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Alternative TitleThe Dual Pathway Model through which Two Types of Motivations Affects sales Creativity and Performance
Thesis Advisor白新文
Degree Grantor中国科学院大学
Place of Conferral中国科学院心理研究所
Degree Name理学硕士
Degree Discipline应用心理学
Keyword销售创造力 销售绩效 创造力的双路径模型 内部动机 亲社会动机

创造力的双路径模型(The Dual Pathway to Creativity Model, DPCM)认为,个体可以通过灵活性和坚持性的路径来获得创新性的观点、产品或者工作流程和解决方案,个体以及相关因素都可以通过这两条或其中一条路径影响创造力。双路径模型的研究大多是在实验室内进行,参与者也大多是被临时招募来执行任务,仍需要更多的实证证据来审查其外部效度。所以,本论文以互联网行业中某企业的212名销售人员为研究对象,来探讨销售员工的两类动机(内部动机和亲社会动机)如何通过灵活性和坚持性这两条路径来影响销售创造力及其销售绩效。路径分析结果显示,内部动机和亲社会动机这两类动机经由灵活性显著预测销售创造力进而影响销售绩效,而坚持性则显著影响销售绩效,但它不能显著预测销售创造力。此外,销售创造力显著预测销售业绩。本次研究在现实情境下应用创造力的双路径模型,并将销售绩效纳入到研究框架里,拓宽了该模型的普适性。研究结果对于销售队伍管理,以及销售人员的策略选择和制定有参考意义。

Other Abstract

The dual pathway to creativity model (BPCM) posits that creativity-the generation of novel and useful ideas, procedures, and solutions-can be achieved by the flexibility pathway and the persistence pathway, and that psychological states, dispositional traits, and situational factors may influence creativity either through their impacts on flexibility, on persistence, or both. The flexibility pathway represents the mechanism of achieving creative ideas, procedures and solutions through flexible switching among different categories and approaches, by taking alternative perspectives, and by making remote connections. The persistence pathway represents the possibility of achieving the creative outcomes through hard work and sustained and intensive cognitive cffor0t, by carrying out systematic and focused thinking, and by launching in-depth exploration within a few categories or directions. The dual pathway model is empirically tested mostly under laboratory settings where participants are temposoarily recruited to perform the ideation tasks (e.g., brainstorming and divergent-thinking tasks). More empirical evidence is needed to examine its external validity. To fill in such gap, the current study aims to how employees' motivations (i.e., intrinsic motivation and prosocial investigate motivation) affect creativity and job performance through flexibility pathway and persistence pathway. Based on the survey data from 212 salespersons, path analysis indicates that flexibility serves as the mechanism through which two types of motivations affect sales creativity and performance. Although persistence mediates the effects of the kinds of motivations on sales performance, it fails to predict sales creativity. Furthermore, sales creativity is significantly related to sales performance. The results are discussed in tei0ms of the genes0alization of the dual pathway to creativity model in real workplace, and its implication in explaining job performance.

Document Type学位论文
Recommended Citation
GB/T 7714
潘伟娜. 两类动机影响销售创造力和销售绩效的双路径模型[D]. 中国科学院心理研究所. 中国科学院大学,2016.
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