销售人员职责导向的前因与结果

Q4 Business, Management and Accounting

American Business Review Pub Date : 2021-11-01 DOI:10.37625/abr.24.2.100-114

James Deconinck, Drew Carnes, M. DeConinck

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引用次数: 1

摘要

本研究以45名销售经理和203名销售人员为样本，分析了伦理领导、职责导向、组织支持感知、组织公民行为和工作绩效之间的关系。发现职责导向和组织支持感在伦理型领导与绩效结果的关系中起中介作用。道德领导是组织行为的直接预测因子，而不是工作绩效。本研究显示了分析销售团队伦理领导、职责导向、PSS及其与组织公民行为和工作绩效的关系的重要性。

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Antecedents and Outcomes of Duty Orientation Among Salespeople

This study analyzed the relationship among ethical leadership, duty orientation, perceived organizational support (PSS), organizational citizenship behaviors (OCBs) and job performance among a sample of 45 sales managers and 203 salespeople. Duty orientation and perceived organizational support were found to mediate the relationship between ethical leadership and performance outcomes. Ethical leadership was a direct predictor of OCBs but not job performance. This study shows the importance of analyzing ethical leadership, duty orientation, and PSS and their relationship with OCBs and job performance in the salesforce.

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来源期刊

American Business Review Business, Management and Accounting-Business, Management and Accounting (miscellaneous)

CiteScore

1.00

自引率

0.00%

发文量

审稿时长

8 weeks