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销售人员的责任心与绩效:客户导向的中介作用
Alternative TitleConscientiousness and Performance of Salespeople: Customer Orientation as Mediator
陆柯雯1; 任孝鹏1
2012
Source Publication人类工效学
ISSN1006-8309
Subtype期刊论文
Volume18Issue:4Pages:24-27
Contribution Rank2
Abstract目的探察"责任心—绩效"关系的内在作用机制。方法采用大五人格量表、客户导向问卷以及销售人员绩效问卷,对国内某大型电信企业的302对销售人员及其直接主管进行配对调查并对数据加以分析。结果客户导向能够完全中介责任心对销售绩效的作用。结论责任心可以通过促进客户导向的行为来影响销售绩效。
Other AbstractObjective to explore the underlying mechanism of the relationship between conscientiousness and performance. Method we investigated 302 pairs of salespeople and their direct supervisors from a big telecommunication enterprise in China, with conscientiousness (NEO-PI-R), customer orientation (customer ori- entation scale) and sales performance (salesforee performance scale) measured. Result customer-orientation fully mediated the relationship between conscientiousness and performance. Conclusion conscientiousness can exert its effect on sales performance by improving customer-oriented behaviors.
Keyword责任心 客户导向 销售人员绩效
Subject Area工业与组织心理学
URL查看原文
Language中文
Funding Organization中国科学院知识创新工程重要方向项目“社会变革时期公众的社会心理问题”(项目编号:KSCX2-YW-R-130).
Document Type期刊论文
Identifierhttp://ir.psych.ac.cn/handle/311026/14995
Collection中国科学院行为科学重点实验室
Affiliation1.中国科学院研究生院,北京 100049
2.中国科学院心理研究所行为科学实验室,北京 100101
Recommended Citation
GB/T 7714
陆柯雯,任孝鹏. 销售人员的责任心与绩效:客户导向的中介作用[J]. 人类工效学,2012,18(4):24-27.
APA 陆柯雯,&任孝鹏.(2012).销售人员的责任心与绩效:客户导向的中介作用.人类工效学,18(4),24-27.
MLA 陆柯雯,et al."销售人员的责任心与绩效:客户导向的中介作用".人类工效学 18.4(2012):24-27.
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