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All Journal as-sibyan : Jurnal Pendidikan Anak Usia Dini Psikologi Prima Jurnal Pengabdian kepada Masyarakat Nusantara World Psychology Journal of Artificial Intelligence and Digital Business Jurnal As-Syar’i: Jurnal Bimbingan & Konseling Keluarga Masyarakat Mandiri: Jurnal Pengabdian Dan Pembangunan Lokal Indonesian Journal of Humanities and Social Sciences Jurnal Intensi (Integrasi Riset Psikologi)
Oktavia, Citrawanti
Universitas Paramadina
Religion Agriculture, Biological Sciences & Forestry Arts Humanities Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Electrical & Electronics Engineering Engineering Languange, Linguistic, Communication & Media Law, Crime, Criminology & Criminal Justice Neuroscience Physics Public Health Social Sciences Other

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THE INFLUENCE OF PSYCHOLOGICAL CAPITAL ON JOB PERFORMANCE AMONG SALESPEOPLE AT PT SI Karlina; Citrawanti Oktavia
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 Anwar, Nurmelisa Arya, Reza Baharuddin Yusuf Barkah Kadia Idha Rahayuningsih Idha Rahayuningsih Karlina Latifa, Indah Nur Muhamad Agung Wijoyo Muhammad Romdhonul Karim Rejeki, Asri Sansani, Ries Selvya, Putri Ega Wardani, Dinda Kristina Hari