授权领导风格对适应性销售行为影响的研究

发布时间：2018-07-10 05:48

本文选题：授权领导风格 + LMX　；参考：《吉林大学》2017年硕士论文

【摘要】：适应性销售行为是当今市场对销售人员能力衡量的重要指标,是企业在消费者导向的市场环境中取得突出贡献的重要保证。市场的更新换代速度快,消费者的需求变化频繁,适应性销售行为使得销售人员与消费者接触的过程中可以更加准确地抓取需求并采用灵活的方法使其得以满足,从而完成销售。授权领导风格会将权利进行下放,努力营造积极参与决策的团队氛围,增强员工的信心,从员工的视角来看,是一种组织的投资行为,会促进员工产生积极的态度和行为。因此,本文主要研究授权领导风格对适应性销售行为的影响过程。社会交换理论认为一切关系都来源于社会交换,是一个互惠互利的过程。在员工组织关系中,只有组织对员工的投资被员工感受到,对于员工来说才算是一种有价值的资源输入。只有这样员工才会产生回报的心理,在自身行为上发生改变。因此,授权领导风格的一些领导行为只有通过心理授权的中介作用才能发挥作用。有学者指出,社会交换关系本身也会对员工行为产生影响。领导成员交换关系的基础是社会交换理论,一段高质量的领导成员交换关系能够满足员工对于社会情感的需求,将组织目标内化为自身目标,在工作中表现出更多的自主性。并且在关系的持续维系过程中,员工将锻炼出更高超的工作能力,更出色的专业素质,这也将从本质上影响其工作行为。定向调节焦点是个体面对环境改变做决策的依据,因此本文在探究领导成员交换关系和心理授权的中介作用基础上,加入了定向调节焦点的调节作用,使得模型对于整个过程的描述更加具体全面。本研究采用了SPSS19.0和AMOS21.0两个数据分析软件对问卷数据进行了信效度分析、结构方程模型及回归分析,最后验证了领导成员交换关系和心理授权的中介作用,也证明了促进型调节焦点可以增强心理授权对适应性销售行为的影响。但是实证数据没有支持防御性调节焦点的调节作用。本文的研究结果将对企业的管理和培训起到良好的指导作用,也丰富了领导行为领域研究的成果。
[Abstract]:Adaptive sales behavior is an important index to measure the ability of salespeople in the market today. It is also an important guarantee for enterprises to make outstanding contributions in the consumer-oriented market environment. The changing speed of the market, the frequent change of the consumer's demand, the adaptive sales behavior enable the salesperson to grasp the demand more accurately in the process of contact with the consumer and to adopt the flexible method to satisfy it. In order to complete the sale. Delegation of leadership style will devolve power, strive to create an active decision-making team atmosphere, enhance staff confidence, from the perspective of employees, is an organizational investment behavior, will promote employees to produce positive attitude and behavior. Therefore, this paper mainly studies the influence process of authorized leadership style on adaptive sales behavior. The theory of social exchange holds that all relations originate from social exchange, which is a process of mutual benefit. In the employee organization relationship, only the organization's investment in the employee is felt by the employee, it is a valuable resource input to the employee. Only in this way can the employees produce the psychology of reward and change their own behavior. Therefore, some leadership behaviors of authorized leadership style can only play a role through the intermediary role of psychological empowerment. Some scholars point out that the social exchange relationship itself will also have an impact on employee behavior. The exchange relationship of leading members is based on the theory of social exchange. A high-quality exchange relationship of leading members can meet the needs of employees for social feelings, internalize organizational goals as their own goals, and show more autonomy in their work. And in the process of maintaining the relationship, employees will develop more superior work ability and better professional quality, which will affect their work behavior in essence. Directional adjustment focus is the basis of individual decision-making in the face of environmental change. Therefore, this paper, on the basis of exploring the intermediary role of leadership members' exchange relationship and psychological empowerment, adds the regulating role of directional adjustment focus. It makes the description of the whole process more specific and comprehensive. Two data analysis softwares, SPSS 19.0 and AMOS21.0, were used to analyze the reliability and validity of the questionnaire data, structural equation model and regression analysis. Finally, the intermediation of the leadership members' exchange relationship and psychological empowerment was verified. It also proves that the promotive focus can enhance the influence of psychological authorization on adaptive sales behavior. But the empirical data do not support the regulatory role of defensive regulatory focus. The research results of this paper will play a good guiding role in the management and training of enterprises, and enrich the research results in the field of leadership behavior.
【学位授予单位】：吉林大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92

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