女性还是男性企业对企业销售人员更投入工作?

IF 2 4区 管理学 Q3 BUSINESS
L. Matthews, D. Edmondson, C. Ward
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引用次数: 10

摘要

摘要研究意义:这项探索性研究调查了参与的三个可能前因,并强调了性别在参与员工方面的差异。总的来说,这项研究展示了勇气、道德氛围和感知到的监督支持如何积极影响企业对企业销售人员的身体和情感参与。更具体地说,这项研究发现,具有道德氛围直接促进了女性的身体参与。然而,对于男性来说,道德氛围对身体参与的影响是通过感知到的监督支持来调节的。这表明,只有男性表现出感知监督支持对身体参与的积极影响,加上道德氛围对感知监督支持的影响对男性来说明显更强。因此,组织必须表现出道德氛围,以便销售代表能够实际参与到他们的角色中。此外,男性销售代表必须获得主管的支持,因为这也直接影响了身体参与。这项研究还表明,情感参与不是通过道德氛围形成的,而是通过感知的监督支持直接受到影响,而男性的影响比女性更大。因此,增强对监督支持的认知将有助于员工对自己的工作感到兴奋、感兴趣和热情。最后,尽管没有性别差异,但个体结构,即毅力,对企业对企业销售人员的身体和情感参与都产生了积极影响。这一特点应在招聘决策中加以考虑,并通过销售人员的销售培训加以发展。尽管这项研究对企业对企业销售组织中的毅力、道德氛围和感知的监督支持如何影响身体和情感参与进行了很好的初步研究,但这项研究也强调了对参与以及性别差异如何影响这些结果进行进一步研究的必要性。文章的贡献:这是第一项调查企业对企业销售环境中参与的前因的研究。此外,本研究还调查了性别如何影响身体和情感参与的发展。这项研究对销售研究很重要,因为它强调了在考虑性别的情况下,不同的前因是如何发展身体和情感参与的。根据研究结果提供的一些指导示例可分为三大类。这些类别包括(1)组织如何展现道德氛围,(2)主管如何为销售人员提供支持,以及(3)销售管理培训,以提高员工的毅力。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
Are Women or Men Business-to-Business Salespeople More Engaged on the Job?
ABSTRACT Research Implications: This exploratory study investigates three possible antecedents to engagement and highlights the differences that gender plays in engaging employees. Overall, this research showcases how grit, ethical climate, and perceived supervisory support positively impact physical and emotional engagement in business-to-business salespeople. More specifically, this study finds that having an ethical climate directly promotes physical engagement for females. However, for males, the impact of ethical climate on physical engagement is mediated through perceived supervisory support. This is shown by the fact that only males exhibited a positive impact of perceived supervisory support on physical engagement coupled with ethical climate’s impact on perceived supervisory support being significantly stronger for males. Therefore, it is imperative that organizations exhibit an ethical climate in order for sales representatives to engage physically in their roles. In addition, it is essential that male sales representatives perceive support from their supervisor since that also directly impacted physical engagement. This study also illuminates that emotional engagement is not formed via ethical climate but instead is directly impacted through perceived supervisory support, whereas the impact is stronger for males than females. Therefore, enhancing perceptions of supervisory support will aid in employees being excited, interested, and enthusiastic towards their job. Finally, although there were no gender differences, the individual construct, grit, positively impacted both physical and emotional engagement for business-to-business salespeople. This trait should be considered in hiring decisions and developed using sales training in the sales workforce. Although this study provides a good initial examination of how physical and emotional engagement can be impacted by grit, ethical climate, and perceived supervisory support in business-to-business sales organizations, this study also highlights the need for additional research on both engagement and how differences in gender might impact these results. Contribution of the article: This is the first study that has examined antecedents to engagement in a business-to-business sales setting. In addition, this study investigates how gender impacts the development of physical and emotional engagement. This study is important to sales research because it highlights how physical and emotional engagement are developed by different antecedents when gender is taken into consideration. Some examples of guidance provided based on the study results can be categorized into three primary categories. These categories include (1) how an organization can exhibit an ethical climate, (2) ways a supervisor can provide support to their salespeople, and (3) sales management training to improve the grittiness of employees.
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来源期刊
CiteScore
2.20
自引率
35.70%
发文量
22
期刊介绍: The Journal of Business-to-Business Marketing® encourages diversity in approaches to business marketing theory development, research methods, and managerial problem solving. An editorial board comprised of outstanding, internationally recognized scholars and practitioners ensures that the journal maintains impeccable standards of relevance and rigorous scholarship. The Journal of Business-to-Business Marketing features: •basic and applied research that reflects current business marketing theory, methodology, and practice •articles from leading researchers covering topics of mutual interest for the business and academic communities
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