Enhancing Salespersons' Performance: Applying the Concept of Organizational Identification

조직동일시 개념을 활용한 세일즈맨 성과향상

The issue of enhancing salespersons' performance by introducing the concept of organizational identification has been addressed. This empirical study focuses on how salespersons' performance is influenced by organizational identification. Salespersons' performance is the main outcome variable. Organizational identification may also affect performance through internalization. This study also examines how several antecedents influence organizational identification. Three important antecedents in this study are (1) tenure with the organization, (2) the organization's perceived prestige and (3) perceived interorganizational competition. Among six hypotheses formulated based on the conceptual framework, five are found accepted based on a structural equation model. Several theoretical and managerial implications are presented.

조직동일시의 개념을 활용하여서 세일즈맨의 성과를 향상시키는 것이 이 논문의 주제이다. 세일즈맨의 성과가 주요 결과변수이고, 조직에의 가입기간, 조직의 지각된 인지도, 조직간의 경쟁이 주요 독립변수이다. 개념적 틀에 기초한 여섯 개의 가설들 중에서 다섯 개가 구조방정식 모형을 통하여서 지지되었다. 몇 개의 시사점들이 제시되었다.