科技型企业魅力型领导影响销售绩效的机制研究

Research on the mechanism of charismatic leadership affecting sales performance in science and technology enterprises

科技型企业是当今经济市场的核心力量,其员工绩效的重要性不言而喻。而魅力型领导作为组织因素影响着企业成败,却鲜有学者探讨其对销售绩效的作用机制。文章以科技型企业员工为样本,从个体层面和群体层面两条路径探讨科技型企业魅力型领导对销售绩效的具体影响。研究发现:魅力型领导对销售绩效具有正向影响,它会通过工作嵌入和团队凝聚力的完全中介作用对员工销售绩效产生影响。据此,在科技型企业中,魅力型领导要想有效提升销售绩效,需要在领导过程中注重增加员工的工作嵌入度和团队凝聚力。

Scientific and technological enterprises are the core force of today’s economic market,and the importance of their staff performance is self-evident.While charismatic leadership,as an organizational factor,affects the success or failure of enterprises,few scholars have explored the mechanism of its effect on sales performance.Based on the sample of employees in scientific and technological enterprises,this paper discusses the specific impact of charismatic leadership on sales performance from the individual level and group level.The study found that charismatic leadership has a positive impact on sales performance.It will have an impact on employees’sales performance through the complete mediation of job embeddedness and team cohesion.Therefore,in scientific and technological enterprises,if charismatic leaders want to effectively improve sales performance,they need to pay attention to increase staffs’work embeddedness and team cohesion in the leadership process.