Stimulating Salesperson's Innovative Work Behavior: A Study of Microfinance Institutions in Indonesia

Q3 Social Sciences

Transnational Marketing Journal Pub Date : 2022-08-31 DOI:10.33182/tmj.v10i2.1586

Slamet Ahmadi, Susanti Widhiastuti, Irfan Helmy

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Abstract

In today's uncertain market environment, salesperson innovative work behavior (IWB) has become critical for business sustainability. This research aims to develop a conceptual model for explaining the process of how psychological empowerment, learning goal orientation (LGO), and core self-evaluations (CSE) leverages salespersons' IWB by investigating the potential mediating of knowledge sharing. The participants were 279 salespeople working at microfinance institutions (MFIs) in Central Java, Indonesia. The results revealed that psychological empowerment and LGO are positively related to a salesperson's IWB. Knowledge sharing shares a mediating effect on the relationship between psychological empowerment and LGO on IWB. However, CSE has a nonsignificant effect on the salesperson's IWB. The findings provide a new perspective in understanding the intervening mechanisms underlying psychological empowerment and individual characteristic of a salesperson's IWB. This present study also contributes to the human resource practice regarding nurturing a work environment that stimulates salesperson' IWB.

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激发销售人员的创新工作行为——对印度尼西亚小额信贷机构的研究

在当今不确定的市场环境中，销售人员的创新工作行为（IWB）已成为企业可持续发展的关键。本研究旨在建立一个概念模型，通过调查知识共享的潜在中介作用，解释心理赋权、学习目标定向（LGO）和核心自我评价（CSE）如何利用销售人员的IWB的过程。参与者是在印度尼西亚中爪哇的小额金融机构工作的279名销售人员。结果表明，心理赋权和LGO与销售人员的IWB呈正相关。知识共享对心理赋权与IWB上的LGO之间的关系具有中介作用。然而，CSE对销售人员的IWB没有显著影响。研究结果为理解销售人员IWB的心理赋权和个人特征的干预机制提供了一个新的视角。本研究也有助于人力资源实践，培养一个刺激销售人员IWB的工作环境。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Transnational Marketing Journal Social Sciences-Communication

CiteScore

1.60

自引率

0.00%

发文量