零售企业销售人员的收入水平对于工作投入的影响:一个有调节的中介作用模型

The Impact of Salesmen' Salary Level on Work Engagement in Retail Enterprises: a Model with Moderating Intermediary Role

对来自零售企业的218名销售人员进行问卷调查,结果发现:工资水平对于员工的工作投入状态有显著的正向影响;工资水平对于组织承诺有着正向的影响,组织承诺可以积极地影响工作投入,也就是说组织承诺在收入水平对工作投入的影响过程中,起着完全的中介作用;组织承诺的中介效应受到去人性化程度的负向调节作用,即去人性化程度越高,组织承诺的中介效应越弱。本研究结果启示管理者们在注重物质激励的同时,更要重视内在激励的作用。

The respondents of 218 salesmen from retail enterprises have participated in this questionnaire.The results show that： salary level has a remarkably positive influence on work engagement;salary level has a positive influence on organizational commitment,which can have an active influence upon work engagement,i.e.organizational commitment plays a role of intermediary in the process that income level influences work engagement;and the intermediary effect of organizational commitment is negatively moderated by dehumanization,i.e.the higher the dehumanization,the weaker the intermediary effect of organizational commitment.The research reveals that managerial members should attach great importance not only to substance incentives but also to intrinsic incentives.