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The Effects of Sales Performance on Salesperson's Job Satisfaction, Organizational Commitment and Need for Achievement
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영업사원의 직무만족, 조직몰입, 성취욕구가 영업성과에 미치는 영향에 관한 연구

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Type
Academic journal
Author
Journal
대한경영정보학회 경영과 정보연구 경영과 정보연구 제37권 제1호 KCI Accredited Journals
Published
2018.1
Pages
1 - 18 (18page)

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The Effects of Sales Performance on Salesperson's Job Satisfaction, Organizational Commitment and Need for Achievement
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This research performed the empirical test for the effects of sales performance on salesperson’s job satisfaction, organizational commitment, and need for achievement using 375 salesperson samples in Korea. Analyzed direct effects among the factors and mediation effects of organizational commitment and need for achievement as well. Results showed that job satisfaction have a significant positive (＋) impact on organizational commitment and sales performance, and organizational commitment significant positive influence on need for achievement. However, organizational commitment have no significant effect on sales performance. Need for achievement have a significant direct effect on sales performance positively and have mediation effect between organizational commitment and sales performance. For the mediating effect, organizational commitment have significant result between job performance and need for achievement, but have no significance between job performance and sales performance. This paper suggest that the implications. First, this research exam integrated and detailed analyze for job satisfaction, organizational commitment, need for achievement, and sales performance including the results of verified in precedent study. Second, identify job satisfaction and need for achievement are important factors on salesperson’s performance and find out through the empirical test the importance having balance of satisfaction of salesperson’s own job and need for achievement in the sales field rather than consider only organizational commitment. Third, in the existing research, high need for achievement increase organizational commitment as a predictor of organizational commitment factor. In this research, claim that organizational commitment also become as a predictor of need for achievement and high organizational commitment make need for achievement higher. Consequently, need for achievement and organizational commitment be interact with each other and significant effect on sales performance of sales force.
#Sales #Sales performance #Job satisfaction #Organizational commitment #Need for achievement #salesperson

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References (67)

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김귀현 / 1997 / 성취욕구에 관한 이론적 고찰 / 조직과 인사관리연구 20(2):215~247 google schola 김문준 / 2015 / 변혁적ㆍ거래적 리더십과 조직몰입 간의 관계에서 직무만족의 매개효과 연구 - 경기지역(시화·반월·부천)의 기업을 중심으로 - / 인적자원관리연구 22(1):25~43 dbpia 김진희 / 2009 / 고성과 인적자원관리 요인이 조직몰입유형에 미치는 효과* - 중소기업을 대상으로 - / 인적자원관리연구 16:49~70 dbpia 남정민 / 2012 / 전략적 인적자원관리와 조직몰입의 관계에 대한 연구 - 조직수준의 조직신뢰와 개인수준의 성취욕구의 매개효과 검증 - / 인적자원관리연구 19(5):1~26 dbpia 박근수 / 2010 / 멘토링 인지, 멘토링 전이와 조직몰입 관계에서 직무만족의 매개효과 분석 / 산업교육연구 (20):63~82 dbpia

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