol. 37 No. 12, pp. 2544-2558.



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