题名

再探競爭心理氣氛對銷售人員目標導向的影響：銷售經驗及好競爭特質的調節角色

并列篇名

Re-examining the Impacts of Competitive Psychological Climate on Salespersons’ Goal Orientation: The Moderating Roles of Sales Experience and Trait Competitiveness

作者

陳嵩(Song Chen)；林伶瑾(Lin-Chin Lin)；李佩芬(Pei-Feng Lee)

关键词

競爭心理氣氛 ； 好競爭特質 ； 目標導向 ； 銷售經驗 ； competitive psychological climate ； trait competitiveness ； goal orientation ； sales experience

期刊名称

輔仁管理評論

卷期/出版年月

23卷1期（2016 / 01 / 01）

页次

23 - 53

内容语文

繁體中文
中文摘要

促進組織內部競爭氣氛，一向是銷售經理激勵銷售人員趨向表現動機、以達成更佳績效的常用方法。不過學者們認為，促進競爭氣氛的做法可能會抑制銷售人員的學習動機、助長其迴避表現傾向。本研究主要探討銷售人員知覺競爭心理氣氛對其學習、趨向表現、迴避表現導向的影響，以及銷售經驗與好競爭特質的調節效果，並以496位壽險銷售人員為問卷調查實證對象。迴歸分析顯示，競爭心理氣氛並不會抑制銷售人員的學習導向，好競爭特質則會激發銷售人員的學習及趨向表現導向。調節分析則顯示，競爭心理氣氛僅對資深銷售人員的學習導向有較顯著正向影響。此外，競爭心理氣氛僅會助長低好競爭特質銷售人員的迴避表現導向。最後，研究者針對管理意涵及未來研究分別提出建議。
英文摘要

Furthering competitive climate within sales organizations has been the routine practices often used by sales managers to motivate salespeople's performance-approach motivation, and consequential greater performance. However, some scholars urge that these practices furthering competitive climate may restrain salesperson's learning motivation, and further their tendency to performance-avoidance. This study examines the impacts of salespersons' perceived competitive psychological climate (CPC) on their learning, performance-approach and performance-avoidance orientations, and the moderating effects of sales experience and trait competitiveness on these impacts. Four hundreds and ninety-six sales employees from five life insurance firms in Taiwan were sampled as subjects. Using regression analysis, our findings indicate that perceived CPC doesn't restrain salespeople's learning orientation, and trait competitiveness can simultaneously arouse salespeople's learning and performance-approach orientation. Moderating analyses show that the positive relationship between CPC and learning orientation is more significantly only for highly experienced salespersons. In addition, the results also show that the positive relationship between CPC and avoidance-performance orientation is significantly only for salespeople with lower competitiveness. Finally, managerial implications and directions for future research are suggested.
主题分类 社會科學 > 管理學
参考文献
  1. 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：
  2. 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：
  3. Aiken, L. S.,West, S. G.(1991).Multiple regression: Testing and interpreting interactions.Newbury Park, CA:Sage.
  4. Ames, C.,Ames, R.(1984).Goal structures and motivation.Elementary School Journal,85(1),39-50.
  5. Ames, C.,Archer, J.(1988).Achievement goals in the classroom: student's learning strategies and motivational processes.Journal of Educational Psychology,80(3),260-267.
  6. Anderson, E.,Oliver, R. L.(1987).Perspectives on behavior-based versus outcome-based salesforce control systems.Journal of Marketing,51(4),76-88.
  7. Archer, J.(1994).Achievement goals as a measure of motivation in university students.Contemporary Educational Psychology,19(4),430-446.
  8. Arnold, T.,Flaherty, K. E.,Voss, K. E.,Mowen, J. C.(2009).Role stressors and retail performance: The role of perceived competitive climate.Journal of Retailing,85(2),194-205.
  9. Bandura, A.(1997).Self-efficacy: The exercise of control.New York:W. H. Freeman.
  10. Beltramini, R. F.,Evans, K. R.(1988).Salesperson motivation to perform and job satisfaction: A sales contest participant perspective.Journal of Personal Selling & Sales Management,8(2),35-42.
  11. Bolger, N.,Zuckerman, A.(1985).A framework for studying personality in the stress process.Journal of Personality and Social Psychology,69(5),890-902.
  12. Brown, S. P.,Cron, W. L.,Slocum, J. W.(1998).Effects of trait competitiveness and perceived intraorganizational competition on salesperson goal setting and performance.Journal of Marketing,62(4),88-98.
  13. Brown, S. P.,Leigh, T. W.(1996).A new look at psychological climate and its relationship to job involvement, effort, and performance.Journal of Applied Psychology,81(4),358-368.
  14. Brown, S. P.,Peterson, R. A.(1994).The effect of effort on sales performance and job satisfaction.Journal of Marketing,58(2),70-80.
  15. Button, S. B.,Mathieu, J. E.,Zajac, D. M.(1996).Goal orientation in organizational research: A conceptual and empirical foundation.Organizational Behavior and Human Decision Processes,67(1),26-48.
  16. Carson, S. J.(2007).When to give up control of outsourced new product development.Journal of Marketing,71(1),49-66.
  17. Chakrabarti, R.,Barnes, B. R.,Berthon, P.,Pitt, L.,Monkhouse, L. L.(2014).Goal orientation effects on behavior and performance: Evidence from international sales agents in the middle east.The International Journal of Human Resource Management,25(2),317-340.
  18. Choi, J.,Chen, C. C.(2007).The relationships of distributive justice and compensation system fairness to employee attitudes in international joint ventures.Journal of Organizational Behavior,28(6),687-703.
  19. Churchill, G. A.,Ford, N. M.,Walker, O.(1997).Sales Force Management.Chicago:Richard D. Irwin.
  20. Cooper, C. L.(Ed.)(2001).Theories of Organizational Stress.Oxford:Oxford University Press.
  21. Cooper, C. L.(Ed.),Robertson, I.T.(Ed.)(1993).International Review of Industrial and Organizational Psychology.
  22. Cravens, D. W.(Ed.),LeMeunier-Fitzhugh, K.(Ed.),Piercy, N. F.(Ed.)(2001).Oxford Handbook of Strategic Sales and Sales Management.
  23. Cron, W. L.,Slocum, J.(1986).The influence of career stages on salespeople's job attitudes, work perceptions, and performance.Journal of Marketing Research,23(2),119-129.
  24. Dalrymple, D. J.,Cron, W. L.(1988).Sales Management: Concepts and Cases.N.Y.:John Wiley & Sons.
  25. Dillon, W. R.,Goldatein, M.(1994).Multivariate analysis: Methods and application.N.Y.:John Wiley and Sons.
  26. Dweck, C. S.(1986).Motivational Processes Affecting Learning.American Psychologist,41(10),1040-1048.
  27. Dweck, C. S.,Leggett, E. L.(1988).A social-cognitive approach to motivation and personality.Psychological Review,95(2),256-273.
  28. Elliot, A. J.(1999).Approach and avoidance motivation and achievement goals.Educational Psychologist,34(3),169-189.
  29. Elliot, A. J.,Church, M.(1997).A hierarchical model of approach and avoidance achievement motivation.Journal of personality and Social Psychology,72(1),218-232.
  30. Elliot, A. J.,Harackiewicz, J. M.(1996).Approach and avoidance achievement goals and intrinsic motivation: A mediational analysis.Journal of Personality and Social Psychology,70(3),461-475.
  31. Fletcher, T. D.,Major, D. A.,Davis, D.(2008).The interactive relationship of competitive climate and trait competitiveness with workplace attitudes, stress and performance.Journal of Organizational Behavior,29(7),899-922.
  32. Franke, G. R.,Park, J. E.(2006).Salesperson adaptive selling behavior and customer orientation: A meta-analysis.Journal of Marketing Research,43(4),693-702.
  33. Guenzi, P.,De Luca, L. M.,Troilo, G.(2011).Organizational drivers of salespeople's customer orientation and selling orientation.Journal of Personal Selling & Sales Management,31(3),269-285.
  34. Hair, J. F.,Anderson, R. E.,Tatham, R. L.,Black, W. C.(1995).Multivariate Data Analysis.N. Y.:Macmillan Publishing Company.
  35. Harackiewicz, J. M.,Elliot, A. J.(1993).Achievement goals and intrinsic motivation.Journal of Personality and Social Psychology,65(5),904-915.
  36. Harris, E. G.,Mowen, J. C.,Brown, T. J.(2005).Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction.Journal of the Academy of Marketing Science,33(1),19-35.
  37. Ho. V. T.(2012).Interpersonal counterproductive work behaviors: Distinguishing between person-focused versus task-focused behaviors and their antecedents.Journal of Business and Psychology,27(4),467-482.
  38. Jelinek, R.,Ahearne, M.(2006).The enemy within: Examining salesperson deviance and its determinants.Journal of Personal Selling & Sales Management,26(4),327-344.
  39. Jelinek, R.,Ahearne, M.(2010).Be careful what you look for: The effect of trait competitiveness and long hours on salesperson deviance and whether meaningfulness of work matters.Journal of Marketing Theory and Practice,18(4),303-321.
  40. Johnson, D. W.,Johnson, R. T.,Roseth, C. J.(2012).Competition and performance: More facts, more understanding? Comment on Murayama and Elliot (2012).Psychological Bulletin,138(6),1071-1078.
  41. Judge, T. A.,Jackson, C. L.,Shaw, J. C.,Scott, B. A.,Rich, B. L.(2007).Self-efficacy and workrelated performance: The integral role of individual differences.Journal of Applied Psychology,92(1),107-127.
  42. Kohli, A. K.,Shervani, T. A.,Challagalla, G. N.(1998).Learning and performance orientation of salespeople: The role of supervisors.Journal of Marketing Research,35(2),263-274.
  43. Krishnan, B. C.,Netemeyer, R. G.,Boles, J. S.(2002).Self-efficacy, competitiveness, and effort as antecedents of salesperson performance.Journal of Personal Selling & Sales Management,22(4),285-295.
  44. Kristof, A.(1996).Person-organization fit: An integrative review of its conceptualizations, measurement, and implications.Personnel Psychology,49(1),1-10.
  45. Lam, L. W.(2012).Impact of competitiveness on salespeople's commitment and performance.Journal of Business Research,65(9),1328-1334.
  46. Lazarus, R. S.,Folkman, S.(1984).Stress, Appraisal and Coping.New York:Springer.
  47. Lepine, J. A.,Podsakoff, N. P.,Lepine, M. A.(2005).A meta-analytic test of the challenge stressorhindrance stressor framework: An explanation for inconsistent relationships among stressors and performance.Academy of Management Journal,48(5),764-775.
  48. Locke, E. A.,Latham, G. P.(1990).Work motivation and satisfaction: Light at the end of the tunnel.Psychological Science,1(4),240-246.
  49. Markose, B.(2011).Influence of moderators in the relationship of supervisory feedback with goal orientation of salespeople.International Journal of Business Insights & Transformation,4(2),53-66.
  50. Martin, C. A.,Bush, A. J.(2006).Psychological climate, empowerment, leadership style, and customeroriented selling: An analysis of the sales manager-salesperson dyad.Journal of the Academy of Marketing Science,34(3),419-438.
  51. Meece, J. L.,Blumenfeld, P. C.,Hoyle, R. H.(1988).Students' goal orientations and cognitive engagement in classroom activities.Journal of Educational Psychology,80(4),514-523.
  52. Menguc, B.(1996).Evidence for Turkish industrial salespeople: Testing the applicability of a conceptual model for the effect of effort on sales performance and job satisfaction.European Journal of Marketing,30(1),33-51.
  53. Moncrief, W. C.,Hart, S. H.,Robertson, D.(1988).Sales contests: A new look at an old management tool.Journal of Personal Selling & Sales Management,8(3),55-61.
  54. Nicholls, J. G.(1984).Achievement motivation: Conceptions of ability, subjective experience, task choice, and performance.Psychological Review,91(3),328-346.
  55. Ostroff, C.(Ed.),Judge, T. A.(Ed.)(2007).Perspectives on organizational fit.New York:Lawrence Erbaum.
  56. Park, J. Y.(1997).University of Nebraska.
  57. Payne, S. C.,Youngcourt, S. S.,Beaubien, J. M.(2007).A meta-analytic examination of the goal orientation nomological net.Journal of Applied Psychology,92(1),128-150.
  58. Pefley, P. M.(2008).University of Southern California.
  59. Plotkin, H. M.(1987).What makes a successful salesperson?.Training and Development Journal,41(9),54-56.
  60. Plouffe, C. R.,Srinivran, S.,Barclay, D. W.(2010).Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts.Industrial Marketing Management,39(4),538-550.
  61. Podsakoff, P. M.,MacKenzie, S. B.,Lee, J. Y.,Podsakoff, N. P.(2003).Common method biases in behavioral research: A critical review of the literature and recommended remedies.Journal of Applied Psychology,88(5),879-903.
  62. Porath, C. L.,Bateman, T. S.(2006).Self-regulation: From goal orientation to job performance.Journal of Applied Psychology,91(1),185-192.
  63. Robie, C.,Brown, D. J.,Shepherd, W. J.(2005).Interdependence as a moderator of the relationship between competitiveness and objective sales performance.International Journal of Selection and Assessment,13(4),274-281.
  64. Schneider, B.(1983).Interactional psychology and organization behavior.Research in Organizational Behavior,5,1-31.
  65. Schneider, B.(ed.)(1990).Organizational Climate and Culture.San Francisco, CA:Jossey-Bass.
  66. Schrock, W. A.,Hughes, D. E.,Fu, F. Q.,Richards, K. A.,Jones, E.(2014).Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance.Marketing Letters
  67. Shannahan, K. L. K.,Bush, A. J.,Shannahan, R. J.(2013).Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance.Journal of Academy of Marketing Science,41(1),40-54.
  68. Silver, Lawrence S.,Dwyer, S.,Alford, B.(2006).Learning and performance goal orientation of salespeople revisited: The role of performance-approach and performance-avoidance orientations.Journal of Personal Selling & Sales Management,26(1),27-38.
  69. Spence, J. T.(Ed.)(1983).Achievement and Achievement-related Motives: Psychological and Sociological Dimensions.San Frenciso, CA:Freeman.
  70. Spiro, R. L.,Weitz, B. A.(1990).Adaptive selling conceptualization, measurement, and nomological validity.Journal of Marketing Research,27(1),61-69.
  71. Spreitzer, G. M.(1996).Social structural characteristics of psychological empowerment.Academy of Management Journal,39(2),483-504.
  72. Spreitzer, G. M.,Kizilos, M. A.,Nason, S. W.(1997).A dimensional analysis of the relationship between psychological empowerment and effectiveness, satisfaction and strain.Journal of Management,23(5),679-704.
  73. Sujan, H.,Weitz, B. A.,Kumar, N.(1991).Learning orientation, working smart, and effective selling.Journal of Marketing,58(3),39-52.
  74. Swift, C. O.,Campbell, C.(1998).Psychological climate: Relevance for sales managers and impliciton consequent job satisfaction.Journal of Marketing Theory & Practice,6(1),27-37.
  75. Taylor, S.,Todd, P.(1995).Understanding information technology usage: A test of competing models.Information Systems Research,6(2),144-176.
  76. Terho, H.,Kairisto-Mertanen, L.,Bellenger, D.,Johnston, W.(2013).Salesperson goal orientations and the selling performance relationship: The critical role of mediation and moderation.Journal of Business Market Management,6(2),70-90.
  77. Todd, S. Y.,Andrew, D. P. S.,Lachowetz, T.,Pursel, B.(2007).Exploring the ways trait competitiveness differentiates salespeople in professional sport clubs.International Journal of Sport Management,8(4),372-387.
  78. VandeWalle, D.(1997).Development and validation of a work domain goal orientation instrument.Educational and Psychological Measurement,57(6),995-1015.
  79. VandeWalle, D.(2001).Goal oientation: Why wanting to look successful doesn't always lead to success.Organizational Dynamics,30(2),162-171.
  80. VandeWalle, D.,Brown, S. P.,Cron, W. L.,Slocum, J. W.(1999).The influence of goal orientation and self-regulation tactics on sales performance: A longitudinal field test.Journal of Applied Psychology,84(2),249-259.
  81. Vroom, V. H.(1964).Work and Motivation.New York:Wiley.
  82. Wang, G.,Netemeyer, R. G.(2002).The effects of job autonomy, customer demandingness, and trait competitiveness on salesperson learning, self-efficacy, and performance.Journal of the Academy of Marketing Science,30(3),217-228.
  83. Williams, L. J.,Cote, J. A.,Buckley, M. R.(1989).Lack of method variance in self-reported affect and perceptions at work: Reality or artifact?.Journal of Applied Psychology,74(3),462-468.
  84. Wolters, C. A.,Yu, S. L.,Pintrich, R. P.(1996).The relation between goal orientation and students' motivational beliefs and self-regulated learning.Learning and Individual Differences,8(3),211-238.
  85. Zahn, W. J.(2011).University of Houston.
  86. 李佩芬、陳嵩、張佑崇(2006)。組織環境及個人信念對銷售人員目標取向、銷售行為績效之影響—以不動產經紀人員為例。第九屆兩岸中華文化與經營管理學術研討會，山東:
  87. 嚴聰玲、管羚君(2007)。組織內部環境、銷售人員目標取向與績效的關聯性。第十屆兩岸中華文化與經營管理學術研討會，廣東:
print cancel