服務業職場友誼與銷售績效關係之研究－以主管／非主管為干擾變數

The Relationship between Workplace Friendship and Sales Performance of Service Industry: The Moderating Effect of Executive / Non-executive

林英顏(Ying-Yen Lin)；江珮瑜(Pei-Yu Jiang)；謝庭華(Ting-Hua Hsieh)

銷售人員職場友誼 ； 銷售人員績效 ； 主管／非主管 ； workplace friendship ； sales performance ； executive / non-executive

人文暨社會科學期刊

10卷2期（2014 / 12 / 01）

77 - 84

繁體中文

員工在職場的工作氣氛及績效同時是企業重視的要素，過去對職場友誼與銷售績效間的關係及主管／非主管在該關係的研究依然不清。本研究旨在探討職場友誼與銷售績效間之關係及主管／非主管在該關係間是否具有干擾效果。調查銀行及百貨公司的130名銷售人員並且在控制收入與年資以層級迴歸分析發現，職場友誼顯著正面影響銷售績效，且主管／非主管在職場友誼與銷售績效間具有干擾效果，特別在擔任主管的職場友誼愈好，銷售績效會愈好。本研究亦提出未來研究及實務建議供實務界參考。

A company's atmosphere and sales performance are both important factors of an organization. The relationship between salesperson's workplace friendship and sales performance in service industry remains unclear. This study aimed to find out the relationship between salesperson's workplace friendship and sales performance. Survey of banks and department stores of 130 salespersons found that the positive effect of salesperson's workplace friendship on sales performance. Executive / non-executive moderated the relationship between workplace friendship and sales performance. That relationship between workplace friendship and sales performance of executives were significantly stronger than that of non-executives. The study also made recommendations for future research and practice practitioners reference.

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