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학제간연구 과학기술학 뇌인지과학 기술정책 기타 복합학

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논문 기본 정보

자료유형
학술저널
저자정보
전광호 (서울사이버대학교)
저널정보
한국유통경영학회 유통경영학회지 유통경영학회지 제23권 제6호
발행연도
2020.12
수록면
195 - 209 (15page)

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Purpose: The purpose of this study is to empirically test the antecedents and consequences of change-oriented organizational citizenship behavior. Specifically, as the antecedents of change-oriented organizational citizenship behavior, the influence of the goal orientation(learning orientation and performance orientation) of salespeople at the individual level and the corporate control system(process control and performance control) at the organizational level on change-oriented organizational citizenship behavior will be examined. Next, we will examine the impact of change-oriented organizational citizenship behavior on the sales performance and turnover intention of salesperson. Research design, data, and methodology: In order to verify the research model presented in this study, a survey was conducted on 314 salespeople engaged in business activities in industries such as insurance sales, automobile sales, and B2B sales. For the reliability analysis of the measurement items, Cronbach's Alpha value was checked, and exploratory factor analysis and confirmatory factor analysis were used for validity. To test the hypotheses, a structural equation model analysis using LISREL 8.72 was conducted. Results: As predicted, learning orientation and performance orientation, the preceding variables at the individual level, were found to have a positive effect on change-oriented organizational citizenship behavior. Among the control systems, process control was found to have a positive effect on change-oriented organizational citizenship behavior, but performance control was not found to have a statistically significant effect. Subsequently, it was found that change-oriented organizational citizenship behavior had a positive effect on sales performance and a negative effect on turnover intention. Conclusions: In this study, the first implications can be found in that it has been confirmed that the change- oriented organizational citizenship behavior of salespeople plays a role in enhancing sales performance and lowering turnover intention. In addition, it provides a second implication in that the influence of the antecedents at the individual (goal oriented) and organization (control system) levels on change-oriented organizational citizenship behavior was confirmed.
#Change-oriented Organizational Citizenship Behavior #Goal Orientation #Control System #Sales Performance

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참고문헌 (59)

참고문헌 신청
Ahearne, M. / 2010 / Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions / Journal of Marketing Research 47(4):764~776 google schola Ames, C. / 1988 / Achievement goals in the classroom : Students' learning strategies and motivation processes / Journal of Educational Psychology 80(3):260~267 google schola Armstrong, J. S. / 1977 / Estimating nonresponse bias in mail surveys / Journal of Marketing Research 14(3):396~402 google schola Anderson, E. / 1987 / Perspectives on behavior-based versus outcome-based salesforce control systems / Journal of Marketing 51(4):76~88 google schola Antia, K. D. / 2006 / How does enforcement deter gray market incidence? / Journal of Marketing 70(1):92~106 google schola

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