| As a part of enterprise employees, sales staff play an important role to the development of enterprises. Investing psychological capital can help employees to improve job satisfaction and job performance. At present, the research between psychological capital, job satisfaction and job performance about sales staff is much fewer. This thesis utilizes related theory to make an analysis on the relationship between psychological capital, job satisfaction and job performance by using the empirical analysis method. As a result, the thesis is devoted to develop staff ’s potential from the psychological capital perspective.The author chooses the sales staff of fast-moving consumption goods industry as the research object. Meanwhile, the author uses the psychological capital questionnaire(PCQ-24), the Minnesota satisfaction questionnaire(MSQ) and the employee performance questionnaire that Vanscotter and Motowidlo put forward as research tools. Furthermore, this thesis is defined to the intermediary role about job satisfaction in the process of psychological capital affecting job performance, by using the descriptive statistics, correlation analysis and regression analysis.The empirical results indicate that between two variables on psychological capital, job satisfaction and job performance of sales staff from fast-moving consumption goods industry have significant positive correlations. Psychological capital and its dimensions have significant positive influences on job performance. Psychological capital and its dimension have significant positive influences on job satisfaction. Job satisfaction and its dimensions have partly effects on job performance. Job satisfaction plays a partial intermediary role in the relationship of psychological capital and job performance. Namely, psychological capital affects job performance directly on the one hand, psychological capital affects job performance indirectly through job satisfaction on the other hand. Finally, the last chapter of this thesis puts forward five specific management suggestions, such as fostering self-efficacy, raising the level of hope, enhancing the level of optimism, strengthening toughness, paying attention to the role of job satisfaction. The purpose of this thesis is to improve sales staff ’s job performance of fast-moving consumption goods industry. |
