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Effects of Informal Learning and Positive Psychological Capital on Job Satisfaction and Customer orientation

무형식 학습과 긍정심리자본이 직무만족 및 고객지향성에 미치는 영향

  • Received : 2017.10.12
  • Accepted : 2017.12.20
  • Published : 2017.12.28

Abstract

Previous studies on salesperson's performance have concentrated on increasing job satisfaction through compensations and benefits or effective communication processes and have not sufficiently considered the emotional aspect of salesperson's selling behaviors. The purpose of this study is to investigate informal learning and positive psychological capital on the relationship between job satisfaction and customer orientation of IT salespeople. Data were collected from 159 IT salespeople and analyzed by structural equation modeling (SEM). As a result, it was found that the informal learning of IT salesperson had a significantly positive impact on positive psychological capital. Positive psychological capital was significantly affect on job satisfaction and customer orientation. Positive psychological capital mediated the relationship between informal learning and job satisfaction/customer orientation. The results of this study suggest that there is a need to develop informal learning based on positive psychology and to strengthen the reflected job satisfaction and customer orientation.

Keywords

Informal Learning;Positive Psychological Capital;Job Satisfaction;Customer Orientation;IT Salesperson

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