• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Journal of Business Research >Motivating salesperson customer orientation: insights from the job characteristics model
【24h】

Motivating salesperson customer orientation: insights from the job characteristics model

机译：激励销售员以客户为导向：工作特征模型的见解

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

Relative to sales orientation, customer orientation requires greater expenditure of effort by the salesperson in customer-related interactions. Consequently, salespeople have to be motivated to engage in this mode of selling. In this research, we draw from the job characteristics model (JCM) to argue that (ⅰ) salesperson motivation to engage in customer orientation will be impacted by the extent to which they experience their work as meaningful and that (ⅱ) this impact will be moderated by their affective evaluations of two aspects of their work context: their identification with the values of their organization and their satisfaction with the pay they receive. Research results from a survey of 281 salespeople show that experienced meaningfulness has a positive main effect on customer orientation and that both organizational identification and pay satisfaction enhance this positive main effect. Theoretical, managerial, and future research implications arising from the research results are discussed.
机译：相对于销售导向，以客户为导向需要销售人员在与客户相关的交互中花费更多的精力。因此，必须激励销售人员参与这种销售模式。在这项研究中，我们从工作特征模型（JCM）中得出结论，认为（ⅰ）销售人员从事以客户为导向的动机将受到他们对工作有意义的程度的影响，并且（ⅱ）这种影响将是由他们对工作环境的两个方面的情感评估所控制：他们对组织价值观的认同以及对所获得报酬的满意度。一项对281个销售人员的调查研究表明，经验丰富的意义对客户导向具有积极的主效应，而组织识别和薪酬满意度都可以增强这种积极的主效应。讨论了从研究结果中得出的理论，管理和未来研究意义。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号