Research On The Relationship Between Psychological Capital And Job Performance Of Real Estate Sales Personnel

The real estate industry is one of the pillar industries of our national economy,the real estate sales link is the main source of profit for real estate company.The real estate sales staff is directly to the end customers,guide customer consumption and in order to achieve sales goals,in the sales process plays an important role in delivering and communicating information.However,with the increasingly fierce competition in the real estate sales market and the introduction of real estate related restrictions policies,real estate sales staff suffer from increasing psychological pressure and prompt sales staff positive psychological state change,This not only affects the performance of sales staff,but also has an impact on the company's profitability and future development.Therefore,the study of the impact of psychological capital on the real estate sales staff performance has a certain practical significance.This article takes the real estate sales personnel as the research object,Starting from the work characteristics and group characteristics of the real estate sales staff and on the basis of reference to relevant literature,The psychological capital is divided into four dimensions:self-efficacy,hope,optimism and resilience and Job performance is divided into three dimensions:task performance,job dedication and interpersonal promotion.This article mainly refers to Luthans et al.developed the psychological capital questionnaire and Van Scotter&Motowidlo developed work performance questionnaire to measure the psychological capital and job performance of real estate sales personnel.Questionnaire survey method is adopted in this paper,the scope of the survey for the Yangzhou region's major sales and marketing center.The collected data were analyzed by SPSS software,The reliability and validity of psychological capital scale and job performance scale,the psychological capital and its dimension respectively with the performance and its dimension analysis correlation and regression,draw conclusions.The results of this study show that:Firstly,psychological capital and its dimensions are significant positive correlated with job performance.Secondly,there is a significant positive correlation between psychological capital and task performance,self-efficacy?optimism and resilience have a positive impact on task performance and the dimension of hope has no significant effect on task performance.Thirdly,there is a significant positive correlation between psychological capital and job dedication,self-efficacy?optimism and hope dimensions have a positive impact on job dedication and the resilience dimension has no significant impact on the job dedication.Fourthly,there is a significant positive correlation between psychological capital and interpersonal promotion,self-efficacy?optimism and resilience have a positive impact on interpersonal facilitation and the dimension of hope has no significant effect on interpersonal facilitation.According to the results of the study,from improving the recruitment system and employee occupation development management,scientific performance management and compensation design,cultivating and development of psychological capital to put forward the corresponding management recommendations,in order to improve the real estate sales staff performance and enhance the comprehensive competitive ability company.