Journal of Information Technology Applications and Management

  • 제23권2호
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  • Pages.113-141
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  • 2016
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  • 1598-6284(pISSN)
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  • 2508-1209(eISSN)
한국데이터전략학회 (Korea Data Strategy Society)
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기업용 소프트웨어 영업 인력 영업 성과의 영향 요인에 관한 연구

A Study on the Factors Affecting the Sales Performance of Business Software Salespersons

  • Yeon, Kyu Seo (Dept. of MIS, Dongguk University-Seoul Campus) ;
  • Hwang, K.T. (Dept. of MIS, Dongguk University-Seoul Campus)
  • 투고 : 2016.05.02
  • 심사 : 2016.06.24
  • 발행 : 2016.06.30
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초록

This study identifies and validates the factors that affect sales performance of salespersons in the business software industry. In the study, in order to measure the dependent variable (performance of the salesperson) more comprehensively, multiple items are utilized and both outcome and behavior indicators are used. Independent variables are identified based on the classification of Verbeke et al. [(2011] including sales related knowledge, degree of adaptiveness, role ambiguity, and work engagement. Results of the hypotheses testing show that 'sales related knowledge' and 'work engagement' are statistically significant factors, but 'degree of adaptiveness' and 'role ambiguity' are not. This study has a few limitations and future research direction to overcome the limitation is suggested : use of both perceptions of the salesperson and objective measures in measuring the related variables; study including cognitive ability; analyses of the factors across various types of software companies; and analyses of the factors on the team level.

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