EFFECTS OF B2B SALESPEOPLE’S ENTREPRENEURIAL ORIENTATION ON SALES PERFORMANCE: MEDIATING ROLES OF PSYCHOLOGICAL PROCES
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Jung, Kyung Sik | - |
dc.contributor.author | Han, Sang-Lin | - |
dc.date.accessioned | 2021-07-30T05:28:13Z | - |
dc.date.available | 2021-07-30T05:28:13Z | - |
dc.date.created | 2021-05-14 | - |
dc.date.issued | 2016-07 | - |
dc.identifier.uri | https://scholarworks.bwise.kr/hanyang/handle/2021.sw.hanyang/4994 | - |
dc.description.abstract | This study attempts to investigate the impact of entrepreneurial orientation on positive psychological and behavior intention such as psychological ownership, work engagement, organizational citizenship behavior, sales efforts, adaptive selling behavior, performance for internal marketing based on job demands and resources model (JD-R model). The purpose of this study is to examine how the five-dimensional entrepreneurial orientation (innovativeness, proactiveness, risk taking, autonomy, aggressiveness) can affect salespeople’s positive motivation and to suggest how to manage and train salespeople effectively as internal customers. For this study, data were gathered from the respondents who are salespeople and analyzed by using structural equation model (SEM). According to the results of the study, entrepreneurial orientation affected salespeople’s positive psychological ownership and work engagement. In addition, we confirmed that psychological ownership affected to increase work engagement and organizational citizenship behavior, and work engagement was a positive precedence factor increasing organizational citizenship behavior, sales efforts and adaptive selling behavior. Lastly, we found that organizational citizenship behavior, sales efforts and adaptive selling behavior showed a positive impact on performance. Based on the study results, this research suggested academic and managerial implications to manage and train salespeople effectively in the business-to-business markets. | - |
dc.language | 영어 | - |
dc.language.iso | en | - |
dc.publisher | Global Alliance of Marketing & Management Associations | - |
dc.title | EFFECTS OF B2B SALESPEOPLE’S ENTREPRENEURIAL ORIENTATION ON SALES PERFORMANCE: MEDIATING ROLES OF PSYCHOLOGICAL PROCES | - |
dc.type | Article | - |
dc.contributor.affiliatedAuthor | Han, Sang-Lin | - |
dc.identifier.doi | 10.15444/GMC2016.02.03.01 | - |
dc.identifier.bibliographicCitation | 2016 Global Marketing Conference Proceedings, pp.143 - 144 | - |
dc.relation.isPartOf | 2016 Global Marketing Conference Proceedings | - |
dc.citation.title | 2016 Global Marketing Conference Proceedings | - |
dc.citation.startPage | 143 | - |
dc.citation.endPage | 144 | - |
dc.type.rims | ART | - |
dc.type.docType | Proceeding | - |
dc.description.journalClass | 2 | - |
dc.description.isOpenAccess | N | - |
dc.description.journalRegisteredClass | other | - |
dc.subject.keywordAuthor | salespeople | - |
dc.subject.keywordAuthor | entrepreneurial orientation | - |
dc.subject.keywordAuthor | psychological ownership | - |
dc.subject.keywordAuthor | work engagement | - |
dc.subject.keywordAuthor | organizational citizenship behavior | - |
dc.subject.keywordAuthor | sales efforts | - |
dc.subject.keywordAuthor | adaptive selling behavior | - |
dc.subject.keywordAuthor | performance | - |
dc.identifier.url | http://gmcproceedings.net/html/sub3_01.html?code=314644 | - |
Items in ScholarWorks are protected by copyright, with all rights reserved, unless otherwise indicated.
222, Wangsimni-ro, Seongdong-gu, Seoul, 04763, Korea+82-2-2220-1365
COPYRIGHT © 2021 HANYANG UNIVERSITY.
Certain data included herein are derived from the © Web of Science of Clarivate Analytics. All rights reserved.
You may not copy or re-distribute this material in whole or in part without the prior written consent of Clarivate Analytics.