销售队伍自动化对销售人员绩效的影响:一项基于人际和人际中介的研究

IF 0.8 Q4 BUSINESS

Recherche et Applications en Marketing-English Edition Pub Date : 2022-09-01 DOI:10.1177/20515707221131150

Romain Franck, M. Dampérat

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引用次数: 1

摘要

本文调查了使用销售队伍自动化(SFA)对企业对企业(B2B)销售人员绩效的影响，鉴于其日益重要和广泛讨论的影响。我们研究了使用SFA与销售人员成果(即工作满意度和销售人员绩效)之间的潜在中介机制。基于196个B2B销售人员的样本，我们的研究结果证实了SFA的使用与销售人员绩效之间存在直接影响，以及通过(1)人际中介，即先后的适应性销售行为和关系质量，(2)人际中介，即先后的角色过载和销售人员职业倦怠风险存在间接影响。研究结果还显示，工作满意度对销售人员绩效有正向影响，反之亦然。

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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Influence of sales force automation on salesperson performance: A study of interpersonal and intrapersonal mediators

This article investigates the influence of the use of sales force automation (SFA) on the performance of business-to-business (B2B) salespersons, given its growing importance and much discussed effects. We examine the underlying mediating mechanisms between the use of SFA and salesperson outcomes (i.e. job satisfaction and salesperson performance). Based on a sample of 196 B2B salespeople, our results confirm the existence of a direct effect between the use of SFA and salespeople’s performance, as well as the existence of indirect effects via (1) interpersonal mediators, that is, successively adaptive selling behavior and relationship quality and (2) intrapersonal mediators, that is, successively role overload and the risk of salesperson burnout. The results also show the positive influence of job satisfaction on salespeople’s performance, and vice versa.

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来源期刊

Recherche et Applications en Marketing-English Edition BUSINESS-

CiteScore

0.50

自引率

12.50%

发文量

期刊介绍： Recherche et Applications en Marketing (English edition) is a peer reviewed academic international journal publishing original research in the field of marketing in French and translated into English. It is a main reference for the development and dissemination of new concepts and new methods in marketing. The journal publishes articles covering any aspect of marketing, including consumer behaviour, communication, retailing, CRM, new product development and more. The journal publishes research articles, research notes, critical state of the art papers, and also articles offering perspectives from other disciplines which might be applied to marketing. Recherche et Applications en Marketing is an official journal of the AFM (French Marketing Association - Association Française du marketing). It is the leading French research journal in the field of marketing which has been published since 1986, and in both English and French since 2007.