An empirical analysis of competencies in predicting managerial effectiveness of the sales managers: a Vietnamese banking sector perspective
Main Article Content
Abstract
The purpose of this paper is to examine the effects of three competencies, which are management competence, technical competence and self-management competence, in predicting managerial effectiveness of sales managers. A survey was conducted with 134 managers and employees who are working for selected commercial banks in Hanoi, Vietnam. Data were analyzed using qualitative and quantitative methods. The combination of interviews and regression analysis methods is used to test the hypotheses. The results show that all three competency factors were significantly related with managerial effectiveness. It is, thus, crucial for Vietnamese commercial banks’ managers to understand and continually equip themselves with critical competencies that would transform and eventually make them effective and successful managers.
Article Details
Keywords
Competencies, Managerial effectiveness, Banking sector, Vietnam
References
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Boyatzis, R. (1982), The competent manager: a model for effective performance, New York: Wiley and Sons.
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Busch, T.K. (2012), Determining competencies for frontline sales managers in for-profit organizations, Dissertation, Texas AandM University.
Byrd, T.A., Lewis, B.R. and Turner, D.E. (2004), “The impact of IT personnel skills on IS”, Information Resources Management Journal, Vol. 17 No. 2, pp. 38-62.
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Herbison, G.J. (2013), A focused and learnable competency model for the front-line sales managers at a U.S life insurance-based financial services company, Dissertations, Wilmington University.
Hill, L.A. (2003), Becoming a manager: how new managers master the challenges of leadership, Harvard Business Press.
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Kim, S. and Hong J. (2005), “The relationship between salesperson competencies and performance in the Korean pharmaceutical industry”, Management Revue, Vol. 16 No. 2, pp. 259-270.
Le, Q., Do, V.P.A. (2017), “Nang luc cua nha quan tri cap trung trong doanh nghiep ngoai quoc doanh Viet Nam”, Tap chi Kinh te va Phat trien, No. 238, pp. 58-66.
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Renu (2015), “Empirical study of managerial effectiveness in service sector”, Pacific Business Review International, Vol. 7 No. 9, pp. 33-39.
Ross, S. (2014), “A conceptual model for understanding the process of self-leadership”, Journal of Management Development, Vol. 33 No. 4, pp. 299–323.
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Analoui, F. (2007), Strategic human resource management, London: Thompson Learning.
Analoui, F., Ahmed, A.A. and Kakabadse, N. (2010), “Parameters of managerial effectiveness: The case of senior managers in the Muscat Municipality, Oman”, Journal of Management Development, Vol. 29 No. 1, pp. 56-78.
Atkins, P.W.B. and Wood, R.E. (2002), “Self- versus others’ ratings as predictors of assessment center ratings: validation evidence for 360-degree feedback programs”, Personnel Psychology, Vol. 55 No. 4, pp. 871-904.
Barnes, M.A., Pengelly, S., Dennis, M., Wilkinson, M., Rogers, T., Faulkner, H. (2002), “Mathematics skills in good readers with hydrocephalus”, Journal of the International Neuropsychological Society, Vol. 8, pp. 72–82.
Bao, C. (2009), “Comparison of public and private sector managerial effectiveness in China: a threeparameter approach”, Journal of Management Development, Vol. 28 No. 6, pp. 533541.
Borman, W.C. and Brush, D.H. (1993), “More progress toward a taxonomy of managerial performance requirements”, Human Performance, Vol. 6 No. 1, pp. 1-21.
Boyatzis, R. (1982), The competent manager: a model for effective performance, New York: Wiley and Sons.
Broide, M. and Bennett, R. (1979), Perspective on managerial effectiveness, Slough: Valley Regional Management Center.
Busch, T.K. (2012), Determining competencies for frontline sales managers in for-profit organizations, Dissertation, Texas AandM University.
Byrd, T.A., Lewis, B.R. and Turner, D.E. (2004), “The impact of IT personnel skills on IS”, Information Resources Management Journal, Vol. 17 No. 2, pp. 38-62.
Campbell, J.P. (1990), Modeling the performance prediction problem in industrial and organizational psychology In I. M. (Eds.), Handbook o f industrial – organizational psychology, 2nd ed , Palo Alto: Consulting Psychologists Press, Vol. 1, pp. 687-732.
Clardy, A. (2008), “Human resource development and the resource-based model of core competencies: methods for diagnosis and assessment”, Human Resource Development Review, Vol. 7 No. 4, pp. 387-407.
Cockerill, T. (1989), “The kind of competence for rapid change”, Personnel Management, September, Vol. 21 No. 9, pp. 52-56.
Cowling, A. and Newman, K. (1995), “Banking on people: TQM, service quality and human resources”, Personnel review, Vol. 24 No. 7, pp. 25-40.
Daft, L.R., Marcic, D., Griffin, R.W. and Van Fleet, D.D. (2015), Management skills, Hampshire: Cengage.
DeJanasz, S.C., Dowd, K.O. and Schneider, B.Z. (2012), Interpersonal skills in organizations, 4th ed, New York: McGraw-Hill.
Deeter-Schmelz, D.R., Kennedy, K.N. and Goebel, D.J. (2002), “Understanding sales manager effectiveness: linking attributes to sales force values”, Industrial Marketing Management, Vol. 31 No. 7, pp. 617-626.
DiPatti, E.B. and Dell’Ariccia, G. (2001), Bank competition and firm creation, International Monetary Fund, No. 2001 - 2021.
Doan, X.H. (2016), Nghien cuu nang luc cam xuc cua nha quan tri cap trung trong cac ngan hang thuong mai Viet Nam, Dissertation, National Economics University.
Draganidis and Mentzas (2006), “Competency based management: a review of systems and approaches”, Information Management and Computer Security, Vol. 14 No. 1, pp. 51-64.
Drucker, P.F. (1999), Managing oneself, Harvard Business Press, pp. 13-32.
Economy and Consumption (Kinh te and Tieu dung) (2017), BIDV quan quan so luong nhan vien va diem giao dich, nhung VPBank moi la vo dich tuyen dung, at https://vietnambiz. vn/infographic-bidv-quan-quan-so-luong-nhan-vien-va-diem-giao-dich-nhung-vpbankmoi-la-vo-dich-tuyen-dung-45359.html (accessed February 15, 2019).
Favia, M.J. (2010), An initial competency model for sales managers at fifteen B2B organizations, Dissertations, The Pennsylvania State University.
Finn, R. (1993), A synthesis of current research on management competencies, HenleyonThames: Henley Management College.
Fletcher, C. and Baldry, C. (1999), “Multi-source feedback systems: a research perspective”, International Review of Industrial and Organizational Psychology, Vol. 14, pp. 149-193.
Fraser, C. and Zhu, C. (2008), “Stakeholder perception of construction site managers’ effectiveness”, Construction Management and Economics, Vol. 26 No. 6, pp. 579-590.
Hair, J.F., Black, W.C., Babin, B.J. anderson, R.E. and Tatham, R. (2010), Multivariate data analysis, 7th ed., New Jersey: Pearson Prentice Hall.
Heinsman, H. (2008), The competency concept revealed: Its nature, relevance and practice, Academisch proefschrift.
Herbison, G.J. (2013), A focused and learnable competency model for the front-line sales managers at a U.S life insurance-based financial services company, Dissertations, Wilmington University.
Hill, L.A. (2003), Becoming a manager: how new managers master the challenges of leadership, Harvard Business Press.
Hysong, S.J. (2000), The role of technical competence in managerial effectiveness: mediators and moderators, Dissertation, Rice University.
James, A.P. (2003), “Exploring differential item functioning in a 360-degree assessment: rater source and method of delivery”, Organizational Research Methods, Vol. 6 No. 1, pp. 6179.
Kahle, D. (2005), “What’s a professional slaes manager?”, Agency Sales, Vol. 35 No. 1, pp. 5154.
Katz, R.L. (1955), “Skills of an effective administrator”, Harvard Business Review, Vol. 33 No. 1, pp. 33-42.
Kim, S. and Hong J. (2005), “The relationship between salesperson competencies and performance in the Korean pharmaceutical industry”, Management Revue, Vol. 16 No. 2, pp. 259-270.
Le, Q., Do, V.P.A. (2017), “Nang luc cua nha quan tri cap trung trong doanh nghiep ngoai quoc doanh Viet Nam”, Tap chi Kinh te va Phat trien, No. 238, pp. 58-66.
Lee, A.T. (2010), Managerial competencies, roles, and effectiveness; rater perceptions and organizational measures, available at: https://dspace.ou.nl/bitstream/1820/3471/1/ MWATvdLeeapril2010.pdf. (accessed January 06. 2019).
Leslie, J.B. (2002), Managerial effectiveness in a global context, available at: https://www.ccl.
org/wp-content/uploads/2015/04/ccl_managerialeffectiveness.pdf (accessed February 15. 2019).
Le, Q. (2012), “Danh gia nang luc giam doc dieu hanh qua mo hinh ASK”, Tap chi Khoa hoc (Dai hoc Quoc gia Ha Noi), Kinh te va Kinh doanh, No. 28, pp. 29-35.
Leigh, T.W. and Marshall, G.W. (2001), “Research priority in sales strategy and performance”, Journal of Personal Selling and Sales Management, Vol. 21, No.2, pp. 74 – 83.
Lucia, A.D. and Lepsinger, R. (1999), The art and science of competency models: pinpointing critical success factors in organizations, San Francisco: Jossey-Bass/Pfeiffer.
Luthans, F. (1988), “Successful versus effective real managers”, Academy of Management Executive, Vol. 2 No. 2, pp. 127-132.
Mai, T.L. and Ta, D.H. (2014), “Khung nang luc lanh dao, quan ly cua nha quan tri cap cao trong doanh nghiep gia doanh tai cau truc o Viet Nam, thuc trang va giai phap”, Tap chi Kinh te va Phat trien, No. 206, pp. 122-134.
Manasi, D.P. (2014), “Improving effectiveness of retail sector through competency mapping of sales managers”, Indian Journal of Applied Research, Vol. 4, Issue 10, pp. 328-330
Marques, Q.P. and Curral, L. A. (2012), “Goal orientation and work role performance: Predicting adaptive and proactive work role performance through self-leadership strategies”, Journal of Psychology, Vol. 146 No. 6, pp. 559-577.
McClelland, D. (1973), “Testing for competence rather than for “intelligence””. American Psychologist, Vol. 29 No. 1, pp. 1-14.
Mullins, L.J. (2013), Management and organisational behaviour, 10th ed, Harlow: Pearson.
Murale, V. and Preetha, R. (2011), “Middle level managers: competency and effectiveness”, Journal of Indian Management, Vol. 8 No. 1, pp. 38-50.
Muthuveloo, R., Chiek, K.C. and Ping, T.A. (2017), “An empirical analysis of the perceived skills in predicting managerial effectiveness: the Malaysian perspective”, Global Business and Management Research- An International Journal, Vol. 9 No. 4, pp. 41-59.
Noe, R.A., Hollenbeck, J.R., Gerhart, B. and Wright, P.M. (2017), Human resource management: Gaining a competitive advantage, New York, NY: McGraw-Hill Education.
Nwokah, G.N. and Ahiauzu, A.I. (2008), “Managerial competencies and marketing effectiveness in corporate organizations in Nigeria”, Journal of Management Development, Vol. 27 No. 8. pp. 858 - 878.
Pablo, H.M. (2006), Determinants of self-perceived managerial effectiveness in the Canarian health service, Dissertations, University of Toronto.
Posner, B.Z. and Kouzes, J.M. (1988), “Development and validation of the leadership practices inventory”, Educational and Psychological Measurement, Vol. 48 No. 2, pp. 483-496.
Ping, L. and Kebao, W. (2010), Knowledge management in banks, The International Conference on E-Business and E-Government, Guangzhou, China, (pp. 1819-1822), available at: https://dblp.org/db/conf/icee/icee2010, (accessed February 15, 2019).
Pham, Q.L. (2015), Competencies of first-line sales managers of business to business market for curriculum development in Ho Chi Minh city, Vietnam, Dissertation, Ifugao State University.
Rajadhyaksha, U. (2015), “Managerial competence: do technical capabilities matter?”, Vikalpa, Vol. 30 No. 2, pp. 47-56.
Reddin, W.J. (1994), “Managerial effectiveness in 1980s”, Management by Objectives, Vol. 3 No. 3, pp. 6-12.
Renn, R.W., Allen, D.G. and Huning, T.M. (2011), “Empirical examination of the individuallevel personality-based theory of self-management failure”, Journal of Organizational Behavior, Vol. 32 No. 1, pp. 25-43.
Renu (2015), “Empirical study of managerial effectiveness in service sector”, Pacific Business Review International, Vol. 7 No. 9, pp. 33-39.
Ross, S. (2014), “A conceptual model for understanding the process of self-leadership”, Journal of Management Development, Vol. 33 No. 4, pp. 299–323.
Schwartz, T. and McCarthy, C. (2007), “Manage you energy, not your time. In H. B. Press, HBR’s must reads on managing yourself”, Harvard Business Press, Vol. 85 No. 10, pp. 61-78.
Shehu, Z. and Akintoye, A. (2008), “Construction programme management skills and competencies”, The Built and Human Environment Review, No.1, pp. 1-17.
Shippmann, J., Ash, R., Battista, M., Carr, L., Eyde, L., Hesketh, B. and Sanchez, J.I. (2000), “The practice of competency modeling”, Personnel Psychology, Vol. 53 No. 3, pp. 703740.
Spencer, L.M. and Spencer, S.M. (1993), Competence at work, New York: John Wiley and Sons.
Spreitzer, G.M. (1995), “Psychological empowerment in the ưorkplace - dimensions, measurement, and validation”, Academy of Management Journal, No. 38, pp. 1442-1465.
Stephen, R. and Marry, C. (2012), Management, Prentice Hall.
Staniec, I. and Stygar, S. (2014), “Controlling and risk management in sales in the small and medium- sized bank”, International Review of Management and Business Research, Vol. 3 No. 1, pp. 119.
State Bank report (2018), Bao cao ngan hang nha nuoc 2018, available at: https://www.sbv.gov.vn/webcenter/portal/vi/menu/fm/nhnnvqhct/ c b c g t / b c c n h n n ? _ a f r L o o p = 2 6 4 4 7 6 2 0 9 1 7 7 6 5 0 9 5 # % 4 0 % 3 F _
afrLoop%3D26447620917765095%26centerWidth%3D80%2525%26leftWidth %3D20%2525%26rightWidth%3D0%2525%26showFooter%3Dfalse%26 showHeader %3Dfalse%26_adf.ctrl-state%3Dj7nh4slai_4, (accessed September 15, 2019).
Strydom, J., Bruwer, J., DeBeer, A., Holtzhausen, M., Kiley, J. and Maritz, M. (2015), Principles of business management, 3rd ed, Cape Town: Oxford University Press.
Symington, N. (2012), Investigating graduate employability and psychological career, Dissertation, University of Pretoria.
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