Journal of Industrial Convergence (산업융합연구)

DAEHAN Society of Industrial Management (대한산업경영학회)
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A Study on The Effect of Self-Differentiation Level on Customer-Orientation of Employees in The Financial Companies: Focusing on The Mediating Effect of Job-Stress

금융업 종사자의 자아분화 수준이 고객지향성에 미치는 영향: 직무스트레스의 매개효과를 중심으로

  • Sung-Mo Kim (Dept of Venture Management, Hoseo Graduate School of Venture)
  • 김성모 (호서대학교 벤처대학원 벤처경영학과)
  • Received : 2023.02.21
  • Accepted : 2023.05.20
  • Published : 2023.05.28
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Abstract

The purpose of this study was intended to analyze the effect of the level of self-differentiation in the financial companies on customer orientation, and to find out the mediating effect of job stress between self-differentiation and customer orientation. In addition, this study was intended to suggest implications that can be used for customer management and marketing activities of financial companies. The results of this study are as follows: First, a low level of fusion with others was found to have a negative(-) effect on customer orientation. second, a level of emotional-cutoff did not affect customer orientation. third, a low level of emotional-reactivity had a positive(+) effect on customer orientation. fourthly, a high level of 'I'-positon has a positive(+) effect on customer orientation. Fifthly, job stress was found to partially mediate between customer orientation and fusion with others, emotional-reactivity, 'I'-positon. This study has academic significance in that it identified patterns of customer orientation according to the level of self-differentiation of employees in the financial companies. As for practical implications, in order to improve customer orientation in employees in the financial companies, first, job stress of organizational members must be reduced. second, members with a low level of emotional-reactivity and a high level of 'I'-positon should be assigned to sales positions, and third, there is a need to assign a lot of authority and responsibility to employees in middle and lower positions.

본 연구는 금융업 종사자의 자아분화 수준이 고객지향성에 미치는 영향을 분석하고, 자아분화와 고객지향성의 사이에서 직무스트레스가 매개하는 효과를 알아보고자 하였다. 이를 통해서 금융회사의 고객관리 및 마케팅 활동에 활용할 수 있는 시사점을 제시하는 데 연구의 목적이 있다. 본 연구는 전국의 금융업 종사자를 대상으로 2022년 6월 1일부터 3개월 동안 346명의 표본을 추출하였고 그중에 직무스트레스에서 이상치를 보이는 16명의 표본을 제거하고 330명의 표본을 선정하였다. 본 연구의 결과는 첫째, 낮은 타인과융합 수준은 고객지향성에 부(-)의 영향을 미치는 것으로 나타났고, 둘째, 정서단절 수준은 고객지향성에 유의미한 영향을 미치지 않았으며, 셋째, 낮은 정서반응 수준은 고객지향성에 유의미한 정(+)의 영향을 미치는 것으로 나타났으며, 넷째, 높은 자기입장 수준은 고객지향성에 유의미한 정(+)의 영향을 미치는 것으로 나타났으며, 다섯째, 타인과융합, 정서반응 및 자기입장 수준과 고객지향성의 사이에서 직무스트레스는 부분 매개하는 것으로 나타났다. 본 연구는 금융업 종사자의 자아분화 수준에 따른 고객지향성의 패턴을 파악하였다는 점에서 학문적 의의가 있으며, 실무적 시사점으로는 금융업 종사자의 고객지향성을 향상하기 위해서 첫째, 조직 구성원의 직무스트레스를 줄여야 하며 둘째, 정서반응 수준이 낮고 자기입장 수준이 높은 구성원을 영업직에 배치해야 하며 셋째, 중하위직 직원들에게 많은 권한과 책임을 부여할 필요성이 있다.

Keywords

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