题名

垂直人際信任對部屬工作績效之影響：上司家長式領導的角色

并列篇名

The Effects of Vertical Interpersonal Trust on Subordinates' Job Performance: The Role of Supervisor's Paternalistic Leadership

DOI

10.6504/JOM.2011.28.01.01

作者

陳嵩(Song Chen)；陳光偉(Kuang-Wei Chen)；李佩芬(Pei-Feng Lee)

关键词

垂直人際信任 ； 知覺被信任 ； 家長式領導 ； 工作績效 ； Vertical Interpersonal Trust ； Felling Trusted ； Paternalistic Leadership ； Job Performance

期刊名称

管理學報

卷期/出版年月

28卷1期（2011 / 02 / 01）

页次

1 - 29

内容语文

繁體中文
中文摘要

在工作上積極投入的員工是企業最珍貴的資產，也是競爭優勢的來源之一。如何透過上司的有效領導，發展上司與部屬間的人際信任關係，進而激勵部屬在角色內及角色外行為（即組織公民行為）上投入更多心力，一直是學術界及企業界關注的焦點。然而，過去的人際信任研究多僅聚焦於部屬對上司的信任，少有研究探討上司對部屬的信任、或部屬知覺被上司信任是否會影響部屬的工作行為、是否會影響部屬與上司間的關係。本研究以上司－部屬間的人際信任為焦點，探討上司家長式領導（包括仁慈、德行及威權領導）、部屬「知覺被上司信任」對部屬工作績效（包括角色內行為及組織公民行為）的個別及交互作用影響，並以台南地區壽險業的271位第一線業務人員為问卷調查實證對象。迴歸分析結果顯示：(1)上司仁慈及德行領導行為對部屬「對上司的信任」及「知覺被上司信任」呈顯著正向影響，部屬「知覺被上司信任」對其「對上司的信任」亦呈顯著正向直接影響；(2)知覺被上司信任程度愈高、部屬「對上司的信任」與其角色內及組織公民行為的正向關係愈強烈；對上司的信任程度愈高、部屬「知覺被上司信任」與其角色內及組織公民行為的正向關係亦愈強烈。最後研究者依據實證結果提出建議供企業主管參考。
英文摘要

Employees wholeheartedly devoting to their job are not only the most precious properly for business enterprises, but also a source of competitive advantage. Consequently, the successful management of employees is of central importance in determining the success of the firm. Understanding he way adopted by supervisors to develop interpersonal trust between supervisors and subordinates, and in turn motivate their subordinates to devote extra effort to in-role and extra-role behaviours has long been a topic of research interest to academicians and practitioners. However, precious research examining the effects of trust has focused predominantly on the relationships between subordinates' trust in their supervisor and subsequent subordinate s performance behaviors and job attitudes, little research has been done on whether trusting in subordinates or subordinates' perceptions of being trusted will probably affect subordinates' subsequent behaviors and the future relationship with supervisors. This study, with a focus on vertical interpersonal trust between supervisors and subordinates, examined the relationships of supervisors paternalistic leadership behavior (including benevolence, moral and authoritarianism leadership) to subordinates' trust in and feeling trusted by their supervisors. Furthermore, we investigated the individual and interactive effects of trust in and feeling trusted by supervisors on subordinates' job performance (including in-role and organizational citizenship behaviors,). Two hundreds and seventy-one sales employees from five life insurance firms in Taiwan were sampled as subjects. Results of regression analysis indicated that supervisors 'benevolence and moral leadership had positively affected on subordinates' trust in and feeling trusted by their supervisors, and subordinates' feeling trusted also had positively influenced on their trust in supervisors. In addition, moderated regression analysis showed that the positive relationships of subordinates' trust in supervisors to in-role behaviors and OCB were stronger when feeling trusted by supervisors is high. The findings also showed that the positive relationships of subordinates' feeling trusted by supervisors to in-role behaviors and OCB were stronger when trust in supervisors is high. Finally, managerial implications for managers and directions for future research are suggested.
主题分类 社會科學 > 管理學
参考文献
  1. Chien, Chun-Cheng,Hung, Shuo-Tsung(2008).Goal Orientation, Service Behavior and Service Performance.Asia Pacific Management Review,13(2),513-529.
    連結：
  2. 方世榮、彭彦群、張雍昇、黃識銘(2009)。以關係張力探討關係光明面與關係黑暗面。管理學報，26(4)，445-469。
    連結：
  3. 吳宗祐(2008)。主管威權領導與部屬的工作滿意度與組織承諾：信任的中介歷程與情緒智力的調節效果。本土心理研究，30，3-63。
    連結：
  4. 吳宗祐、周麗芳、鄭伯壎(2008)。主管的權威取向及其對部屬順從與畏懼的知覺對威權領導的預測效果。本土心理研究，30，65-115。
    連結：
  5. 林鉦琴、彭台光(2007)。多層次管理研究：分析層次的概念、理論與方法。管理學報，23(6)，649-675。
    連結：
  6. 徐瑋怜、鄭伯壎、黃敏萍(2002)。華人企業領導人的員工歸類與管理行為。本土心理學研究，18，51-94。
    連結：
  7. 陳光偉、陳嵩(2006)。銷售人員目標取向的成因及對績效之影響。管理學報，23(3)，385-407。
    連結：
  8. 陳嵩、李佩芬(2006)。上司家長式領導風格對銷售人員目標取向之影響─以壽險業為例。企業管理學報，71，1-34。
    連結：
  9. 陳嵩、李佩芬、陳光偉(2008)。上司家長式領導對銷售人員目標取向及績效之影響─以銀行理財專員為例。企業管理學報，77，1-46。
    連結：
  10. 鄭伯壎、周麗芳、樊景立(2000)。家長式領導：三元模式的建構與測量。本土心理學研究，14，3-64。
    連結：
  11. 鄭伯壎、謝佩鴛、周麗芳(2002)。校長領導作風、上下關係品質及教師角色外行為：轉型式與家長式領導的效果。本土心理學研究，17，105-161。
    連結：
  12. Dienesch, Richard M., 1987. An Empirical Investigation of the Relationship between Quality of Leader-Member Exchange and Subordinate Performance and Satisfaction, Unpublished Manuscript, Georgia Institute of Technology..
  13. Aiken, L. S.,West, S. G.(1991).Multiple Regression: Testing and Interpreting Interactions.Newbury Park:Sage Publications.
  14. Alga, B. J.,Ballinger, G. A.,Green, S. G.(2004).Remote Control: Predictors of Electronic Monitoring Intensity and Secrecy.Personnel Psychology,57(2),377-410.
  15. Anderson, Erin,Oliver, Richard L.(1987).Perspectives on Behavior-Based versus Outcome-Based Salesforce Control System.Journal of Marketing,51(4),76-88.
  16. Anderson, J. G.,Gerbing, D. W.(1988).Structural Equation Modeling in Practice: A Review and Recommend Two-Step Approach.Psychological Bulletin,103(3),411-423.
  17. Bagozzi, R. P.,Yi, Y.(1988).On the Evaluation of Structural Equation Models.Journal of the Academy of Marketing Science,16(1),74-94.
  18. Bateman, T. S.,Organ, D. W.(1983).Job Satisfaction and the Good Soldier: the Relationship between Affect and Employee Citizenship.Academy of Management Journal,26(4),587-595.
  19. Battier, R.(1994).Enablement: The Key to Empowerment.Training & Development,48(6),33-36.
  20. Bauer, T. N.,Green, S. G.(1996).Development of Leader-Member Exchange: A Longitudinal Test.Academy of Management Journal,39(6),1538-1567.
  21. Bemerth, Jeremy B.,Walker, H. Jack(2009).Propensity to Trust and the Impact oh Social Exchange.Journal of Leadership & Organizational Studies,15(3),217-226.
  22. Berkowitz, L.(ed.)(1986).Advance in Experimental Social Psychology.Orlando:Academic Press.
  23. Blau, P. M.(1964).Exchange and Power In Social Life.New York:John Wiley & Sons, Inc..
  24. Bolino, M. C.(1999).Citizenship and Impression Management: Good Soldiers or Good Actors?.Academy of Management Review,24(1),82-98.
  25. Brower, H. H.,Lester, Scott W.,Korsgaard, Audrey,Dineen, Brian R.(2009).A Closer Look at Trust between Managers and Subordinates: Understanding the Effects of Both Trusting and Being Trusted on Subordinate Outcomes.Journal of Management,35(2),327-347.
  26. Brower, H. H.,Schoorman, F. D.,Tan, H. H.(2000).A Model of Relational Leadership: The Integration of Trust and Leader-Member Exchange.Leadership Quarterly,11(2),227-250.
  27. Bulent, Menguc(2000).An Empirical Investigation of a Social Exchange Model of Organizational Citizenship Behaviors across Two Sales Situations: A Turkish Case.Journal of Personal Selling and Sales Management,20(4),205-214.
  28. Burke, C.,Shawn, Sims,Dana, E.,Lazzara, Elizabeth H.,Salas, Eduardo(2007).Trust in Leadership: A Multi-Level Review and Integration.Leadership Quarterly,18(6),606-632.
  29. Carroll, J. S.(ed.)(1990).Applied Social Psychology in Business Setting.New Jersey:Lawrence Erlbaum Associates, Inc..
  30. Cartwright, D.(ed.),Zander, A.(ed.)(1968).Group Dynamics.New York:Harper and Row.
  31. Cheng, B.,Farh, J.,Chang, H.,Han, W.(2002).Guanxi, Zhongcheng, Competence and Managerial Behavior in the Chinese Context.Journal of Chinese Psychology,44(2),151-162.
  32. Chou, L. F.,Cheng, B. S.(2006).Does Employee's Authoritarian Value Matter: The Effectiveness of people-related and Task-related Authoritarian Leadership in China and Taiwan's Private Business.2006 International Association for Chinese Management Research (IACMR) Biannual Conference,Nanjing:
  33. Churchill, G. A.,Ford, N. M.,Walker, O. C.,Johnson, M. W., Jr.,Tanner, J. F.(2000).Sales Force Management 6th ed..Chicago:Richard D. Irwin.
  34. Colquitt, J. A.,Scott. B. A.,LePine, J. A.(2007).Trust, Trustworthiness, and Trust Propensity: A Meta-Analytic Test of Their Unique Relationships with Risk Taking and Job Performance.Journal of Applied Psychology,92(4),902-927.
  35. Conger, J. A.,Kanungo, R. N.(1988).The Empowerment Process: Integrating Theory and Practice.Academy of Management Revlew,13(3),471-482.
  36. Cropanzano, R.,Mitchell, M.(2005).Social Exchange Theory: An Interdisciplinary Review.Journal of Management,31(6),874-900.
  37. Cummings, L. L.(ed.),Stew, B. M.(ed.)(1987).Research in Organizational Behavior.Greenwich:JAI Press.
  38. Das, T. K.,Teng, B. S.(1998).Between Trust and Control: Developing Confidence in Partner Cooperation in Alliance.Academy of Management Journal,23(3),491-512.
  39. DelVecchio, Susan K.(1998).The Quality of Salesperson- Manager Relationship: The Effect of Latitude, Loyalty and Performance.Journal of Personal Selling & Sales Management,18(1),31-47.
  40. Dienesch, R. M.,Liden, R. C.(1986).Leader-Member Exchange Model of Leadership: A Critique and Further Development.Academy of Management Review,11(3),618-634.
  41. Dillon, W. P.,Goldatein, M.(1994).Multivariate Analysis: Methods and Applications.New York:John Wiley & Sons, Inc..
  42. Dirks, K. T.,Ferrin, D. L.(2002).Trust in Leadership: Mete-Analytic Findings and Implications for Research and Practice.Journal of Applied Psychology,87(4),611-628.
  43. Dirks, K. T.,Ferrin, D. L.(2001).The Role of Trust in Organizational Settings.Organization Science,12(4),450-467.
  44. Dubinsky, Alan J.(1999).Salesperson Failure: Sales Management is the Key.Industrial Marketing Management,28(1),7-17.
  45. Dubinsky, Alan J.,Skinner, Steven J.(2002).Going the Extra Mile: Antecedents of Salespeople's Discretionary Effort.Industrial Marketing Management,31(7),589-598.
  46. Duda, J. L.,Nicholls, J. G.(1992).Dimensions of Achievement Motivation in Schoolwork and Sport.Journal of Educational Psychology,84(3),290-299.
  47. Dweck, C. S.,Leggett, E. L.(1988).A Social-Cognitive Approach to Motivation and Personality.Psychological Review,95(2),256-273.
  48. Eisenberger, R.,Cummings, J.,Armeli, S.,Lynch, Patrick(1997).Perceived Organizational Support, Discretionary Treatment and Job Satisfaction.Journal of Applied Psychology,82(5),812-820.
  49. Ergeneli, A.,Sag, G.,An, I.,Metin, S.(2007).Psychological Empowerment and Its Relationship to Trust in Immediate Managers.Journal of Business Research,60(1),41-49.
  50. Fang, E.,Evans, K. R.,Zou, S.(2005).The Moderating Effect of Goal-Setting Characteristics on the Sales Control Systems-Job Performance Relationship.Journal of Business Research,58(9),1214-1222.
  51. Fang, E.,Palmatier, R. W.,Evans, K. R.(2004).Goat-Setting Paradoxes? Trade-Offs between Working Hard and Working Smart: The United States versus China.Journal of the Academy of Marketing Science,32(2),188-202.
  52. Feingold, Alan(1994).Gender Differences in Personality: A Meta-Analysis.Psychological Bulletin,116(3),429-456.
  53. Fishbein, M.,Ajzen, I.(1975).Belief, Altitude, Intention and Behavior: An Introduction to Theory and Research.MA:Addison-Wesley.
  54. Franke, G. R.,Park, Jeong-Eun(2006).Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis.Journal of Marketing Research,43(4),693-720.
  55. Gerstner, C. R.,Day, D. V.(1997).Mets-Analytic Review of Leader-Member Exchange Theory: Correlates and Construct Issues.Journal of Applied Psychology,82(6),827-844.
  56. Gill, H.,Boies, K.,Finegan, K.,McNally, J.(2005).Antecedents of Trust Establishing a Boundary Condition for the Relation between Propensity and Intention to Trust.Journal of Business and Psychology,19(3),287-302.
  57. Gomez, C.,Rosen, B.(2001).The Leader-Member Exchange as a Link between Managerial Trust and Employee Empowerment.Group & Organizational Management,26(1),53-69.
  58. Graen, G. B.,Uhl-Bien, M.(1995).Relationship-Based Approach to Leadership: Development of Leader-Member Exchange (LMX) Theory of Leadership over 25 Years: Applying a Multi-level Multi-domain Perspective.Leadership Quarterly,6(2),219-247.
  59. Hackman, J. R.,Oldham, G. R.(1980).Work Redesign.Reading, MA:Addison-Wesley.
  60. Hair, Joesph F. ,Jr.,Anderson, R. E.,Tatham, R. L.,Black, W. C.(1995).Multivariate Data Analysis 3rd ed..New York:Macmillan Publishing Company.
  61. Harris, Kenneth J.,Wheeler, Anthony R.,Kacmar, K. Michele(2009).Leader-Member Exchange and Empowerment: Direct and Interactive Effects on Job Satisfaction, Turnover Intentions, and Performance.The Leadership Quarterly,20(3),371-382.
  62. Hofstede G. H.,Bond, M.(1988).The Confucius Connection: from Cultural Roots to Economic Growth.Organizational Dynamics,16(4),4-21.
  63. Hofstede, G. H.(1980).Culture's Consequences: International Differences in Work-Related Values.Newbury Park:Sage Publications.
  64. Holmes, Terence L.,Srivastava, R.(2002).Effect of Job Perceptions on Behaviors: Implications far Sales Performance.Industrial Marketing Management,31(5),421-428.
  65. Hunt, J. G.(ed.),Larson, L. L.(ed.)(1975).Leadership Frontiers.Kent:Kent State University Press.
  66. Hunter, John E.,Schmidt, Frank L.,Hudiesch, Michael E.(1990).Individual Differences in Output Variability as a Function of Job Complexity.Journal of Applied Psychology,75(1),28-42.
  67. Jaramillo, E.,Multi, J. P.(2008).Sales Effort: The Intertwined Roles of the Leader, Customers, and the Salesperson.Journal of Personal Selling & Sales Management,28(1),37-51.
  68. Katz, D.(1964).The Motivational Basis of Organizational Behavior.Behavioral Science,9(2),131-146.
  69. Katz, D.,Kahn, R. L.(1978).The Social Psychology of Organizations.New York:John Wiley & Sons, Inc..
  70. Koc Umut, Paksoy Mahmut,Torlak, Omer(2008).How Do Extra-Role Behaviors Affect Salespeople's Performance? An Empirical Examination.Journal of Transactional Management,13(1),58-76.
  71. Kramer, R.,Tyler, T.(1996).Trust in Organizations.Thousand Oaks:Sage Publications.
  72. Lagace, Rosemary R.(1991).An Exploratory Study of Reciprocal Trust between Sales Managers and Salespersons.Journal of Personal Selling and Sales Management,11(2),49-58.
  73. Lau, Dora C.,Liu, Jun,Fu, Ping Ping(2007).Feeling Trusted by Business Leaders in China: Antecedents and the Mediating Role of Value Congruence.Asia Pacific Journal of Management,24(3),321-340.
  74. Lee, M.,Koh, J.(2001).Is Empowerment Really a New Concept?.International Journal of Human Resource Management,12(4),684-695.
  75. Lester, Scott W.,Brower, Holly H.(2003).In the Eyes of Beholder: The Relationship between Subordinates' Felt Trustworthiness and Their Week Attitudes and Behaviors.Journal of Leadership and Organizational Studies,10(2),17-33.
  76. Levy, Michael,Sharma, A.(1994).Adaptive Selling: The Role of Gender, Age, Sales Experience, and Education.Journal of Business Research,31(1),39-47.
  77. Li, J. T.(ed.),Tsui, A. S.(ed.),Weldon, S.(ed.)(2000).Management and Organizations.London:Macmillan.
  78. Liang, Shing-Ko,Ling, Hsiao,Hsieh, Sung-Yi(2007).The Mediating Effects of Leader-Member Exchange Quality to Influence the Relationships between Paternalistic Leadership and Organizational Citizenship Behaviors.Journal of American Academy of Business,10(2),127-137.
  79. Liden, R. C.,Wayne, S. J.,Stillwell, D.(1993).A Longitudinal Study on the Early Development of Leader-Member Exchanges.Journal of Applied Psychology,78(4),662-674.
  80. Lynch, Patrick D.,Eisengerber, K.,Armeli, Stephen(1999).Perceived Organizational Support: Inferior versus Superior Performance by Wary Employees.Journal of Applied Psychology,84(4),467-483.
  81. MacKenzie, S. B.,Podsakoff, P. M.,Ahearne, Michael(1998).Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance.Journal of Marketing,62(3),87-98.
  82. MacKenzie, S. B.,Podsakoff, P. M.,Rich, Gregory A.(2001).Transformational and Transactional Leadership and Salesperson Performance.Academy of Marketing Science Journal,29(2),115-134.
  83. Mayer, R. C.,Davis, J. H.,Schoorman, F. Davis(1995).An Integrative Model of Organizational Trust.Academy of Management Review,20(3),709-734.
  84. McAllister, D. J.(1995).Affect-and Cognition-based Trust as Foundations for Interpersonal Cooperation in Organizations.Academy of Management Journal,38(1),24-59.
  85. McCauley, D. P.,Kuhnert, K. W.(1992).A Theoretical Review and Empirical Investigation of Employee Trust.Public Administration Quarterly,16(2),265-284.
  86. McKnight, D. H.,Cummings, L. L.,Chervany, N. L.(1998).Initial Trust Formation in New Organizational Relationships.Academy of Management Review,23(3),473-490.
  87. Menon, Sanjay T.(2001).Employee Empowerment: An Integrative Psychological Approach.International Review of Applied Psychology,50(1),153-180.
  88. Mishra, Aneil K.,Mishra, Karen E.(1994).The Role of Mutual Trust in Effective Downsizing Strategies.Human Resource Management,33(2),261-279.
  89. Moideenkutty, Unnikammu,Blau, Gary,Kummar, Ravi,Nalakath, Ahamedali(2005).Relationship of Organizational Citizenship Behavior and Objective Productivity to Managerial Evaluations of Performance in India.International Journal of Commerce and Management,15(3/4),221-229.
  90. Motowidlo, S. J.,Van Scotter, J. K.(1994).Evidence that Task Performance Should Be Distinguished from Contextual Performance.Journal of Applied Psychology,79(4),475-480.
  91. Moye, Melinda J.,Henkin, Alan B.(2006).Exploring Associations between Employee Empowerment and Interpersonal Trust in Managers.Journal of Management Development,25(2),101-117.
  92. Netemeyer, Richard G.,Boles, James S.,McKee, Daryl O.,McMurrian, Robert(1997).An Investigation into the Antecedents of Organizational Citizenship Behaviors in a Personal Selling Context.Journal of Marketing,61(3),85-98.
  93. Nyhan, R. C.(1999).Increasing Affective Organization Commitment in Public Organizations.Review of Public Personnel Administrative,2(1),58-70.
  94. Nyhan, R. C.,Marlowe, H. A.(1997).Psychometric Properties of the Organizational Trust Inventory.Evaluation Review,21(5),614-635.
  95. O''Connell, M. S.,Doverspike, D.,Norris-Watts, C.,Hattrup, K.(2001).Predictors of Organizational Citizenship Behavior among Mexican Retail Salespeople.International Journal of Organizational Analysis,9(3),272-280.
  96. Olson, Eric M.,Slater, Stanley F.,Tomas, G.,Huh, M.(2005).The Performance Implications of Fit among Business Strategy, Marketing Organization Structure, and Strategic Behavior.Journal of Marketing,69(3),49-65.
  97. Organ, Dennis W.(1988).Organizational Citizenship Behavior: The Good Soldier Syndrome.Lexington:Lexington Books.
  98. Ouchi, W. G.(1979).A Conceptual Framework for the Design of Organizational Control Mechanisms.Management Science,25(9),833-848.
  99. Pierce, Jon L.,Gardner, Donald, G.(2004).Self-Esteem within the Work and Organizational Context: A Review of the Organization-Based Self-Esteem Literature.Journal of Management,30(5),591-622.
  100. Piercy Nigel F.,Cravens, David W.,Lane, Nikala,Vorhies, Douglas W.(2006).Driving Organizational Citizenship Behaviors and Salesperson In-Role Behaviors and Salesperson In-Role Behavior Performance: The Role of Management Control and Perceived Organizational Support.Academy of Marketing Science,34(2),244-262.
  101. Podsakoff, P. H.,MacKenzie, S. B.(1994).Organizational Citizenship Behaviors and Sales Unit Effectiveness.Journal of Marketing Research,31(3),351-363.
  102. Podsakoff, P. M.,MacKenzie, S. B.,Moorman, R. H.,Fetter, R.(1990).Transformational Leader Behaviors and Their Effects on Followers' Trust in Leader, Satisfaction, and Organizational Citizenship Behaviors.Leadership Quarterly,1(2),107-142.
  103. Podsakoff, P. M.,Organ, O. W.(1986).Self-Reports in Organizational Research: Problems and Prospects.Journal of Management,12(4),531-544.
  104. Rapp, A.,Agnihotri, R.,Forbes, L. P.(2008).The Sales Force Technology-Performance Chain: The Role of Adaptive Selling and Effort.Journal of Personal Selling & Sales Management,28(4),335-350.
  105. Rapp, A.,Ahearne, M.,Mathieu, J.,Schillewaers, N.(2006).The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience.International Journal of Research in Marketing,23(3),279-293.
  106. Reitz, H. Joseph(1977).Behavior in Organizations.Homewood:Irwin Inc..
  107. Rich, Gregory A.(1977).The Sales Manager as a Role Model: Effects on Trust, Job Satisfaction, and Performance of Salespeople.Journal of the Academy of Marketing Science,25(4),319-328.
  108. Robinson, L.,Marshall, G. W.,Moncrief, W. C.,Lassk, F. G.(2002).Toward a Shortened Measure of Adaptive Selling.Journal of Personal Selling and Sales Management,22(2),111-119.
  109. Robinson, Stephen P.(1998).Organizational Behavior: Concepts, Controversies and Applications.New Jersey:Prentice Hall.
  110. Rotter, J. B.(1967).A New Scale for the Measurement of Interpersonal Trust.Journal of Personality,35(4),651-665.
  111. Rotter, J. B.(1980).Interpersonal Trust, Trustworthiness, and Gullibility.American Psychologist,35(1),1-7.
  112. Rousseau, D. M.,Sitkin, S. B.,Burt, R. S.,Camerer, C.(1998).Not So Different After All: A Cross-Discipline View of Trust.Academy of Management Review,23(3),393-404.
  113. Sallee, Amy,Falherty, Karen(2003).Enhancing Salesperson Trust: An Examination of Managerial Values, Empowerment, and the Moderating Influence of SUB Strategy.Journal of Personal Selling & Sales Management,23(4),299-310.
  114. Sanchez, Juan I.,Korbin, William P.,Viscarra, Diana M.(1995).Corporate Support in the Aftermath of a Natural Disaster Effects on Employee Strains.Academy of Management Journal,38(2),504-521.
  115. Schoorman, F. D.,Mayer, R. C.,Davis, J. H.(2007).Editor's Forum: An Integrative Model of Organizational Trust: Past, Present, and Future.Academy of Management Review,32(2),344-354.
  116. Schriesheim, C. A.,Neider, L. L.,Scandura, T. A.(1998).Delegation and Leader-Member Exchange: Main Effects, Moderators, and Measurement Issues.Academy of Management Journal,41(3),298-318.
  117. Serve, M. A.,Fuller, M. A.,Mayer, R. C.(2005).The Reciprocal Nature of Trust: A Longitudinal Study of Interacting Teams.Journal of Organizational Behavior,26(6),625-648.
  118. Sgro, Joseph A.,Worchel, O.,Pence, Earl C.,Orban, Joseph A.(1980).Perceived Leader Behavior as a Function of the Leader's Interpersonal Trust Orientation.Academy of Management Journal,23(1),161-165.
  119. Silin, R. H.(1976).Leadership and Value: the Organization of Large-Scale Taiwan Enterprises.Cambridge:Harvard University Press.
  120. Smith C. A.,Organ, D. W.,Near, J. P.(1983).Organizational Citizenship Behavior: Its Nature and Antecedents.Journal of Applied Psychology,68(4),653-663.
  121. Smith, P. B.,Bond, M. H.(1993).Social Psychology across Cultures: Analysis and Perspectives.Needham:Allyn and Bacon.
  122. Spiro, R. L.,Weitz, B. A.(1990).Adaptive Selling Conceptualization, Measurement, and Nomological Validity.Journal of Marketing Research,27(1),61-69.
  123. Spreitzer, Gretchen M.,Quinn, R. E.(2001).A Company of Leaders: Five Disciplines for Unleashing the Power in Your Workforce.San Francisco:Jossey-Bass.
  124. Spreitzer, Gretcher M.(1995).Psychological Empowerment in the Workplace: Dimensions, Measurement, and Validity.Academy of Management Journal,38(5),1442-1465.
  125. Sujan H.,Weitz, B. A.,Kumar, N.(1994).Learning Orientation, Working Smart, and Effective Selling.Journal of Marketing,58(3),39-52.
  126. Sujan, H.,Weitz, B. A.,Sujan, H.(1988).Increasing Sates Productivity by Getting Salespeople to Work Smarter.Journal of Personal Selling and Sales Management,8(2),9-19.
  127. Torlak, O.,Koc, U.(2007).Materialistic Attitude as an Antecedent of Organizational Citizenship Behavior.Management Research Review,30(8),581-596.
  128. Verbeke, W.,Belschak, F.,Bagozzi, Richard P.(2004).The Adaptive Consequence of Pride in Personal Selling.Journal of the Academy of Marketing Science,32(4),386-402.
  129. Viela, Belen B.,Varelaand, Gonzalez Jose A.,Ferrin, Pilar Fernandez(2008).Person-Organizational Fit, OCB and Performance Appraisal: Evidence Bum Mulched Supervisor-Salesperson Data Set in a Spanish Context.Industrial Marketing Management,37(8),1005-1019.
  130. Vroom, V. H.(1964).Work and Motivation.New York:John Wiley & Sons, Inc..
  131. Wall, T. D.,Jacksob, P. R.,Mullarkey, S.,Parker, S. K.(1996).The Demand-Control Model of Job Strain: A More Specific Test.Journal of Occupational and Organizational Psychology,69(2),153-166.
  132. Weitz, Barton A.,Sujan, H.,Sujan, M.(1986).Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness.Journal of Marketing,50(4),174-191.
  133. Westwood, R. I.(1997).Harmony and Patriarchy: The Cultural Basis for "Paternalistic Leadership" among the Overseas Chinese.Organization Studies,18(4),45-80.
  134. Whitener, E. M.,Brodt, S. E.,Korsgaard, H. A.,Werner, J. M.(1998).Managers as Initiators of Trust: An Exchange Relationship Framework for Understanding Managerial Trustworthy Behavior.Academy of Management Review,23(3),513-530.
  135. Williams, L. J.,Anderson, S. E.(1991).Job Satisfaction and Organizational Commitment as Predictors of Organizational Citizenship and In-Role Behaviors.Journal of Management,17(3),601-617.
  136. Yang, J.,Mossholder, Kevin, W.(2010).Examining the Effects of Trust in Leaders: A Bases-and-Foci Approach.Leadership Quarterly,21(1),50-63.
  137. Zand, D.(1972).Trust and Managerial Problem Solving.Administrative Science Quarterly,17(2),229-239.
  138. Zhang, X.,Bartol, Kathryn M.(2010).Linking Empowering Leadership and Employee Creativity: The Influence of Psychological Empowerment, Intrinsic Motivation, and Creative Process Engagement.Academy of Management Journal,53(1),107-128.
  139. Zhong, Jian An,Lam, W.,Chen, Z.(2010).Relationship between Leader-Member Exchange and Organizational Citizenship Behaviors: Examining the Moderating Role of Empowerment.Asia Pacific Journal of Management,59(7),793-801.
  140. 吳靄書(1986)。企業人事管理。台北:大中國圖書股份有限公司。
  141. 李佩芬、賴又嘉(2007)。家長式領導風格對部屬回饋找尋過程之影響─以人壽保險業為例。第十屆兩岸中華文化與經營管理學術研討會
  142. 李美枝(1993)。從有關公平判斷的研究結果看中國人之人己關係的界限。本土心理學研究，1，267-300。
  143. 林淑姬(1992)。博士論文(博士論文)。國立政治大學企業管理研究所。
  144. 凌孝綦、鄭伯壎、廖國鋒(2000)。2000年科技與管理學術研討會
  145. 黃家齊(2002)。織公正與組織公民行為─認知型與情感型信任的中介效果。臺大管理論叢，12(2)，107-141。
  146. 黃敏萍、鄭伯壎、徐瑋伶、周麗芳(2003)。教育部華人本土心理學研究追求卓越計劃研究報告教育部華人本土心理學研究追求卓越計劃研究報告,未出版
  147. 楊中芳編(2001)。中國人的人際關係、情感與信任。台北:遠流出版事業有限公司。
  148. 楊中芳編、高尚仁編(1991)。中國人·中國心：人格與社會篇。台北:遠流出版事業有限公司。
  149. 楊恭尊(1991)。碩士論文(碩士論文)。國立政治大學保險研究。
  150. 鄭伯壎(2001)。國科會專題研究計劃成果報告國科會專題研究計劃成果報告,國科會。
  151. 鄭伯壎(2005)。國科會華人本土心理學研究追求卓越延續計劃研究報告國科會華人本土心理學研究追求卓越延續計劃研究報告,國科會。
  152. 鄭伯壎(1996)。國科會專題研究成果報告國科會專題研究成果報告,國科會。
  153. 鄭伯壎(1995)。差序格局與華人組織行為。本土心理學研究，3，142-219。
  154. 鄭伯壎(2005)。華人領導：理論與實際。台北:桂冠圖書股份有限公司。
  155. 鄭伯壎(2000)。國科會專題研究計劃成果報告國科會專題研究計劃成果報告,國科會。
  156. 鄭伯壎編、郭建志編、任金剛編(2001)。組織文化：員工層次的分析。台北:遠流出版事業有限公司。
  157. 鍾燕宜(2002)。博士論文(博士論文)。國立交通大學經營管理研究所。
  158. 羅新興、陳忠虎、陳清秀(2004)。領導者類型、追隨者類型與領導双能關係之研究─以國軍組織成員為實證對象。國防管理學報，25(2)，51-60。
被引用次数
  1. 陳嵩、陳光偉、林伶瑾、李佩芬(2012)。再探銷售人員目標導向對行為績效之影響：銷售經驗及上司家長式領導的干擾角色。輔仁管理評論，19(2)，117-170。
  2. 傅衡宇,許秀麗,余坤東(2014)。組織控制、組織信任及角色外行為相關性之研究－以台灣地區第三方物流業務人員為例。育達科大學報，38，1-30。
  3. 高安怡(2021)。德行領導雙面效應之回顧性研究。科技與人力教育季刊，8(1)，54-75。
  4. 黃靖文,張韶蘭(2021)。家長式領導與倫理氣候如何促進公民行為：跨層次分析觀點。中原企管評論，19(1)，47-66。
  5. 黃素真、陳嵩、林伶瑾(2017)。知覺「被信任、信任、及互信」對部屬工作績效之影響。輔仁管理評論，24(2)，45-70。
  6. 賴璽方、楊美玉、陳淑貞、戚樹誠、朱志傑(2016)。臺灣組織行為的實證發現：一項國內管理期刊論文的30 年回顧。管理學報，33(1)，1-34。
  7. 劉佳雄、楊美玉、陳映潔、柯旻秀、柯佑宗(2013)。領導效能研究的回顧與展望：1985-2012。人力資源管理學報，13(4)，1-39。
  8. 劉庭芳、陳殷哲(2018)。領導生命週期理論建構科技業人力資源管理職能之權重。品質學報，25(2)，120-140。
  9. 溫福星(2013)。社會科學研究中使用迴歸分析的五個重要觀念。管理學報，30(2)，169-190。
  10. 蕭義棋,趙義隆,葉峻賓(2021)。若即若離？探索TSSCI商管社群網絡結構及知識活動－編輯群重疊的策略觀點。管理與系統，28(2)，115-155。
  11. 嚴奇峰、洪贊凱、卓明德、李粵強(2018)。兵隨將轉─追隨者定位觀點下探討追隨行為。組織與管理，11(1)，33-62。
  12. 嚴奇峰、卓明德、李粵強(2014)。領導者定位、領導行為與部屬對主管滿意度關係之研究─華人對偶關係之情境觀點。商略學報，6(2)，105-132。
  13. 楊素卿、陳嵩、林伶瑾(2018)。上司信任部屬的前因及對領導行為之影響：上司信任傾向的調節角色。人力資源管理學報，18(1)，85-127。
  14. 詹介云、許境頤(2014)。威權領導與情緒勞務之關聯研究。人力資源管理學報，14(4)，31-55。
  15. 張振傑,林沂臻(2020)。以對偶關係探討認知差異對員工態度及行為的影響。弘光學報，86，37-52。
  16. 鄭伯壎、黃敏萍、高鳳霞(2015)。近朱者不赤，近墨者必黑？—第一線服務人員的同儕效應及德行領導與個人自尊的調節效果。中華心理學刊，57(2)，155-176。
  17. 鄭伯壎、林姿葶、周麗芳(2014)。家長式領導：回顧與前瞻。本土心理學研究，42，3-82。
  18. 鄭伯壎、林姿葶、周麗芳(2014)。家長式領導二十年：問題與解答。本土心理學研究，42，147-177。
print cancel