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首页> 外文期刊>Journal of personal selling & sales management >Salesperson directive modification intention: a conceptualization and empirical validation
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Salesperson directive modification intention: a conceptualization and empirical validation

机译：销售员指令修改意图：概念化和经验验证

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摘要

Salespersons represent an important and challenging set of employees for organizational management. Given frequently high autonomy levels and varied job roles, boundary spanning agents have ample opportunity and motivation to modify/ ignore organizational directives. Based on a multi-theoretical perspective, this research sets forth a three-dimensional conceptualization of directive modification intentions and develops and empirically tests a scale designed to better explain this phenomenon while empirically validating its occurrence. Results indicate that boundary spanners have three distinct and relatively stable motivations for modifying/ignoring organizational directives, including customer-, organization-, and self-focused motivations, and that each motivation may potentially relate differently to important antecedent and outcome variables. Managerial and theoretical implications are discussed.
机译：销售人员代表了一组重要且具有挑战性的组织管理员工。由于经常具有较高的自治水平和不同的工作角色，跨境代理人有足够的机会和动力来修改/忽略组织指令。基于多理论的观点，本研究提出了指令修改意图的三维概念，并开发和经验测试了一个量表，旨在更好地解释这一现象，同时通过经验验证其发生。结果表明，边界扳手具有三种不同且相对稳定的动机来修改/忽略组织指令，包括以客户，组织和自我为中心的动机，并且每种动机都可能潜在地与重要的先行变量和结果变量相关。管理和理论意义进行了讨论。

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