The moderating effect of age on the benefits of trait mindfulness and functional flexibility among salespeople

Abstract

Purpose

Although the benefits that individuals obtain from trait mindfulness and functional flexibility have been well documented in the research literature, one crucial gap is the lack of evidence clarifying whether trait mindfulness and functional flexibility might benefit all age groups. Using the moderating effect of age among salespeople, this research analyzes the effects of trait mindfulness and functional flexibility regarding sales performance based on the conservation of resource theory.

Design/methodology/approach

Survey data were collected from 227 salespeople across 120 companies located in Bangkok, Thailand. The data were analyzed using partial least squares structural equation modeling.

Findings

The analysis shows that the positive effect of trait mindfulness on sales performance is more substantial for older salespeople than their younger counterparts. Although the analysis shows that functional flexibility is positively associated with sales performance, the positive relationship is only supported for younger salespeople. For older salespeople, available flexibility does not positively affect sales performance.

Practical implications

Based on the findings, developing trait mindfulness and functional flexibility in salespeople could be a valuable area of focus for sales organizations' human capital development policies. Although the intervention to develop trait mindfulness could be provided to all salespeople, the functional flexibility enhancement component should be delivered specifically to younger salespeople who may experience more significant gains from the training.

Originality/value

The results address the gap in the existing research that lacked evidence as to whether trait mindfulness and functional flexibility similarly affect the work performance of older and younger people. In particular, this study offers new insight into how age differences influence the benefit of trait mindfulness and functional flexibility across different age groups of individuals.

Citation

Charoensukmongkol, P. (2024), "The moderating effect of age on the benefits of trait mindfulness and functional flexibility among salespeople", Baltic Journal of Management, Vol. 19 No. 1, pp. 52-68. https://doi.org/10.1108/BJM-05-2023-0193