銷售人員的目標取向--組織環境及個人成功歸因信念的角色_

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題名：	銷售人員的目標取向--組織環境及個人成功歸因信念的角色
書刊名：	人力資源管理學報
作者：	陳嵩／蘇淑芬
作者(外文)：	Chen, Song／Su, Shu-fen
出版日期：	2006
卷期：	6:1
頁次：	頁1-29
主題關鍵詞：	成功歸因；組織學習承諾；組織競爭氣氛；目標取向；銷售人員績效；Success attribution；Organizational commitment to learning；Organizational competitive climate；Goal orientations；Salesperson performance
原始連結：	連回原系統網址
相關次數：	被引用次數:期刊(6) 博士論文(1) 專書(0) 專書論文(0) 排除自我引用:4 共同引用:61 點閱:35

人員銷售是極富挑戰性、過程充滿了困難與挫折的工作。然而，銷售人員在面對銷售挫折或困難時常呈現不同的反應：有的變得士氣低落、對銷售工作喪失了興趣；有的則頗為享受這種挑戰，深信最後一定能解決問題。教育心理學家指出，在成就情境下個人所追求的目標會影響其面對失敗或困難的反應。本研究以銷售人員的目標取向為焦點，探討組織內部環境因素及銷售人員的成功歸因信念對銷售人員目標取向的影響，銷售人員目標取向與其績效（如適應性銷售、勤奮工作、銷售績效）的關聯，並以國內314位人壽保險業銷售人員及274位汽車銷售業銷售人員為問卷調查實證對象。結構方程模式的分析顯示，銷售人員的努力歸因信念、能力歸因信念、認知組織對學習的承諾、及組織競爭氣氛皆對銷售人員目標取向有顯著的影響；銷售人員的目標取向則透過銷售行為績效間接影響其銷售績效。最後，研究者對實證結果在銷售力管理的涵義及後續研究做一些討論與建議。

以文找文

Personal selling is a challenging work, being full of setbacks and difficulties during selling processes. However, one frequently observes differences among salesperson in their response patterns to setbacks or difficulties with sales tasks, some became demoralized and express little interest in continuing with the sales task, whereas others appeared to enjoy the challenge, remained confident that they could eventually solve the problems. Educational psychologists urge that people pursuing different goals in achievement situations would display different response patterns in the face of failure or difficulties. The study, with a focus on salespeople's goal orientations, explores the influence of salespeople's belief about success attribution, and intra-organizational environment on salespeople's goal orientations, the relationships of salespeople's goal orientations to their selling behavioral performance (i.e., adaptive selling and working hard), and sales performance. Three hundreds and fourteen salespeople from life insurance industry and two hundreds and seventy-four salespeople from car dealer industry were sampled as empirical subjects. The results from structure equation modeling analysis indicate that salespeople's belief about effort and ability attribution for success, perceived organizational commitment to learning, and competitive psychological climate have significant influence on salespeople's goal orientations. The findings also show that the relationships of salespeople's goal orientations to sales performance are mediated by salespeople's selling behavioral performance. Finally, implications for salesforce management and directions for future research are discussed.

以文找文

Other
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2.	Anderson, E.(1987)。Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems。

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11.	以組織學習為中介變項探討國際觀光旅館市場導向與組織創新之關聯性
12.	組織學習、組織創新與智慧資本之關聯性
13.	以服務品質為中介變相探討國際觀光旅館組織創新與組織績效之相關研究
14.	銷售人員目標導向及知覺顧客嚴苛度對顧客導向／販售導向銷售之影響
15.	適應式銷售行為研究之回顧與前瞻

1.	國民小學校長知識領導、教師工作活力、學校組織學習與競爭優勢關係之研究
2.	電信新產品服務知覺品質、服務等候、企業形象與知覺價值對台灣區消費者行為意向與選擇行為之影響
3.	組織內部社會資本對知識分享與組織創新影響之研究
4.	團隊學習成效之探討-以台灣醫療院所之實務社群為例
5.	從創新傾向觀點探討高科技產業組織寬裕資源、動態能力與組織創新關係之研究
6.	壽險業務團隊成員利他主義、自我效能、社會互動、賦權領導與團隊競爭對知識分享行為影響之跨層次研究
7.	跨界工作者適性量表之效度驗證研究
8.	企業服務回應、員工社會情緒、服務結果間關係之研究
9.	外在環境、組織文化、知識管理能力、組織創新與組織績效之實證研究
10.	四向度目標導向因果模式驗證之研究-含課室目標結構之影響
11.	企業薪酬策略與組織創新關係之研究-知識管理能力與組織學習能力的中介效果
12.	創業導向、製造管理實務與創新能力關係之實證研究－以台灣資訊產業廠商為例
13.	智慧型運輸系統技術發展規劃之研究:以台灣地區APTS與ATIS為例
14.	新產品之特性、競爭策略與開發過程對績效之影響：環境因素之干擾效應
15.	家庭與學校變項對學生學業成就動機的影響--一個後設分析

1.	台灣的組織行為研究 : 過去、現在及未來

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