基于自我控制地销售员个人绩效研究.pdfVIP

基于自我控制的销售员个人绩效研究 张正林 博士 西安工程大学管理学院，讲师，西安市金花南路19 号西安工程大学177 信箱，710048，电 zzl_jllj@126.com 摘 要: 销售员的主观能动性作用在工作中的作用日益明显，本文从自我控制的视角去 考察销售员个人绩效。结果发现的动机控制和情绪控制对于销售员行为绩效有显著的正相关 关系。领导授权通过情绪控制中介，正向影响销售员行为绩效。最后本文指出对于销售人员 销售管理和绩效提升的指导意义。 关键词：领导授权；动机控制；情绪控制；行为绩效；财务绩效 The Research on Salesperson’s Performance based on Salesperson’s self-regulation Zhang Zheng-lin doctor (School of Business ，Xi’An Polytechnic University，Xi’An 710048，China) Abstract： According to the increasing role of salesperson’s initiative this paper investigate the salesperson’s performance on the perspective of self regulation. This paper examines the relationship beetween motivation control and emotion control of salesperson’s self regulation with salesperson’s behavior performance and finacial performance. Results indicate that motivation control and emotion control has a significant positive influence on salesperson’s behavior performance. In addtion leader empowerment increases salesperson’s behavior performance through the mediation of emotion control. Finally this paper explains the implication to the sales management and performance improvements. Keywords: leader empowerment;motivation control;emotion control;behavior performance; finacial performance 基于自我控制的销售员个人绩效研究 摘 要: 销售员的主观能动性作用在工作中的作用日益明显，本文从自我控制的视角去 考察销售员个人绩效。结果发现的动机控制和情绪控制对于销售员行为绩效有显著的正相关 关系。领导授权通过情绪控制中介，正向影响销售员行为绩效。最后本文指出对于销售人员 销售管理和绩效提升的指导意义。 关键词：领导授权；动机控制；情绪控制；行为绩效；财务绩效 Abstract： According to the increasing role of salesperson ’s initiative this paper investigate the salesperson’s performance on the perspective of self regulation. This paper examines the relationship beetween motivation control and emotion control of salesperson’s self regulation with salesperson’s behavior performance and finacial