...
  • 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Journal of Applied Psychology >To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance
【24h】

To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance

机译：授权或不赋予销售队伍？ 对领导赋权行为对客户满意度和表现影响的实证审查

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

This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople's self-efficacy and adaptability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially effective as a function of employees' empowerment readiness. The authors' hypotheses are tested using survey data from a sample of 231 salespeople in the pharmaceutical field, along with external ratings of satisfaction from 864 customers and archival sales performance information. Results indicated that contrary to popular belief, employees with low levels of product/industry knowledge and low experience benefit the most from leadership behaviors that are empowering, whereas high-knowledge and experienced employees reap no clear benefit. The authors conclude with directions for future research and application.
机译：本研究侧重于领导力赋权行为（LEB）对客户服务满意度和销售业绩的影响，销售人员的自我效能和适应性介导。 此外，作者提出了一种互动关系，即LEB将作为员工赋权准备的函数差异效力。 作者的假设使用来自制药领域的231名销售人员的样本，以及864顾客和档案销售信息的外部额定值以及外部评级。 结果表明，与流行的信念相反，产品/行业知识水平和低体验较低的员工受益于具有赋予权力的领导行为，而高知识和经验丰富的员工则没有明确的好处。 作者与未来的研究和应用的指示结束了。

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