连带双方自我监控水平对销售绩效的影响机制——基于社会网络视角

发布时间：2018-05-15 11:37

本文选题：自我监控 + 社会网络　；参考：《财经科学》2017年11期

【摘要】：现有自我监控人格对社会网络的影响研究中,通常关注的是连带关系一方自我监控水平,且不同学者的观点存在着较大的差异。而连带关系的建立与发展,是连带关系双方自我监控水平相互作用的结果。本文从关系双方自我监控水平组合来考察其对社会网络关系特征及销售绩效的影响。研究发现:自我监控水平越高,建立连带越快;短期内,自我监控水平越高,连带强度越高;长期中,自我监控水平越低,连带强度越高;销售人员和外部客户建立连带越快、连带强度越高,个体绩效越高;销售人员外部客户网络关系特征完全中介了连带双方自我监控水平组合对销售绩效的影响。
[Abstract]:In the current research on the influence of self-monitoring personality on social network, it is usually concerned about the self-monitoring level of the related party, and different scholars have different views. The establishment and development of the contiguous relationship is the result of the interaction of self-monitoring level between the two sides of the contiguous relationship. This paper investigates the influence of self-monitoring level combination on the relationship characteristics and sales performance of social network. The study found that: the higher the level of self-monitoring, the faster the establishment of association; in the short run, the higher the level of self-monitoring, the higher the intensity of association; in the long run, the lower the level of self-monitoring, the higher the intensity of association; the faster the sales staff and external customers establish joint and several, The higher the joint strength, the higher the individual performance; the characteristics of external customer network relationship of sales personnel completely mediate the influence of self-monitoring level combination of joint and several parties on sales performance.
【作者单位】：西南财经大学工商管理学院;四川中烟工业有限责任公司;
【基金】：国家自然科学基金项目“自我监控人格对销售绩效的动态影响:社会网络的视角”(71372208)
【分类号】：C912.3;F274

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