Driving Sales Effectiveness: the Interplay of Self-Efficacy, Stress, and Productivity among Latin American Industrial Sales Leaders

EasyChair Preprint no. 12127

Abstract

This study investigates the interplay between self-efficacy, stress, and productivity among Latin American industrial sales leaders. Using a sample of sales leaders from various industrial sectors in Latin America, we employed structural equation modeling to examine the relationships between these variables. The results reveal a significant positive association between self-efficacy and productivity, indicating that sales leaders who possess higher levels of self-efficacy tend to be more productive. Additionally, our findings indicate a negative relationship between stress and productivity, suggesting that higher levels of stress are associated with lower levels of productivity among sales leaders. Furthermore, we found that self-efficacy moderates the relationship between stress and productivity, such that the negative impact of stress on productivity is weaker for sales leaders with higher levels of self-efficacy. These findings highlight the importance of self-efficacy in driving sales effectiveness and suggest that interventions aimed at enhancing self-efficacy may help mitigate the negative effects of stress on productivity among Latin American industrial sales leaders.

Keyphrases: industrial sales, Latin America, leaders, Productivity, Sales effectiveness, self-efficacy, stress, Structural Equation Modeling

@Booklet{EasyChair:12127,
  author = {Haney Zaki},
  title = {Driving Sales Effectiveness: the Interplay of Self-Efficacy, Stress, and Productivity among Latin American Industrial Sales Leaders},
  howpublished = {EasyChair Preprint no. 12127},

  year = {EasyChair, 2024}}