题名

團隊層次轉換型領導與調適性銷售行為之跨層次分析：心理資本與團隊凝聚力中介角色

并列篇名

A Multilevel Examination on Team-Level Transformational Leadership and Adaptive Selling Behavior: The Mediating Role of Psychological Capital and Team Cohesion

DOI

10.6147/JHRM.2014.1403.01

作者

陳淑玲(Shu-Ling Chen)；陳威達(Wei-Dar Chen)

关键词

轉換型領導 ； 心理資本 ； 團隊凝聚力 ； 調適性銷售行為 ； transformational leadership ； psychological capital ； team cohesion ； adaptive selling behavior

期刊名称

人力資源管理學報

卷期/出版年月

14卷3期（2014 / 09 / 01）

页次

1 - 24

内容语文

繁體中文
中文摘要

本研究以跨層次觀點，探討團隊層次轉換型領導對調適性銷售行為的影響，並提出個體層次心理資本與團隊層次凝聚力，為連結團隊層次轉換型領導與調適性銷售行為中介機制。本研究以36個壽險業務團隊（334位銷售業務人員）為研究樣本，研究結果發現，團隊層次轉換型領導與銷售人員調適性銷售行為呈正相關；團隊層次轉換型領導會透過影響追隨者心理資本，進而影響其調適性銷售行為；最後，團隊層次轉換型領導有助於提升團隊凝聚力；團隊凝聚力也會正向影響追隨者調適性銷售行為。根據本研究結果，我們提出討論、實務意涵與未來研究建議。
英文摘要

This study examined how transformational leadership (TFL) influences adaptive selling behavior by both psychological capital (at the individual-level) and team cohesion (at the team-level). This multilevel study includes 334 individual members from 36 teams. Hierarchical Linear Modeling revealed that teamlevel TFL was positively related to follower adaptive selling behavior, with this relationship mediated by follower psychology capital. Furthermore, team-level TFL was positively associated with team cohesion, and team cohesion further enhanced follower adaptive selling behavior. We discuss implications of these findings, limitations, and directions for future research.
主题分类 社會科學 > 心理學
社會科學 > 社會學
社會科學 > 經濟學
社會科學 > 管理學
社會科學 > 法律學
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被引用次数
  1. 林信佑(Hsing-Yo Lin)(2022)。運動心理資本對高中運動員知覺自我運動表現影響：教練家長式領導行為的跨層次分析。運動休閒管理學報。19(2)。1-23。 
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