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Journal : World Psychology

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THE INFLUENCE OF PSYCHOLOGICAL CAPITAL ON JOB PERFORMANCE AMONG SALESPEOPLE AT PT SI Karlina; Oktavia, Citrawanti
World Psychology Vol. 5 No. 1 (2026)
Publisher : Sekolah Tinggi Agama Islam Al-Hikmah Pariangan Batusangkar, West Sumatra, Indonesia.

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.55849/wp.v5i1.1207

Abstract

The growth of the trading and distributor industry in Indonesia has created a highly competitive climate, requiring salespersons to demonstrate adaptive and innovative performance. This study aims to examine the influence of Psychological Capital (PsyCap) on the Job Performance of salespersons at PT SI, an industrial equipment distributor in Cikarang currently facing challenges related to declining performance and fluctuating sales targets. The research design employs a quantitative approach utilizing a census method (saturated sampling), involving 31 salespersons as respondents due to the relatively small population size. The research instruments employed were the Psychological Capital Questionnaire (PCQ) to measure the dimensions of hope, self-efficacy, resilience, and optimism, and the Individual Work Performance Framework (IWPQ) to assess task performance, contextual performance, and counterproductive work behavior. Data analysis was conducted using simple linear regression to predict the influence of the independent variable on the dependent variable. This study is expected to provide empirical insights into the importance of employees' internal psychological aspects in sustaining performance amidst the pressures of the Business to Business (B2B) industry, and serves as a foundation for management to design HR capacity-building strategies that do not rely solely on financial incentives.
Co-Authors Abrar, Zulkifli Afrilliyan, Arrendi Alifia Ulie Mizana Hadori Amissa Karolina Andi Julia Rifiana Andika Prabowo Anita Yuliana Arya Jumri Delin Apriyani Delsia Febrianti Devi Rachmawati Faizal Bahrain Fatma Aulia Fika Enggar Prayogo Fiki Amali Gabriel Steven Rikin Hadiyanto Hadiyanto Indryani, Indryani Jayawarsa, A.A. Ketut Joko Sujono Leofianti, Annisa Rizkiayu Nina Lovenia Novia Ramadina Pratiwi Nurhidayati, Euis Nursasmita, Rizqi Oktavia, Citrawanti Purwaganda, Achyas Hidayat Puspitasari, Etika Dyah Restu Ilahi, Bogy Ria Aryani Rieke Navasati Sahlan Toro Septian Raibowo Sosi Marlia Nggadas Steven Stefanus Suhandi Taufik Ridwan, Taufik Yuliyanti