| 销售人员的责任心与绩效:客户导向的中介作用 |
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| 引用本文： | 陆柯雯,任孝鹏.销售人员的责任心与绩效:客户导向的中介作用[J].人类工效学,2012,18(4):24-27. |
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| 作者姓名： | 陆柯雯 任孝鹏 |
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| 作者单位： | 1. 中国科学院研究生院,北京,100049
2. 中国科学院心理研究所行为科学实验室,北京,100101 |
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| 基金项目： | 中国科学院知识创新工程重要方向项目"社会变革时期公众的社会心理问题" |
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| 摘 要： | 目的探察"责任心—绩效"关系的内在作用机制。方法采用大五人格量表、客户导向问卷以及销售人员绩效问卷,对国内某大型电信企业的302对销售人员及其直接主管进行配对调查并对数据加以分析。结果客户导向能够完全中介责任心对销售绩效的作用。结论责任心可以通过促进客户导向的行为来影响销售绩效。
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| 关 键 词： | 责任心 客户导向 销售人员绩效 |
Conscientiousness and Performance of Salespeople:Customer Orientation as Mediator |
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| LU Ke-wen
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REN Xiao-peng.Conscientiousness and Performance of Salespeople:Customer Orientation as Mediator[J].Chinese JOurnal of Ergonomics,2012,18(4):24-27. |
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| Authors: | LU Ke-wen REN Xiao-peng |
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| Affiliation: | 1.Graduate University of Chinese Academy of Sciences, Beijing 100049,China;2.Key Laboratory of Behavioral Science, Institute of Psychology,Chinese Academy of Sciences, Beijing, 100101,China) |
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| Abstract: | Objective to explore the underlying mechanism of the relationship between conscientiousness and performance. Method we investigated 302 pairs of salespeople and their direct supervisors from a big telecommunication enterprise in China, with conscientiousness （NEO-PI-R）, customer orientation （customer ori- entation scale） and sales performance （salesforee performance scale） measured. Result customer-orientation fully mediated the relationship between conscientiousness and performance. Conclusion conscientiousness can exert its effect on sales performance by improving customer-oriented behaviors. |
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| Keywords: | conscientiousness customer-orientation salesperson performance |
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