Understanding self-efficacy and performance of salespersons in Islamic banking

Abstract

Purpose

This study aims to investigate the relationship between organization image, awareness effort, customer demandingness, self-efficacy and self-rated performance among salespersons of Islamic banking products in the UAE. It also explores the mediating role of awareness effort and self-efficacy, using a theoretical framework derived from social cognitive theory.

Design/methodology/approach

Data are collected by surveying salespersons in a mixed bank (a conventional bank with an Islamic banking department) in the UAE. The researcher uses structural equation modeling to analyze the data.

Findings

The research concludes that customer demandingness positively affects awareness effort, awareness effort positively affects self-efficacy, self-efficacy positively affects performance and image positively affects salespersons’ self-efficacy and performance. Furthermore, the study highlights the mediating role of awareness effort and self-efficacy in the model.

Research limitations/implications

The sample consists of 217 salespersons working in the same bank, covering three cities in the UAE. Hence, the rest of the country is not included.

Practical implications

The study shows the importance of awareness efforts in achieving better performance. It also demonstrates the importance of addressing customer requirements in the banking environment. Furthermore, it illuminates the role of organization image in enforcing salespersons’ self-efficacy and performance.

Social implications

The paper sheds a light on salespersons’ personalities and the factors that reinforce their performance and self-efficacy.

Originality/value

The research is an empirical study that addresses the relationship between performance, self-efficacy, image, awareness effort and customer demandingness in Islamic banking in the UAE.

Citation

Kaakeh, A., Hassan, M.K., Van-Hemmen, S. and Hossain, I. (2020), "Understanding self-efficacy and performance of salespersons in Islamic banking", Journal of Islamic Accounting and Business Research, Vol. 11 No. 5, pp. 973-988. https://doi.org/10.1108/JIABR-10-2018-0160