Salesperson Optimism: Can Sales Managers Enhance it and so What if They Do?
Salesperson Optimism: Can Sales Managers Enhance it and so What if They Do?
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销售人员的乐观情绪：销售经理能否增强乐观情绪？如果这样做会怎样？
DOI：
10.1080/10696679.1999.11501819
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发表时间：
1999
期刊：
影响因子：
--
通讯作者：
Gregory A. Rich
中科院分区：
文献类型：
--
作者：
Gregory A. Rich
本实证研究的重点是销售人员的乐观情绪。首先，通过考察三种领导行为(积极反馈、阐述愿景和个性化支持)的影响，探讨销售经理能够在多大程度上增强他们在销售人员中的乐观情绪。第二，乐观与三个重要的结果变量(角色表现、助人和体育精神、组织公民行为)相关。数据收集自五家公司的122名销售人员/销售经理的样本，并通过拟合结构方程模型对假设进行检验。结果表明，销售经理可以通过个性化的支持来提高销售人员的乐观情绪；乐观的销售人员更有可能提高工作效率，更有可能从事体育精神、组织公民行为。
The focus of this empirical study is on salesperson optimism. First, the extent to which sales managers can enhance their optimism among their salespeople was explored by examining the influence of three leader behaviors (positive feedback, articulating a vision, and individualized support). Second, optimism was associated with three important outcome variables (inrole performance, and helping and sportsmanship organizational citizenship behavior). Data were collected from a sample of 122 salesperson/sales manager dyads from five companies, and hypotheses were tested by fitting a structural equations model. Results suggest that sales managers can enhance the salesperson optimism through individualized support; and that optimistic salespeople were more likely to be productive, and more likely to engage in sportsmanship organizational citizenship behavior.