销售人员的责任心与绩效:客户导向的中介作用被引量：1

Conscientiousness and Performance of Salespeople: Customer Orientation as Mediator

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摘要目的探察"责任心—绩效"关系的内在作用机制。方法采用大五人格量表、客户导向问卷以及销售人员绩效问卷,对国内某大型电信企业的302对销售人员及其直接主管进行配对调查并对数据加以分析。结果客户导向能够完全中介责任心对销售绩效的作用。结论责任心可以通过促进客户导向的行为来影响销售绩效。 Objective to explore the underlying mechanism of the relationship between conscientiousness and performance. Method we investigated 302 pairs of salespeople and their direct supervisors from a big telecommunication enterprise in China, with conscientiousness （NEO-PI-R）, customer orientation （customer ori- entation scale） and sales performance （salesforee performance scale） measured. Result customer-orientation fully mediated the relationship between conscientiousness and performance. Conclusion conscientiousness can exert its effect on sales performance by improving customer-oriented behaviors.

作者陆柯雯任孝鹏

机构地区中国科学院研究生院中国科学院心理研究所行为科学实验室

出处《人类工效学》 2012年第4期24-27,共4页 Chinese Journal of Ergonomics

基金中国科学院知识创新工程重要方向项目"社会变革时期公众的社会心理问题"(项目编号:KSCX2-YW-R-130)

关键词责任心客户导向销售人员绩效 conscientiousness customer-orientation salesperson performance

分类号 B849 [哲学宗教—应用心理学] C939 [哲学宗教—心理学]

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