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Title Entrepreneurial Orientation of Domestic Private Banks and Psychological Traits of Sales Personnel under the moderating impact of Organizational Learning Capability In Multan City

Author(s) Syed Muhammad Hussain Raza

Abstract Human Resource Management deals with organization, employees and organization’s internal and external environment. The driving force for our research was the commonplace observation that sales personnel employed with banks are frequently hired and fired while training and development of employees was totally ignored. My conceptual framework suggested hiring of sales personnel considering three psychological traits i.e. Tolerance for Ambiguity (TA), need for achievement (nACH) and internal locus of control (ILOC) followed by training i.e. organizational learning capability (OLC) to improve overall entrepreneurial orientation (EO) of the bank. The aim of my research was to ascertain the moderation impact of OLC on the relationship between psychological traits of sales personnel and entrepreneurial orientation (EO) of the bank. I obtained data from 17 domestic private banks having regional headquarters in Multan by a questionnaire. I have used Multiple Linear Regression and Andrew F. Hayes PROCESS Macro in SPSS 23. I have found positive moderation effect of OLC on the relationship. I concluded that organizations i.e. banks need to integrate ingredients of OLC in their organization and employees of the organization require adequate training to be more effective. Furthermore, keeping a properly trained and sizeable sales force is more viable than engaging and disengaging new employees over and again. Implications of this research can be successfully incorporated in banking sector of Pakistan by imparting adequate training and ensuring development of employees in the longer run under the moderating impact of OLC.

Type Thesis/Dissertation MS

Faculty Management Sciences

Department Management Sciences

Language English

Publication Date 2018-11-30

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