團隊層次轉換型領導與調適性銷售行為之跨層次分析：心理資本與團隊凝聚力中介角色_

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題名：	團隊層次轉換型領導與調適性銷售行為之跨層次分析：心理資本與團隊凝聚力中介角色
書刊名：	人力資源管理學報
作者：	陳淑玲／陳威達
作者(外文)：	Chen, Shu-ling／Chen, Wei-dar
出版日期：	2014
卷期：	14:3
頁次：	頁1-24
主題關鍵詞：	轉換型領導；心理資本；團隊凝聚力；調適性銷售行為；Transformational leadership；Psychological capital；Team cohesion；Adaptive selling behavior
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(3) 專書(0) 專書論文(0) 排除自我引用:6 共同引用:502 點閱:59

本研究以跨層次觀點，探討團隊層次轉換型領導對調適性銷售行為的影響，並提出個體層次心理資本與團隊層次凝聚力，為連結團隊層次轉換型領導與調適性銷售行為中介機制。本研究以36個壽險業務團隊（334位銷售業務人員）為研究樣本，研究結果發現，團隊層次轉換型領導與銷售人員調適性銷售行為呈正相關；團隊層次轉換型領導會透過影響追隨者心理資本，進而影響其調適性銷售行為；最後，團隊層次轉換型領導有助於提升團隊凝聚力；團隊凝聚力也會正向影響追隨者調適性銷售行為。根據本研究結果，我們提出討論、實務意涵與未來研究建議。

以文找文

This study examined how transformational leadership (TFL) influences adaptive selling behavior by both psychological capital (at the individual-level) and team cohesion (at the team-level). This multilevel study includes 334 individual members from 36 teams. Hierarchical Linear Modeling revealed that teamlevel TFL was positively related to follower adaptive selling behavior, with this relationship mediated by follower psychology capital. Furthermore, team-level TFL was positively associated with team cohesion, and team cohesion further enhanced follower adaptive selling behavior. We discuss implications of these findings, limitations, and directions for future research.

以文找文

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