Relationship between personality traits, psychological capital and job performance among sales employees within an information, communication and technology sector

Abstract

This research explores the relationship between personality traits, Psychological Capital and job performance amongst sales employees within an Information, Communication and Technology (ICT) sector in South Africa. The study was conducted through quantitative research. The study used the Basic Traits Inventory short form (BTI) to measure personality traits; the Psychological Capital questionnaire (PCQ) to measure the Psychological Capital; and the Job Performance questionnaire (JBQ) to measure individual performance. A biographical questionnaire was also used. The questionnaires were administered to a population of 145 sales employees, 85 of whom were based in the company’s Johannesburg office, with the rest dispersed in the company’s Cape Town, Durban, Port Elizabeth, Bloemfontein, wider Free State and Mpumalanga offices. In view of the fact that the sample was small, 100% of the population was included in the study. A theoretical relationship between the constructs was determined and an empirical study provided evidence of the degree of relationship that existed between them. The results reveal significant relationships to exist between some sub-scales; however, statistical significance could not be reached for some correlations.