Keyword

Socio-demographic Variables, Organisational Performance, Automobile Industry, Sales Professionals, Social Factors

Abstract

The purpose of the research paper is to analyse the impact of some socio-demographic variables on the organisational performance. The influence of these socio-demographic variables was evaluated in the context of sales professionals working in the automobile sector of Pakistan.  
Conclusive research design has been adopted in the study by using quantitative techniques. Responses were gathered by the sample of 500 sales professionals. The results generated from Pearson correlation, One-way ANOVA, and descriptive statistics have been used to understand the relationship of socio-demographic variables with organisational performance and to measure the differences between various designations on performance. Responses were tested by conducting statistical tests by using SPSS.
The findings of the study demonstrated that some of the socio-demographic variables have a significant impact on the organisational performance among sales professionals. It was noticed from the correlation that age, education, designation, and income have a strong relationship with organisational performance, whereas, tenure and perceived socio-economic status and incentive has a moderate relationship. Gender, language, and perceived health status were found having no relationship with organisational performance. There was the difference in the performance of sales management and staff members. This depicts the fact that designation influences the working criteria. 
In order to improve organisational performance, the socio-demographic variables that must be considered are age, income, education, and designation. The findings demonstrate that there is the no difference in the performance of managers due to their focus, while, the staff members performance differ from each other. This study is providing analysis for the organisations to understand the factors that must be considered in order to improve overall performance. 
 


Full Text : PDF
References
  1. AlDosiry, K. S., Alkhadher, O. H., Alqaraa, E. M. and Anderson, N. (2015). Relationships between emotional intelligence and sales performance in Kuwait. Journal of Work and Organizational Psychology, 32(1), pp. 39-45.
  2. Bellou, V. (2010). Organizational culture as a predictor of job satisfaction: the role of gender and age. Career Development International, 15(1), pp.4-19.
  3. Bell, S.T., Villado, A. J. Lukasik, M. A., Belau, L. and Briggs, A. L.  (2011). Getting specific about demographic diversity variable and team performance relationships: A meta-analysis. Journal of management, 37(3), pp.709-43.
  4. Bibi, N. (2016). Role of Gender Diversity in Organizational Effectiveness and its Implications. International Review of Management and Marketing, 6(S4), pp.80-85.
  5. Bryman, A. and Bell, E. (2015). Business Research Methods. London: Oxford University Press.
  6. Crowther, D. and Lancaster, G., (2012). Research Methods. Jordan Hill: Routledge.
  7. Flick, U. (2015). Introducing research methodology: A beginner's guide to doing a research project. England: Sage.
  8. Delaney, J. T and Huselid, M. A. (1996). The impact of human resource management practices on perceptions of organizational performance. Academy of Management Journal, 39 (4), 949–969.
  9. Kim, H. J. and Agrusa, J. (2011). Hospitality service employees’ coping styles: the role of emotional intelligence, two basic personality traits, and socio-demographic factors. International Journal of Hospitality Management, 30(3), pp.588-98.
  10. Kumar, R. (2005). Research Methodology: a step-by-step guide for beginners. 2nd ed. Thousand Oaks: Sage Publications Ltd.
  11. Kunze, F., Boehm, S. A. and Bruch, H. (2011). Age diversity, age discrimination climate and performance consequences—a cross organizational study. Journal of organizational behavior, 32(2), pp.264-290.
  12. Latif, M. S., Ahmad, M., Qasim, M., Mushtaq, M., Ferdoos, A. and Naeem, H. (2013). Impact of employee’s job satisfaction on organizational performance. European Journal of Business and Management, 5(5), pp. 166-171.
  13. Ma, C-M., Yu, C-T. and Cheng, B-W. (2013). An Integrative Framework among Automobile Salespeople Personality, Learning and Sales Performance. Journal of Applied Sciences, 13 (8), 1177-1184.
  14. Mackey, A. and Gass, S.M., (2013). Second language research: Methodology and design. London: Routledge.
  15. Muethel, M., Gehrlein, S. and Hoegl, M. (2012). Socio‐demographic factors and shared leadership behaviors in dispersed teams: Implications for human resource management. Human Resource Management, 51(4), pp.525-48.
  16. Finance Division, Government of Pakistan (2018). Overview of economy. Pakistan economic survey 2017-2018. Available at: http://www.finance.gov.pk [Accessed 01 Jun. 2018]
  17. Openepi (n.d). Sample size calculator [A web-based statistical calculator for sample size] Available at: http://www.openepi.com [Accessed 24 Jan. 2017].
  18. Park, T.Y. and Shaw, J.D. (2013). Turnover rates and organizational performance: A meta-analysis. Journal of applied psychology, 98(2), p.268.
  19. Perryer, C., Jordan, C., Firns, I. and Travaglione, A. (2010). Predicting turnover intentions: The interactive effects of organizational commitment and perceived organizational support. Management Research Review, 33(9), pp.911-23.
  20. Sekaran, U. and Bougie, R. (2016). Research methods for business: A skill building approach. London: John Wiley & Sons.
  21. Shea, T., Cooper, B. K., Cieri, H. D. and Sheehan, C. (2012). Evaluation of a perceived Organisational performance scale using Rasch model analysis. Australian Journal of Management, 37 (3), p. 507-522
  22. Thatcher, S. and Patel, P.C. (2011). Demographic faultlines: A meta-analysis of the literature. Journal of Applied Psychology, 96(6), p.1119.
  23. Van Dijk, H., Van Engen, M.L. and Van Knippenberg, D. (2012). Defying conventional wisdom: A meta-analytical examination of the differences between demographic and job-related diversity relationships with performance. Organizational Behavior and Human Decision Processes, 119(1), pp.38-53.
  24. Zikmund, W.G., Babin, B.J., Carr, J.C. and Griffin, M. (2013). Business research methods. England: Cengage Learning.