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The Korea Contents Association (한국콘텐츠학회)
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Relationships between Emotional Intelligence and Job Performance of Sales Representatives: Mediating Effects of Self-efficacy and Moderating Effects of Person-supervisor Fit

영업사원의 감성지능이 직무성과에 미치는 영향: 자기효능감의 매개효과와 개인-상사 적합성의 조절효과

  • 김선 (숭실대학교 일반대학원 경영학과) ;
  • 신호철 (숭실대학교 경영대학)
  • Received : 2016.08.23
  • Accepted : 2016.09.12
  • Published : 2016.10.28
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Abstract

The purpose of this study was to examine the relationships between emotional intelligence and job performance. Also, the study explore the effects of self-efficacy as a mediating variable and person-supervisor fit as a moderating variable on the mentioned relationships. In order to verify the assumptions related to this research, a survey of 173 sales representatives working in various organizations was conducted. Survey results supported the assumption that higher emotional intelligence resulted in higher job performance. And another assumption that job performance could be predicted more precisely through mediating effect of self-efficacy. Finally, results revealed that the relationships between emotional intelligence and self-efficacy became stronger when the scores of person-supervisor fit were higher. Theoretical and practical implication were reviewed and limitations of the study and suggestions for future research were discussed.

본 연구는 감성지능과 직무성과 사이의 관계성을 보다 명확히 규명하기 위하여 자기효능감의 매개효과와 개인-상사 적합성의 조절효과를 측정하였다. 첫째로, 감성지능이 높을수록 직무성과가 높아 질 것으로 예측하였다. 둘째로, 감성지능과 직무성과의 관계에서 자기효능감을 통해 직무성과를 더 잘 예측할 것이라고 예상하였다. 셋째로, 감성지능과 자기효능감 사이의 관계에 있어서 개인-상사 적합성이 높을수록 자기효능감이 높아 질 것으로 예측하였다. 이러한 연구 가설을 검증하기 위해 기업에 종사하는 영업사원 173명을 대상으로 설문조사를 진행하였고 기존의 선행연구들을 토대로 가설을 설정하고 검증하였다. 실증분석 결과 감성지능이 높을수록 직무성과가 높을 것이라는 가설은 지지되었다. 또한 자기효능감의 매개효과를 통해 직무성과를 더 잘 예측할 것이라는 가설도 지지되었다. 마지막으로 감성지능과 자기효능감의 관계는 개인-상사 적합성이 높아질수록 강해지는 것으로 나타났다. 본 연구 결과에 대한 이론적, 실무적 시사점과 연구의 한계점 및 향후 연구방향을 제시하였다.

Keywords

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