Training and salesperson performance in an emerging economy: a moderated mediation perspective

Purpose The purpose of this study is to investigate the underlying psychological mechanisms and boundary conditions of the relationship between training and performance, in light of inconsistent empirical evidence. Design/methodology/approach This study employed a face-to-face survey involving 163 salespersons in Cirebon, Indonesia. Data were analysed using partial least squares structural equation modelling with SmartPLS 4. Findings The results show that all hypotheses were supported. Training has a positive and significant relationship with salesperson performance, and self-efficacy partially mediates this relationship. In addition, person–job fit (P–J fit) moderates the relationship between training and self-efficacy. Originality/value Using the perspectives of job demands–resources theory, self-efficacy theory and person–environment fit theory, this study is one of the first to examine a moderated mediation model between training and salesperson performance in the context of a developing country, with self-efficacy as a mediator and P–J fit as a moderator of this relationship.