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题名	销售人员自我领导对销售绩效的影响机制：一个有调节的中介模型
作者	胡循文
答辩日期	2020-01
文献子类	硕士
授予单位	中国科学院心理研究所
授予地点	中国科学院心理研究所
其他责任者	陈毅文
关键词	销售人员 自我领导 销售自我效能感 控制点 销售绩效
学位名称	理学硕士（同等学力硕士）
其他题名	The Effect Mechanism of Salespeople Self-leadership on Sales Performance：A Moderated-Mediation Model
学位专业	健康心理学
中文摘要	As modern enterprise organizations emphasize the role of leadership, self-leadership—a special leadership strategy derived from the inside of individuals, has attracted more and more attention. Due to salespeople’ high work autonomy and performance results-oriented characteristics, it is of great practical implication to combine salespeople with self-leadership and sales performance. Previous studies at domestic and abroad have shown that self-leadership strategy can effectively promote the improvement of individual or organizational performance, but there is still no relevant research on how self-leadership affects sales performance among salespeople in China. Therefore, proceed from the specific leadership concept—self-leadership, this study aims to explore the mechanism of self-leadership on sales performance.Combined with self-regulation theory, social cognitive theory, intrinsic motivation theory, from the perspective of self-leadership, this study analyzed the relationship among salespeople self-leadership, sales self-efficacy and sales performance.Meanwhile, using locus of control to represent the individual difference of personality traits and motivation level, this study also discusses moderation effect of locus of control between salespeople self-leadership and sales self-efficacy, and between sales self-efficacy and sales performance. In this study, we adopt the existing mature measurement tools and collect 243 B2B salespeople questionnaires from domestic IT enterprises. According to data analysis by Amos20.0 and Process (Model 59),the results showed that :(1) salespeople self-leadership has a positive effect on sales performance;(2) sales self-efficacy plays a partial mediation effect role in the relationship between salespeople self-leadership and sales performance;(3) locus of control negative moderates the relationship between salespeople self-leadership and sales self-efficacy. Specifically, compared with external locus of control of salespeople, internal locus of control of salespeople, their sales self-efficacy is less affected by self-leadership;(4) locus of control positive moderates the relationship between sales self-efficacy and sales performance. Specifically, compared with external locus of control of salespeople, internal locus of control of salespeople, their sales self-efficacy has greater effect on sales performance.The study broadens the research of self-leadership in the group of salespeople, which is conducive to fully understand the internal mechanism and boundary conditions of salespeople self-leadership affecting sales performance. On the other side, the findings of this study provide theoretical value for enterprise managers and human resources departments on how to use salespeople self-leadership strategy to improve sales performance, and provide a good guidance implication for salespeople of recruitment, selection, training and other management issues.
英文摘要	随着现代企业组织越来越强调领导力的作用，作为一种源自个体内部的领导策略-自我领导也越来越受到关注。因销售人员工作的高度自主性及绩效结果导向特点，使得把销售人员与自我领导、销售绩效结合起来研究有较高的现实意义。以往国内外研究表明自我领导策略能有效促进个体或组织绩效的提升，但在销售人员群体中，国内仍未见有关于自我领导如何影响销售绩效的相关研究。因此，本研究从自我领导这一特定的领导力概念出发，旨在探讨销售人员自我领导对销售绩效的作用机制。 结合自我调节理论、社会认知理论、内在动机理论，本研究从自我领导的视角，分析了销售人员自我领导、销售自我效能感、销售绩效三者的关系, 同时以控制点水平表征个体人格特质和动机水平差异，探讨控制点在销售人员自我领导与销售自我效能感，以及销售自我效能感与销售绩效之间的调节作用。研究采用已有成熟测量工具，收集了国内IT企业的 243名B2B销售人员的调查问卷，通过Amos20.0及Process (Model 59)进行数据分析, 结果表明：(1)销售人员自我领导对销售绩效有正向影响;(2)销售自我效能感在销售人员自我领导与销售绩效关系间起部分中介作用;(3)控制点负向调节了自我领导与销售自我效能感之间的关系。具体而言，相较于外控型，内控型销售人员，销售自我效能感受自我领导的影响更小；（4）控制点正向调节了销售自我效能感与销售绩效的关系。具体而言，相较于外控型，内控型销售人员，销售自我效能感对销售绩效的影响更大。 研究结果拓展了自我领导在销售人员群体中的研究，有利于充分了解销售人员自我领导影响销售绩效的内在机制和边界条件。另一方面，本研究结果对企业管理者和人力资源部门如何利用销售人员自我领导策略进而提高销售绩效提供了理论指导，同时对企业销售人员的招聘甄选与培养等管理课题提供很好的指导意义。
语种	中文
内容类型	学位论文
源URL	[http://ir.psych.ac.cn/handle/311026/41559]
专题	心理研究所_健康与遗传心理学研究室
推荐引用方式 GB/T 7714	胡循文. 销售人员自我领导对销售绩效的影响机制：一个有调节的中介模型[D]. 中国科学院心理研究所. 中国科学院心理研究所. 2020.

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