領導模式、知識分享與銷售人員工作結果之關聯研究

THUIR > College of Management > Executive Master of Business Administration > Master's Theses > Item 310901/2589

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Title:	領導模式、知識分享與銷售人員工作結果之關聯研究
Other Titles:	Leadership styles, knowledge sharing and salesperson's work outcomes
Authors:	劉俊雄 Liu, Chun-Hsiung
Contributors:	張國雄 Chang, Kuo-Hsiung 東海大學管理碩士在職專班
Keywords:	轉換型領導;交易型領導;垂直知識分享;水平知識分享;銷售績效;離職傾向 transformational leadership;transactional leadership;knowledge sharing;sales performance;turnover intention
Date:	2007
Issue Date:	2011-03-21T07:49:12Z (UTC)
Abstract:	本研究針對台灣地區大型汽車經銷商之新車銷售人員進行調查，以檢視知識分享在領導模式構面─『轉換型領導(transformational leadership)和交易型領導(transactional leadership)』與銷售人員工作結果構面─『銷售績效(salesperson’s performance)和離職傾向(turnover intention)』間的中介效果，及各變項間之關聯性。其中我們將知識分享按照傳遞流向，區分為垂直知識分享與水平知識分享。研究採紙本問卷調查方式進行，總計回收237份有效問卷，統計資料主要以OLS迴歸分析法進行所有假設驗證。研究結果發現：(一) 知識分享對領導模式與銷售人員工作結果間存在部份中介效果。(二) 交易型領導對銷售人員的銷售績效具直接顯著之正向影響。(三) 轉換型領導對銷售人員的離職傾向具直接顯著之負向影響。(四) 垂直知識分享對銷售人員的銷售績效具直接顯著之正向影響。(五) 垂直知識分享對銷售人員的離職傾向具直接顯著之負向影響。 This study of new car sales representatives of several large automobile dealers in Taiwan area examined the intervening roles of knowledge sharing in the relationship between leadership styles construct“ transformational leadership & transactional leadership.” and salesperson’s work outcomes construct “salesperson’s performance & salesperson’s turnover intention.” In addition, the relationships within different variables were investigated in which knowledge sharing being divided into vertical knowledge sharing and horizontal knowledge sharing according to its passing directions. Paper-and-pencil surveys were used to collect the data. We obtained 237 usable questionnaires. OLS regression was conducted to analyze the statistic materials to verify the hypotheses. Results showed that, (1) Knowledge sharing partially mediates the relationship between leadership behaviors and salesperson’s work outcomes. (2) Transactional leadership behaviors have a positive impact on salesperson’s performance directly. (3) Transformational leadership behaviors have a negative impact on salesperson’s turnover intention. (4) Vertical knowledge sharing has a positive impact on salesperson’s performance directly. (5) Vertical knowledge sharing has a negative impact on salesperson’s turnover intention directly.
Appears in Collections:	[Executive Master of Business Administration ] Master's Theses

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