论销售控制体系通过组织承诺对销售绩效的影响

On the Effect of Sales Control System on Sales Performance through Organizational Commitment

本文从组织层面探讨了销售控制体系如何影响销售绩效,是直接影响还是通过中介变量间接影响。通过问卷调研,并运用SPSS和LISREL统计分析软件得出实证检验结果:销售控制体系是通过组织承诺间接影响销售绩效;行为控制体系对心理承诺、成就感均有显著的正向影响作用,对消极情感有负向影响作用;结果控制体系对成就感、消极情感均有显著的正向影响效应。

In this paper,I discuss how sales control system influences sales performance and whether its effect is direct or indirect through intermediary from the organizational level.By using questionnaire,and with SPSS and LISREL statistical analysis software,it concludes that sales control system has an indirect effect on sales performance through organizational commitment,and behavior control system has a remarkably positive effect on psychological commitment and sense of accomplishment,and has a negative effect on negative emotions,and result control system has a remarkably positive effect on sense of accomplishment and negative emotions.