참고문헌
- 김종윤, "영업사원의 학습목표지향성, 창의성, 업무방법, 업무강도, 업무성과의 구조적 관계," 한국콘텐츠학회논문지, 제18권, 제1호, pp.90-107, 2017. https://doi.org/10.5392/JKCA.2018.18.01.090
- M. Dixon and B. Adamson, The Challenger Sales, New York, PORTFOLI/PENGUIN, 2011.
- R. L. Oliver and E. Anderson, "An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems," Journal of marketing, Vol.58, No.4, pp.53-67, 1994. https://doi.org/10.2307/1251916
- B. Redshaw, "Do we really understand coaching? How can we make it work better?," Industrial and Commercial Training, Vol.32, No.3, pp.106-108, 2000. https://doi.org/10.1108/00197850010371693
- D. C. Feldman and M. J. Lankau, "Executive Coaching: A Review and Agenda for Future Research," Journal of Management, Vol.31, No.6, pp.829-848, 2005. https://doi.org/10.1177/0149206305279599
- 김상법, 박성영, 나운봉, "판매관리자의 코칭이 판매원의 역할지각 및 성과에 미치는 영향에 관한 탐색적 연구," 마케팅관리연구, 제14권, 제4호, pp.159-176, 2009.
- 정태영, 최운실, "영업관리자의 코칭이 직원의 직무성과에 미치는 영향 분석: 평생학습 및 HRD 에서의 코칭성과와 신뢰의 매개효과 중심으로," HRD 연구, 제11권, 제3호, pp.125-153, 2009.
- M. Landsberg, The Tao of Coaching Boost Your Effectiveness at Work by Inspiring and Developing Those Around You, PROFILE BOOKS LTD. LONDON. 2015.
- M. Michel and A. Pierre, COACHING Qutils et pratiques, 3e edition, ARMAND COLIN, 2014.
- M. J. Swenson and J. Herche, "Social Values and Salesperson Performance: An Empirical Examination," Journal of the Academy of Marketing Science, Vol.22, No.3, pp.283-289, 1994. https://doi.org/10.1177/0092070394223009
- Y. Weiner, "Commitment in organizations: a normative view," Academy of management Review, Vol.7, No.3, pp.418-428, 1982. https://doi.org/10.5465/amr.1982.4285349
- 조영삼, "목표지향성과 직무만족도," 대한경영학회지, 제30권, 제5호, pp.835-855, 2017.
- V. Badrinarayanan, A. Dixon, V. L. West, and G. M. Zank, "Professional sales coaching: an integrative review and research agenda," European Journal of Marketing, Vol.49, No.7/8, pp.1087-1113, 2015. https://doi.org/10.1108/EJM-06-2014-0368
- J. Bennett and M. W. Burs, "Coaching In Organizations: Current Trends and Future Opportunities," Od Practitioner, Vol.41, No.1, pp.2-7, 2009.
- A-F. Travis and D. Lane, "Does Coaching Work Or Are We Asking The Wrong Question," International Coaching Psychology Review, Vol.1, No.1, pp.23-36, 2006.
- A. D. Ellinger, "Antecedents and consequences of coaching behavior," Performance Improvement Quarterly, Vol.16, No.1, pp.5-8, 2003.
- A. D. Ellinger, A. E. Ellinger, and S. B. Keller, "Supervisory Coaching Behavior, Employee Satisfaction And Warehouse Employee Performance: A Dyadic Perspective In The Distribution Industry," Human Resource Development Quarterly, Vol.14, No.4, pp.435-458, 2003. https://doi.org/10.1002/hrdq.1078
- A. D. Ellinger and R. P. Bostrom, "Managerial coaching behaviors in learning organizations," Journal of Management Development, Vol.18, No.9, pp.752-771, 1999. https://doi.org/10.1108/02621719910300810
- D. F. Elloy, "Superleader Behaviors And Self-Managed Work Teams: Perceptions of Supervisory Behaviors, Satisfaction With Growth, And Team Functions,"Journal of Business and Economics Research, Vol.4, No.2, pp.97-102, 2006.
- P. Lok and J. Crawford, "The Effect Of Organizational Culture And Leadership Style On Job Satisfaction And Organizational Commitment: A Cross-National Comparison," Journal of Management Development, Vol.23, No.4, pp.321-338, 2004. https://doi.org/10.1108/02621710410529785
- 조규인, 한욱상, "내부마케팅에서 코칭이 직무만족과 조직몰입 및 고객지향성에 미치는 영향에 관한 연구," 상업교육연구, 제27권, 제3호, pp.91-117, 2013.
- 박연임, 박계홍, "리더의 코칭행동이 팀 성과와 팀 만족에 미치는 영향에 있어서 자기효능감, 진정추구리더십의 조절효과," 상업교육연구, 제26권, 제4호, pp.153-182, 2012.
- L. Noelker, F. Ejaz, H. Menne, and J. Bagakas, "Factors Affecting Frontline Workers' Satisfaction With Supervision," Journal of Aging and Health, Vol.21, No.1, pp.85-101, 2009. https://doi.org/10.1177/0898264308328641
- K. J. Corcoran, L. K. Peterson, D. B. Baitch, and M. F. Barrett, High Performance Sales Organizations, Irwin, Chicago, IL. 1995.
- G. A. Rich, "He constructs of sales coaching: supervisory feedback, role modeling and trust," Journal of Personal Selling and Sales Management, Vol.18, No.1, pp.53-63, 1998.
- L. B. Corner and T. Drollinger, "Active empathetic listening and selling success: A conceptual framework," Journal of Personal Selling & Sales Management, Vol.19, No.1, pp.15-29, 1999.
- O. Vincent, "The effects of coaching on salespeople's attitudes and behaviors a contingency approach," European journal of marketing, Vol.43, No.8, pp.939-960, 2008.
- T. R. Mitchell, "Motivation: New Directions for Theory, Research, and Practice," Academy Management of Review, Vol.7, No.1, pp.80-88, 1982. https://doi.org/10.5465/amr.1982.4285467
- V. H. Vroom, Work and Motivation, New York: John Wiley and Sons, Inc, 1964.
- R. P. Bagozzi, "Salesforce performance and satisfaction as a function of individual difference, interpersonal, and situational factors," Journal of Marketing Research, Vol.15, No.4, pp.517-531, 1978. https://doi.org/10.2307/3150622
- A. K. Kohli, "Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self-Esteem, Job Satisfaction, and Motivation," Journal of Marketing Research, Vol.22, No.4, pp.424-433, 1985. https://doi.org/10.2307/3151587
- J. R. Hackman and R. Wageman, "A theory of team coaching," Academy of Management Review, Vol.30, No.2, pp.269-287, 2005. https://doi.org/10.5465/amr.2005.16387885
- 고현숙, 백기복, 이신자, "경영자 코칭 (executive coaching) 에 대한 조사 연구," 코칭능력개발지, 제13권, 제2호, pp.31-46, 2011.
- 김정식, 김현철, "리더의 코칭과 부하직원들의 성과간의 관계에서 내재적 동기부여, 직무만족 및 직무몰입의 영향," 대한경영학회지, 제25권, 제2호, pp.675-695, 2012.
- 김세화, 심덕섭, 김형진, "지원적 리더십이 내재적 동기부여 및 직무성과에 미치는 영향," 대한경영학회지, 제30권, 제9호, pp.1535-1558, 2017.
- E. L. Deci and R. M. Ryan, "The general causality orientations scale: Self-determination in personality," Journal of Research in Personality, Vol.19, No.2, pp.109-134, 1985. https://doi.org/10.1016/0092-6566(85)90023-6
- P. K. Tyagi, "The effects on stressful organizational conditions salesperson work motivation," Journal of the Academy of Marketing Science, Vol.13, No.1-2, p.299, 1985.
- 고종욱, 김명숙, 박종표, "조직공정성이 조직유효성에 미치는 영향과 상사신뢰의 매개역할," 한국콘텐츠학회논문지, 제14권, 제7호, pp.435-447, 2014. https://doi.org/10.5392/JKCA.2014.14.07.435
- S. P. Robbins, Organization Theory: Structures, Designs, And Applications, 3/e. Pearson Education India, 1983.
- 신유근, 조직론, 서울: 다산출판사, 1991.
- B. Hersey and K. Blanchard, Management of Organizational Behavior, Englewood Cliffs. N. J, Prentice-Hall, 1982.
- 류호훈, 조동혁, "공기업 조직구성원의 직무순환인식이 조직유효성에 미치는 영향," 한국콘텐츠학회논문지, 제18권, 제2호, pp.626-641, 2018 https://doi.org/10.5392/JKCA.2018.18.02.626
- A. Furnham, A. Eracleous, and T. Chamorro-Premuzic, :"Personality, motivation and job satisfaction: Hertzberg meets the Big Five," Journal of managerial psychology, Vol.24, No.8, pp.765-779, 2009. https://doi.org/10.1108/02683940910996789
- J. R. Schermerhorn, J. G. Hunt, and R. N. Osborn, Organizational Behavior, N.Y. : John, Wiley and Sons, Inc, 1997.
- B. M. Bass, Leadership and performance beyond expectations, Collier Macmillan, 1985.
- R. T. Mowday, R. M. Steers, and L. W. Porter, "The measurement of organizational commitment," Journal of Vocational Behavior, Vol.14, No.2, pp.224-247, 1979. https://doi.org/10.1016/0001-8791(79)90072-1
- J. P. Meyer, N. J. Allen, and C. A. Smith, "Commitment to organizations and occupations: Extension and test of a three-component conceptualization," Journal of Applied Psychology, Vol.78, No.4, pp.538-551, 1984. https://doi.org/10.1037//0021-9010.78.4.538
- S. Kim, "Assessing the influence of managerial coaching on employee outcomes," Human Resource Development Quarterly, Vol.25, No.1, pp.59-85, 2014. https://doi.org/10.1002/hrdq.21175
- S. Kim, T. M. Egan, W. Kim, and J. Kim, "The impact of managerial coaching behavior on employee work-related reactions," Journal of Business and Psychology, Vol.28, No.3, pp.315-330, 2013. https://doi.org/10.1007/s10869-013-9286-9
- 조성진, 송계충, "코칭이 자기효능감, 조직유효성 및 가족관계에 미치는 영향에 관한 현장실험 연구," 인사조직연구, 제19권, 제2호, pp.201-252, 2011.
- 한태진, 김홍, "공기업 CEO의 리더십특성이 조직구성원의 리더신뢰수준과 조직유효성에 미치는 영향," 한국콘텐츠학회논문지, 제8권, 제11호, pp.306-322, 2008. https://doi.org/10.5392/JKCA.2008.8.11.306
- 박종혁, "다기능프로젝트팀의 설계, 팀 코칭, 팀 개발과 성과," 한국콘텐츠학회논문지, 제11권, 제8호, pp.260-273, 2011. https://doi.org/10.5392/JKCA.2011.11.8.260
- 양일선, 이승호, 이덕로, "코칭리더십이 조직유효성에 미치는 영향-부하의 감성지능의 매개효과를 중심으로," 인적자원관리연구, 제22권, 제5호, pp.49-72, 2015.
- G. J. Badovick, F. J. Hadaway, and P. F. Kaminski, "Attributions and emotions: The effects on salesperson motivation after successful vs. unsuccessful quota performance," Journal of Personal Selling & Sales Management, Vol.12, No.3, pp.1-11, 1992.
- 김상범, 박성영, 나운봉, "코칭의 이론적 모형과 효과에 관한 연구," 소비문화연구, 제13권, 제3호, pp.1-30, 2010.
- A. Etzioni, Organizational Behavior Understanding life at work, Foreman and Co, 1983.
- G. A. Churchill, N. M. Ford, S. W. Hartley, and O. C,. Walker, "The Determinants of Salesperson Performance: A Meta-Analysis," Journal of Marketing Research, Vol.22, No.2, pp.103-118, 1985. https://doi.org/10.2307/3151357
- O. C. Walker Jr, G. A. Churchill Jr, and N. M. Ford, "Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research," Journal of Marketing Research, Vol.14, No.2, pp.156-168, 1977. https://doi.org/10.2307/3150465
- D. N. Behrman, W. J. Bigoness, and W. D. Perreault Jr, "Sources of job related ambiguity and their consequences upon salespersons' job satisfaction and performance," Management Science, Vol.27, No.11, pp.1246-1260, 1981. https://doi.org/10.1287/mnsc.27.11.1246
- H. Sujan, B. A. Weitz, and N. Kumar, "Learning orientation, working smart, and effective selling," The Journal of Marketing, Vol.58, No.3, pp.39-52, 1994. https://doi.org/10.2307/1252309
- 박민혜, 박정은, 박준엽, "효율적인 영업 방식이 거래 관계의 지로가 영업성과에 미치는 영향: 고객 지향성과 학습지향성을 중심으로," 마케팅관리연구, 제19권, 제4호, pp.63-81, 2014.
- 이생룡, 이승계, 이의연, "성과주의 보상제도와 조직유효성 간의 관계에서 동기부여의 매개효과," 인적자원개발연구, Vol.20, No.3, pp.73-102, 2017.
- R. A. Sutermeister, People and productiveity, 3d ed. New York : McGraw-Hill, 1976.
- 한나영, 김영조, "심리적 임파워먼트와 조직시민행동의 관계에 대한 성취욕구의 조절효과 검증," 인사조직연구, 제19권, 제1호, pp.185-226, 2011.
- E. A. Ward, "Generaliz ability of psychological research from undergraduates to employed adult," Journal of Social Psychology, Vol.133, No.4, pp.513-519, 1993. https://doi.org/10.1080/00224545.1993.9712176
- A. Kukla, "Attributional determinants of achievement-related behaviour," Journal of Personality and Psychology, Vol.21, No.2, pp.166-174, 1972. https://doi.org/10.1037/h0032244
- N. R. Klich and D. C. Feldman, "The role of approval and achievement needs in feedback seeking behavior," Journal of Managerial Issues, Vol.4, No.4, pp.554-570, 1992.
- D. C. McClelland, J. W. Atkinson, R. A. Clark, and E. L. Lowell, Century psychology series, The achievement motive, East Norwalk, CT, US, 1953.
- 서정하, "한국 벤처기업 CEO의 카리스마적 리더십행위와 구성원의 조직몰입: 성취욕구의 조절효과에 대한 연구," 조직과 인사관리연구, 제29권, 제3호, pp.199-227, 2005.
- 고환상, 서재현, "변혁적 리더십, 조직후원인식, 성취욕구가 조직몰입에 미치는 영향," 대한경영학회지, 제25권, 제1호, pp.435-459, 2012.
- V. Onyemah, "Role Ambiguity, Role Conflict, and Performance: Empirical Evidence of an Inverted U Relationship," Journal of Personal Selling & Sales Management, Vol.28, No.3, pp.299-313, 2008. https://doi.org/10.2753/PSS0885-3134280306
- S. B. Bacharach and S. M. Mitchell, "The sources of dissatisfaction in educational administration: A role-specific analysis," Educational administration quarterly, Vol.19, No.1, pp.101-128, 1983 https://doi.org/10.1177/0013161X83019001006
- R. M. Steers and D. N. Braunstein, "A behaviorally-based measure of manifest needs in work settings," Journal of Vocational Behavior, Vol.9, No.2, pp.251-266, 1976. https://doi.org/10.1016/0001-8791(76)90083-X