The Mediating Effects of Organisational Culture on Job Performance of Automotive salespersons in a Large Automotive Sales Company in Malaysia

Abstract

The purpose of this paper was to examine the mediating effects that organisational culture would have, on the work performance of those automotive sales persons, specifically within a case study of a large automotive sales organisation within the country of Malaysia. The findings were then detailed from the perceptions of the studies automotive salespersons, along with the correlating implications that could affect the automotive retaining industry in Malaysia. It was known that the work and job performance of automotive salespersons were greatly influenced by the kind of organisational culture that they were residing within. The organisational culture theories were used to investigate the social cognitive theory, via literature reviews conducted. The methodology of this paper was through the usage of quantitative and survey means where the needful data was collected from the related salespersons originating from the branches and dealers of the Malaysian based Naza Group of Companies. The involved measurement tools have been adopted from the works of previous researchers. One thousand and two hundred questionnaires have been distributed to arrive at three hundred and seventy five usable responses, hence a response rate of 31.25%. The collected quantitative data was processed and analysed using the Statistical Package for Social Science (SPSS) version 22. The results illustrated that significant positive relationships exist between organisational culture with the employees’ work performances.