산업재영업에 있어서 조직공정성, 조직시민행동 및 영업성과의 관계

Abstract

Due to the boundary spanning role, there is a lot of coordination cost in marketing or sales department. As the method to reduce thise cost, market orientation, internal marketing and synchronized marketing has been discussed. These mehods are focused on the interaction between departments, our study supposes that salesperson's role perception can reduce coordination cost. Generally salesman(staff) does in-role and extra-role. This study assumes that the organizational citizenship behavior as one type of extra role can curb employee's opportusnim, so the coordination cost between department would be reduced. And owing to employee's perception of organizational justice his or her organizational citizenship behavior would be increased. The results of this study shows that the relationship of organizational justice, organizational citizenship behavior and sales performance is significant. Also before, during and after relationship among three type of organizational justice is recognized.