• Journal of the Korea Academia-Industrial cooperation Society
• /
• v.21 no.1
• /
• pp.521-529
• /
• 2020

This paper attempted to empirically analyze whether or not ethical behavior at the individual level has a positive effect on both companies and employees. In addition, based on the social exchange theory, a hypothesis was established that perceived supervisory support has a positive moderating effect on the relationship between ethical behavior, job satisfaction, and job performance. As a result of analyzing a questionnaire given to 238 sales employees, It was first verified that ethical behavior by sales staff had a positive effect on job satisfaction and performance, as expected in the hypothesis. Second, the moderating effect of perceived supervisory support was significant only in the relationship between the ethical behavior of the salesperson and job performance. On the other hand, the moderating effect of perceived supervisory support on the relationship between ethical behavior and job satisfaction was not verified. Based on the results of this study, the implications and future directions of study are presented.

• The Journal of the Korea Contents Association
• /
• v.13 no.9
• /
• pp.355-368
• /
• 2013

In securities companies where corporate management performance is heavily dependent on the ability of salespeople, excellent sales-force with the ability to create high performance is very important. However, in the meantime, there was lack of studies on Private Banker's characteristics and sales behavior or sales performance. This study analyzed the effect of PB's characteristics on sales behavior in the Korean Securities Industry. The survey was conducted in March, 2013. 523 responses were used in the data analysis. As a result, PB's 4 characteristics- attitude to work, performance orientation, learning orientation, customer orientation- showed a positive impact on the sales behavior, and the organizational support showed positive moderating effect on this model. In this study, we reported that securities companies must reinforce training and self-development programs in order to improve the characteristics of the PB and to upgrade management performance. In particular, the securities has to rebuild organizational support system to improve the individual characteristics of the PB.

• Proceedings of the KAIS Fall Conference
• /
• 2009.05a
• /
• pp.401-404
• /
• 2009

국내 보험사 FC의 사업 영속성은 1년 이내로 짧기에 창업이전에 FC에 대한 정확한 분석을 통해 창업 성공률을 높여야 할 필요가 있다, 이는 FC 본인뿐만 아니라 해당 기업의 성과에도 영향을 미치는 핵심적인 문제이자 관심사이다. 이에 본 연구에서는 인간행동 유형에 대한 문헌고찰을 통해 William M. Marston의 DiSC 행동모델을 사용하여 FC의 행동유형과 영업성과간의 상관관계를 분석하였다. 분석 결과 첫째, 주도형(D형), 신중형(C형)행동경향의 경우 영업성과 변인별로 유의미한 관계를 보였다. 주도형 행동경향의 경우 총수수료와 보유 고객면에서 높은 성과를 나타냈으며, 신중형(C형)행동경향의 FC는 행동경향이 높을수록 영업성과면에서는 평균에 못미치는 낮은 결과를 나타냈다. 본 연구가 시사하는 바는 계속적으로 증가하고 있는 국내FC의 창업성공률을 높이기 위해서는 사전에 FC의 주요 행동유형을 분석할 필요가 있으며, 이를 통해 영업성과를 극대화 시킬 수 있는 주도형 행동경향의 FC육성을 위한 창업교육이 사전에 반드시 필요하다는 점이다.

• Journal of Venture Innovation
• /
• v.6 no.2
• /
• pp.101-121
• /
• 2023

The purpose of this study was to investigate the impact of issue leadership by sales managers on sales team performance, while examining the mediating role of team adaptive sales behavior and the moderating effect of team-member exchange (TMX). Data was collected from 125 sales teams, and both independent and dependent variables were measured with a time difference of two months using responses from sales managers and team members. The empirical analysis revealed several important findings. Firstly, the study found that issue leadership had a significant positive effect on sales team performance. Secondly, team adaptive sales behavior was found to partially mediate the relationship between issue leadership and sales team performance. Lastly, the study revealed that TMX moderated the relationship between issue leadership and sales team performance. These findings have significant academic and practical implications. Firstly, the study demonstrates the effectiveness of issue leadership as a sales leadership style in the B2C industry. Secondly, it highlights the importance of team adaptive sales behavior as a mechanism that mediates the relationship between issue leadership and sales team performance. Lastly, it underscores the significance of TMX as a situational factor that moderates the relationship between issue leadership and sales team performance. In practice, the results suggest that organizations should focus on developing issue leaders, fostering creative sales behavior at the team level, and activating social exchange within sales teams to enhance sales team performance.

• The Journal of the Korea Contents Association
• /
• v.21 no.10
• /
• pp.388-408
• /
• 2021

Recently, the importance of B2B CSR is being highlighted. Meanwhile, in B2B marketing, salesperson is widely recognized as a key resource influencing supplier firm performance. Therefore, the author paid attention to the role of supplier CSR reputation in customer-salesperson interaction process. So, this study collected dyadic data from 161 B2B purchasing managers and salespersons interacting with them. For customers, a supplier CSR reputation increased customer citizenship behavior and customer long-term orientation. With salespersons, they experienced less burnout due to interacting with customers having higher customer citizenship behavior and long-term orientation. Moreover, the results confirmed that a supplier CSR reputation lowered salespersons' emotional exhaustion through two serial-multiple mediation paths. This research verified that customers' perception and responses to supplier's CSR significantly influence B2B salesperson burnout.

• Journal of Digital Convergence
• /
• v.16 no.8
• /
• pp.151-159
• /
• 2018

This study focused on appreciative inquiry(AI) of salespeople who have to respond to various types of emotions according to the desires of individual customers at service contact points and the effect of emotional labor on adaptive selling behavior and customer satisfaction. Dyadic questionnaires were administerd to 115 automobile salespeople and 2 customers who received service from each salesperson, and the collected data was analyzed by using structural equation modeling. The results showed that AI had positive influences on deep acting and surface acting. Only deep acting was found to have positive relationship with adaptive selling behavior, but not to surface acting. Adaptive selling behavior had a positive effect on customer satisfaction. This study will contribute to identifying the need for AI access for salespersons and for activating adaptive selling behavior through emotional labor related to AI practice.

• Journal of Distribution Research
• /
• v.9 no.2
• /
• pp.75-99
• /
• 2004

The primary purpose of this research is to develop and test a model that explains the process of how trust in a supplier firm and salesperson through relational commitment influence buyer's positive and desirable behavior. In order to do so, we are empirically to examine how a supplier firm and salesperson trust can reinforce buyer's relational commitment leading to relational citizenship behavior using over 138 buying firms, Through structural equation modeling, we find that trust in a supplier firm and salesperson influence the relational commitment and relational commitment enhance relational citizenship behavior. However, trust in a supplier firm is unrelated to the buying firm's relational citizenship behavior whereas trust in salesperson has direct effect on relational citizenship behavior. Finally, we discuss several theoretical and practical implications, and suggest limitations for the research and future research issue.

• The Journal of the Korea Contents Association
• /
• v.12 no.5
• /
• pp.415-430
• /
• 2012

Under fastly moving businese circumstance, it is very important to retain par excellence human resource and innovation. The purpose of this study is to find out casual relationship among self-efficacy, job embeddedness, innovative behavior, and organizational citizenship behavior, which is dependent variable. With the help of information technology. To verify hypotheses such statistical analyses as factor analysis, reliability test, and path analysis by AMOS 18.0. The population of this study is employees of super deluxe hotels in korea and they are divided into two categories such as front-of-the-house and back-of-the-house respectively with same numbers. In case of mutual relationship between self-efficacy and innovative behavior, self-control and task difficultness factors significantly influence innovative behavior in case of front-of-the house employees and vice-versa in those of back-of-the-house. In case of interactive relationship between self-efficacy and organizational citizenship behavior, slightly different results are revealed between front-and back-of-the-house employees, employees, i.e. all factors are significantly related in former but not in latter.

• Journal of Distribution Science
• /
• v.5 no.1
• /
• pp.5-22
• /
• 2007

This research is focused on the effects of salesmen's service-justice and using the IT devices on customer response. Specially, I want to know for the response when our customer take the service from the salesmen. From analysis of the resulting data, using the IT devices are increased the quality of salesmen's service-justice. Salesmen's distributive-justice affects to positive the relationship quality. But procedural justice and interactional justice cannot affect to positive the relationship quality. Maybe, I think that the reason will be a feature of insurance goods. And relationship quality affect to positive the customer's response. There are limitations on generalization due to the results based on only insurance industry, but this study will be a useful exploratory step before designing a future survey.

• The Journal of Society for e-Business Studies
• /
• v.21 no.3
• /
• pp.101-128
• /
• 2016

To improve competitiveness & performance for salesmen of small & medium IT company, this study aims not only to inspect how value orientation, leadership & justice make effects for Organizational Citizenship Behavior & Business Corporate Performance & but also to explore the role of adaptive selling practices as parameter. To support the study, the data collected from 314 employees in sales roles at more than 200 IT companies was processed via. regression analysis method. The research model of study lies at identification of 'the Effects of Value Orientation, Leadership, & Justice of/Posed by the Salesmen of a IT Company on Organizational Citizenship Behavior & Corporate Performance' based on the phenomena of unfair sales strategies rampantly being taken for short-term profits & survivals despite of the value of upholding business ethics to realize long-term, sustainable growth of a business of company. The hypotheses of this study are formulated as follows. First, value orientation, leadership, & justice shall have effects on organizational citizenship behavior & Corporate performance. Second, adaptive selling practices shall function as the parameters between the independent & dependent variables. The analysis results on the research, undertaken with verification of parametric effects, confirm the following: 1. Value orientation imposes positive (+) effects on adaptive selling practices which impose positive (+) impacts on organizational citizenship behavior & Corporate performance. 2. Adaptive selling practices function as a full parameter between value orientation & organizational citizenship behavior whilst functioning as a partial parameter between value orientation & Corporate performance. 3. Leadership imposes positive (+) effects on adaptive selling practices which impose positive (+) effects on organizational citizenship behavior & Corporate performance. 4. Adaptive selling practices function as a partial parameter between leadership & organizational citizenship behavior whilst functioning as a full parameter between leadership & Corporate performance. Therefore, this study is concluded that establishing & executing sales strategies in consideration of value orientation & fairness is of extreme importance for IT companies to realize & maintain their sustainable corporate management, & last but not least, it is necessary for IT companies to proactively introduce & provide educational systems for their salesmen thus to help them to uphold & sustain ethics & values of the business.