Management & Information Systems Review (경영과정보연구)

Daehan Academy of Management Information Systems (대한경영정보학회)
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The Effects of Sales Performance on Salesperson's Job Satisfaction, Organizational Commitment and Need for Achievement

영업사원의 직무만족, 조직몰입, 성취욕구가 영업성과에 미치는 영향에 관한 연구

  • Gu, Ja-Won (Dept. of Global Business, Sungshin Women's University)
  • 구자원 (성신여자대학교 글로벌비즈니스학과)
  • Received : 2017.12.07
  • Accepted : 2018.01.09
  • Published : 2018.03.31
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Abstract

This research performed the empirical test for the effects of sales performance on salesperson's job satisfaction, organizational commitment, and need for achievement using 375 salesperson samples in Korea. Analyzed direct effects among the factors and mediation effects of organizational commitment and need for achievement as well. Results showed that job satisfaction have a significant positive (＋) impact on organizational commitment and sales performance, and organizational commitment significant positive influence on need for achievement. However, organizational commitment have no significant effect on sales performance. Need for achievement have a significant direct effect on sales performance positively and have mediation effect between organizational commitment and sales performance. For the mediating effect, organizational commitment have significant result between job performance and need for achievement, but have no significance between job performance and sales performance. This paper suggest that the implications. First, this research exam integrated and detailed analyze for job satisfaction, organizational commitment, need for achievement, and sales performance including the results of verified in precedent study. Second, identify job satisfaction and need for achievement are important factors on salesperson's performance and find out through the empirical test the importance having balance of satisfaction of salesperson's own job and need for achievement in the sales field rather than consider only organizational commitment. Third, in the existing research, high need for achievement increase organizational commitment as a predictor of organizational commitment factor. In this research, claim that organizational commitment also become as a predictor of need for achievement and high organizational commitment make need for achievement higher. Consequently, need for achievement and organizational commitment be interact with each other and significant effect on sales performance of sales force.

본 연구는 국내 영업사원 375명을 대상으로 직무만족, 조직몰입, 성취욕구가 영업사원의 영업성과에 미치는 영향을 실증 분석 하였다. 또한 각 요인 간 직접효과를 포함해 조직몰입과 성취욕구의 매개효과를 분석하였다. 분석결과 영업사원의 직무만족은 조직몰입과 영업성과에 유의미한 정(＋)의 영향을 갖는 것으로 나타났으며, 조직몰입은 성취욕구에 유의미한 영향을 갖는 것으로 분석되었다. 하지만 조직몰입은 영업성과에 유의미한 영향을 미치지 않았다. 성취욕구는 영업성과에 유의미한 정(＋)의 영향을 보였으며, 조직몰입 및 영업성과를 매개하는 것으로 분석되었다. 조직몰입은 직무만족과 영업성과에 대해 매개효과를 보이지 않았으며, 직무만족과 성취욕구에 대해 매개효과를 갖는 것으로 분석되었다. 본 연구에서 제시한 시사점은 첫째, 본 연구에서는 기존의 연구결과에서 검증된 내용을 포함해 직무만족, 조직몰입, 성취욕구 및 영업성과에 대한 통합적이고, 세부적인 분석을 수행했다는 것이다. 둘째, 이를 통해 영업사원의 직무만족 및 성취욕구가 영업성과에 중요한 요인임을 밝혔으며, 단순한 조직 몰입 보다는 영업현장에서 영업사원의 직무에 대한 만족 및 성취욕구가 함께 병행되어야 함을 실증연구 결과를 통해 제시하였다. 셋째, 기존의 연구에서 성취욕구는 조직몰입의 선행변수로 작용하여 높은 성취욕구는 조직의 몰입을 높인다는 연구결과가 존재한다. 본 연구는 이와 같은 연구결과에 더해 조직몰입 또한 성취욕구의 선행변수로 작용하여 높은 조직몰입은 성취욕구를 높인다는 것을 실증하였다. 종합해보면, 성취욕구와 조직몰입은 상호 영향력을 갖는 요인으로 영업사원의 성과에 유의미한 영향을 갖는다.

Keywords

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