영업관리자의 코칭이 직원의 직무성과에 미치는 영향 분석 : 평생학습 및 HRD에서의 코칭성과와 신뢰의 매개효과 중심으로
The Effect of Sales Managers' Coaching on Employees' Job Performance: Focused on Coaching Performance in the Perspective of Lifelong Learning and HRD, and Mediating Effect of Reliability
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본 연구는 영업관리자의 코칭이 직원의 직무성과에 미치는 영향과 신뢰의 매개효과를 실증적으로 분석하였다. 연구 목적을 달성하기위하여 서울과 수도권에 근무하고 있는 자동차 회사 영업직사원 274명의 응답을 표본으로 SPSS 12.0을 이용하여 분석하였다. 연구결과 영업관리자 코칭의 네 가지 구성요인중 방향제시 요인을 제외한 모든 요인은 직무성과에 유의한 정(+)의 영향을 미치는 것으로 나타났으며, 영업관리자의 신뢰 역시 영업관리자의 코칭이 직원의 직무성과에 영향을 미치는 과정에서 매개효과를 발휘하는 것으로 확인되었다. 연구결과를 바탕으로 도출된 영업관리자의 코칭과 HRD에 대한 시사점, 그리고 연구의 한계점 등을 제시하였다.
Abstract
This study inspected empirically the effect of sales managers' coaching and mediating effect of manager's reliability influence on employee' job performance. and for research purposes. Data obtained from 274 employees working in motor company in seoul and metropolitan area were analyzed by using SPSS 12.0. For research purposes. This study set up two question of study. The first, Will sales managers' coaching has a significant positive effect on employee' job performance? The second, Will sales managers' confidence mediate in the process that sales managers' coaching has an effect on employee' job performance? The examination showed that all factors excepting a direction proposal factor out of 4 structural factors of sales managers' coaching have a significant positive effect on the job performance, and sales managers' confidence mediates in the process that sales managers' coaching has an effect on employee' job performance. Consequently, what is very important in maximizing employee' job performance is that sales managers have to break from guidance-centered management for sales peoples to provide self-control and responsibility on the basis of confidence, foster self-confidence and ability based on human relations of harmonious communication, and keep a fair assessment. Based on these findings. This study presented the implication and limitations of the study on sales managers' coaching and HRD.
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