摘要
组织控制和销售人员个人绩效之间的关系存在较大的争论,本文从销售员动机的中介作用去考察其具体作用机理。结果发现,组织的管理控制是通过客户导向和学习导向影响销售人员行为及其绩效的,结果控制、职业控制和文化控制对于销售员的客户导向有正向影响,结果控制和职业控制对于销售员的学习导向有正向影响。销售员动机,包括客户导向和学习导向,都对销售员个人财务绩效有正向影响。客户导向动机对于销售员个人绩效除了有直接效应以外,还存在通过学习导向中介的间接效应。
Due to many arguments on the relationship between organization marketing control and salesperson＇s performance, this paper examines the mechanism of that relationship on the perspective of the mediation of salesperson＇s motivation. It finds out that customer orientation and learning orientation mediates the relationship between the marketing control and the salesperson＇s behavior and performance.Outcome control, professional control and culture control has a positive influence on the salesperson＇s customer orientation, while outcome control and professional control improves the salesperson＇s learning orientation. The salesperson＇s customer orientation and learning orientation leads to higher performance. In addition the salesperson＇s customer orientation has an indirect effect on salesperson＇s performance except for the direct effect.
出处
《价值工程》
2016年第19期43-45,共3页
Value Engineering
基金
教育部人文社会科学研究青年项目(12YTC630305)
陕西省教育厅科学研究项目(12JK0074)
西安工程大学博士科研启动项目(BS1124)
关键词
过程控制
结果控制
职业控制
文化控制
客户导向
学习导向
process control
outcome control
professional control
culture control
customer orientation
learning orientation
