Investigation of the Effect of Personal Values and Personal Traits as Mediator Variables on Job Satisfaction and Sales Performance

Abstract

Values and personality influence decision-making, motivation, attitude, interpersonal relationships, behavior, and performance. Personal values influence traits; people try to behave in a way that is consistent with their values. Values are the drivers of behavior, including workplace behavior. The relationship between personal values and behavioral outcomes may have been explored empirical studies in various disciplines but limited to a few studies in management. In addition, the effect of job values on performance, in general, was investigated. However, when the effect of personal values on performance and job satisfaction is considered, it becomes clear how important it is to study this subject. Although many studies identify the antecedents of job satisfaction, the relationship of the Big Five personalities with job satisfaction has been much less studied. The aim of this study; It examines both direct and mediating relationships between values, personality, job satisfaction, and performance. Relationships were examined within the framework of Value Perception Theory. In the analysis, personal traits and personal values were measured formatively, while job satisfaction and sales performance were measured reflectively. It was found that personality traits do not have a mediating effect on the relationship between personal values and job satisfaction, and personality traits have a mediating effect on the relationship between personal values and sales performance. The theoretical contribution; It examines the mediating role of personality traits and provides more detailed information on the effects of values on sales performance and job satisfaction. The practical contribution; considering the impact of personality traits and values on performance, the candidate offers ideas for determining personality traits and values before making the final hiring decision.