Causal Relationship Model of Salesperson Job Performance of A Real Estate Business: The Mediation Role of Job Crafting

Main Article Content

Kulthida Wongsitikul
Chaiyut Kleebbua

Abstract

The objective of this research was to develop causal relationship model of Salesperson Job performance of Real estate business with job crafting as the mediator. Sampling in this study were 186 Salesperson of a Real Estate Business. A research instrument used in this study was a questionnaire, it was analysed by a structural equation modelling with Mplus program (SEM). The result showed that the calculated indices provided good model fit (𝑥2 = 36.58, df = 38, 𝑥2/ df = 0.96, P-Value = 0.53, RMSEA = 0.00, CFI = 1.00, TLI = 1.00 SRMR = 0.03) All variables in the model were accounted for in the calculation of indices and they could explain Job Performance of Salesperson at 47.8%. Job demands which include of work pressure and emotional demands have a total effect with statistically significant on Job performance (b = 0.28, p <.01) and have an indirect effect with statistically significant on Job performance as a mediation of Job crafting (b = 0.35, p <.01). Job resources which include of job autonomy and feedback have a total effect with statistically significant on Job performance (b = 0.24, p <.01) and have an indirect effect with statistically significant on Job performance as a mediation of Job crafting (b = 0.34, p <.01). The results showed that Job crafting is a fully mediator that can be explained a relationship between job demands and job resources which affecting job performance. The results of this study can be applied in plaining to improve salesperson performance which will benefit the administration.

Article Details

How to Cite
Wongsitikul, K. ., & Kleebbua, C. . (2022). Causal Relationship Model of Salesperson Job Performance of A Real Estate Business: The Mediation Role of Job Crafting. Dusit Thani College Journal, 16(3), 89–105. Retrieved from https://so01.tci-thaijo.org/index.php/journaldtc/article/view/264513
Section
Research Article

References

Bakker, A. B., Demerouti, E., & Boer, E. D., & Schaufeli, W. B. (2003). Job demands and job resources as predictors of absence duration and frequency, Journal of Vocational Behavior, 62, 341–356.

Bakker, A. B., & Demerouti, E. (2007). The job demands-resources model: State of the art, Journal of Managerial Psychology, 22, 309–328

Berg, J. M., & Dutton, R. L., & Wrzesniewski, A. (2010). What Is Job Crafting and Why Does It Matter, Retrieved Form the Website of Positive Organizational Scholarship, 15, 1-8.

Borman, W. C., & Motowidlo, S. (1993). Expanding the criterion domain to include elements of contextual performance.

Chaiyut Kleebbua. (2009) Development of the causal model of burnout at work: an application of the job demand-resource model. Thesis for Master of Arts. Chulalongkorn University. (in Thai)

Chaiyut Kleebbua and Parichat Pitisutti (2020). Study of a job crafting intervention for the elevation of teachers’ performance and meaning of work. Thailand Science Research and Innovation (TSRI). (in Thai)

Gordon, H. J., & Demerouti, E., & Le Blanc, P. M., & Bipp, T. (2015). Job Crafting and Performance of Dutch and American Health Care Professionals, Journal of Personnel Psychology, 14(4), 192–202.

Hackman, J. R., & Oldham G. R. (1976). Motivation through the design of work: Test of a theory.

Organizational Behavior and Human Performance, 16, 250–279.

Kanchana Chiradet. (2018). Influential Factors for Purchasing on the Horizontal Real Estate of Supalai Public Company Limited in Bangkok and its Vicinity. Independent research articles. Faculty of Business Administration. Ramkhamhaeng University. (in Thai)

Pulakos, E. D., Arad, S., Donovan, M. A., & Plamondon, K. E. (2000). Adaptability in the workplace: development of a taxonomy of adaptive performance. Journal of applied psychology, 85(4), 612.

Singh, R. (2007). The Impact of Supervisee Trust on Sales Performance and the Role of Supervisory Behaviour, Supervisory Feedback and Sales Control: A Few Propositions. Research in Marketing, 312.

Tims, M., Bakker, A. B., & Derks, D. (2012). Development and validation of the job crafting scale. Journal of vocational behavior, 80(1), 173-186.

Tsareva, N. A., Yakimova, Z. V., & Vlasenko, A. A. (2018). STAFF INVOLVEMENT AND WORK STRESS: Job Crafting Role. The Turkish Online Journal of Design Art and Communication, 8, 211-211.

Weena Thirasophon. (2015). Factors Affecting Housing Choice in The Bangkok Metropolitan Region. Independent Study. Faculty Of Commerce and Accountancy. Thammasat University. (in Thai)

Zboja, J. J., & Clark, R. C., & Haytko, D. L. (2015). An offer you can’t refuse consumer perceptions of sales pressure, Journal of Academy of Marketing Science, 1-16.