摘要
从社会网络分析和销售绩效管理的角度,分析销售人员自我监控人格对其组织内部整体社会网络构建、组织外部客户网络构建及其销售绩效的影响。着重探讨关系双方不同自我监控水平组合对关系建立、发展、维系等的动态影响;分析组织内部社会网络与外部客户网络对销售绩效的不同影响及其交互效应;讨论产品复杂性对自我监控人格、内外社会网络构建与销售绩效关系的调节作用。基于文献推演了前述研究假设,理论贡献体现在从关系双方的自我监控水平组合来考察其对社会网络特征和销售绩效的影响,探索了自我监控水平对社会网络特征的动态影响及其演化规律。
From the perspectives of social network and sales management, this article analyzes the influence of salespersons＇ self-monitoring personality on social network construction, including the internal network of employees （ the whole network） and the external network of customers （ the ego-centric network）. Specifically, the paper concentrates on analyzing the dynamic influ- ence of different self-monitoring levels the dyad possesses （ namely, four combinations of selfmonitoring level such as high-high, high-low, low-high and low-low dyads） on tie formation, tie development and tie maintainance. The interaction effect of the internal network of employees and the external network of customers on sales performance is also discussed. The moderating effects of product complexity on self-monitoring personality, internal and external social network construction and sales performance are elaborated as well Research hypothses are presented on the bases of literature review and logic reasoning. The theoretical contributions are that, based on the dyadic self-monitonng levels, the research analyzes the dynamic effects of self-monitoring on social network and sales performance.
出处
《科学决策》
CSSCI
2016年第2期76-94,共19页
Scientific Decision Making
基金
国家自然科学基金(71372208)
新世纪优秀人才支持计划(NCET-12-0923)
西南财经大学"中央高校基本科研业务费专项资金"项目(JBK120503)
