英语科技论文写作.pptVIP

英语科技论文写作 题目 PERSON-ORGANIZATION FIT, OCB AND PERFORMANCE: AN EMPIRICAL INVESTIGATION IN THE SPANISH SALES CONTEXT 结构 ABSTRACT INTRODUCTION THEORETHICAL BACKGROUND AND DEVELOPMENT OF HYPOTHESIS METHODOLOGY DISCUSSION LIMITATIONS AND FUTURE RESEARCH DIRECTIONS REFERENCES KEY WORDS OCB:Organizational Citizenship Behaviours OP FIT: PERSON-ORGANIZATION FIT person-organization fit OCB salesperson performance rating job satisfaction organizational commitment 近年来，越来越多的研究者和管理者开始关注人—组织的匹配(Person-Organization Fit, POF)，该模式认为匹配研究应强调员工与组织之间的整体匹配，一方面，员工要能够满足特定工作和岗位的需要；另一方面，个体内在特质与组织基本特征之间存在一致性(或互补性)。 Despite the considerable research about the influence of Organizational Citizenship Behaviours (OCB) on important managerial decisions, in the selling context little is known about the process of this influence . Researchers have also noticed the need to investigate in deep the causal relations among different antecedents of extra-role behaviours. ABSTRACT In this study we propose and test a model that considers several affective factors that might influence the development of OCB by the salespeople; as well as the influence of this extra-role behaviour on the supervisor’s rating of the salesperson’s performance. Data collected from 122 sales agents and their managers from 35 firms confirmed that person-organization fit has a positive effect on OCB through the impact on the salesperson’s job satisfaction. In addition, organizational commitment and job satisfaction are confirmed as two important affective antecedents of OCB. The results also supported the positive effect of this type of extra-role behaviour on the supervisor’s rating of the sales agent’s performance, both directly and indirectly through the impact on supervisor’s affect towards the seller. Some implications of this study and directions for future research are also addressed.