본문 바로가기
KERD
논문KCI 등재

The Effect of Core Self-Evaluation of Female Salesperson on Sales Performance

김보영|Duk-Woon YOON
한국유통과학회 (Korea Distribution Science Association)|2019.11|유통과학연구 (Journal of Distribution Science)|제17권 제11호|pp. 5-15|DOI 10.15722/jds.17.11.201911.5

1

조회

0

다운로드

1

인용

0

참고문헌

키워드

Core Self-EvaluationRetail SalesDoor-to-Door SalesFemale Salesperson

초록

Purpose: This study aimed to empirically demonstrate how self-esteem, self-efficacy, locus of control, and neuroticism, which is core self-evaluation factors of door-to-door salespersons within food and cosmetic retail industry, affected the sales performance of female salespersons via job satisfaction and organizational commitment. Research design, data and methodology: Using a 23-item questionnaire constructed based on previous studies, this study selected six domestic door-to-door sales companies and conducted a 1:1 face-to-face survey with female door-to-door salespersons belonging to branches and agencies in Seoul and the capital region. The data of 208 respondents were analyzed. The results of path analysis based on structural equation modeling and mediation analysis through the Sobel test were presented. Results: Self-efficacy and locus of control had the largest effect on job satisfaction and organizational commitment, respectively. Neuroticism, however, did not significantly influence job satisfaction and organizational commitment. Overall, core self-evaluation factors positively affected sales performance via job satisfaction but not via organizational commitment. Conclusions: This study found that factors which were oriented to female salespersons’ ability and sales goals, such as self-efficacy and job satisfaction, were considered important in managing them in the door-to-door sales-distribution channels. In the future, policies should be developed for managing female door-to-door salespersons to help them achieve job satisfaction.

Abstract

Purpose: This study aimed to empirically demonstrate how self-esteem, self-efficacy, locus of control, and neuroticism, which is core self-evaluation factors of door-to-door salespersons within food and cosmetic retail industry, affected the sales performance of female salespersons via job satisfaction and organizational commitment. Research design, data and methodology: Using a 23-item questionnaire constructed based on previous studies, this study selected six domestic door-to-door sales companies and conducted a 1:1 face-to-face survey with female door-to-door salespersons belonging to branches and agencies in Seoul and the capital region. The data of 208 respondents were analyzed. The results of path analysis based on structural equation modeling and mediation analysis through the Sobel test were presented. Results: Self-efficacy and locus of control had the largest effect on job satisfaction and organizational commitment, respectively. Neuroticism, however, did not significantly influence job satisfaction and organizational commitment. Overall, core self-evaluation factors positively affected sales performance via job satisfaction but not via organizational commitment. Conclusions: This study found that factors which were oriented to female salespersons’ ability and sales goals, such as self-efficacy and job satisfaction, were considered important in managing them in the door-to-door sales-distribution channels. In the future, policies should be developed for managing female door-to-door salespersons to help them achieve job satisfaction.

참고문헌 (58)

  1. Allen, N. J., "The measurement and antecedents of affective, continuance and normative commitment to the organization", Journal of Occupational Psychology, 63(1), pp.1~18 (1990)
  2. Armistead, C., "Business process management : Implications for productivity in multi-stage service networks", International Journal of Service Industry Management, 9(4), pp.323~336 (1998)
  3. Athey, T. R., "Emerging competency methods for the future", Human Resource Management, 38(3), pp.215~225 (1999)
  4. Babakus, E., "Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness", International Journal of Research in Marketing, 13(4), pp.345~363 (1996)
  5. Basir, M. S., "The relationship between sales skills and salesperson performance : An empirical study in the Malaysia Telecommunications Company", International Journal of Management and Marketing Research, 3(1), pp.51~73 (2010)
  6. Behrman, D. N., "Measuring the performance of industrial salespersons", Journal of Business Research, 10(3), pp.355~370 (1982)
  7. Best, J., "The fluid dynamics of river dunes : A review and some future research directions", Journal of Geophysical Research, 110(4), pp.1~21 (2005)
  8. Bono, J. E., "Core self-evaluations : A review of the trait and its role in job satisfaction and job performance", European Journal of Personality, 17(1), pp.5~18 (2003)
  9. Brown, S. P., "Antecedents and consequences of salesperson job satisfaction : Meta-analysis and assessment of causal effects", Journal of Marketing Research, 30(1), pp.63~77 (1993)
  10. Burgoyne, J., "Creating the managerial portfolio : Building on competency approaches to management development", Management Education and Development, 20(1), pp.56~61 (1989)
  11. Churchill Jr., G. A., "Special section on scaling and measurement : Better measurement practices are critical to better understanding of sales management issues", Journal of Personal Selling & Sales Management, 12(2), pp.73~80 (1992)
  12. Cravens, D. W., "Behavior-based and outcome-based salesforce control systems", Journal of Marketing, 57(4), pp.47~59 (1993)
  13. Cron, W. L., "Macro sales force research", Journal of Personal Selling & Sales Management, 37(3), pp.188~197 (2017)
  14. Cron, W. L., "Salesperson selection, training, and development : Trends, implications, and research opportunities", Journal of Personal Selling & Sales Management, 25(2), pp.123~136 (2005)
  15. Di Fabio, A., "The role of personality traits, core self‐evaluation, and emotional intelligence in career decision‐making difficulties", Journal of Employment, 49(3), pp.118~129 (2012)
  16. Erez, A., "Relationship of core self-evaluations to goal setting, motivation, and performance", Journal of Applied Psychology, 86(1), pp.1270~1279 (2001)
  17. Erin Anderson, E., "The salesperson as outside agent or employee : A transaction cost analysis", Marketing Science, 4(3), pp.234~254 (1985)
  18. Fornell, C., "Evaluating structural equation models with unobservable variables and measurement error", Journal of Marketing Research, 18(1), pp.39~50 (1981)
  19. Fred, M. C., "The impact of salesperson motivation on role perceptions and job performance : A cognitive and affective perspective", Journal of Personal Selling & Sales Management, 27(1), pp.89~101 (2007)
  20. Gefen, D., "Structural equation modeling and regression : Guidelines for research practice", Communications of the Association for Information Systems, 4(7), pp.34~47 (2000)
  21. George, J. M., "Understanding prosocial behavior, sales performance, and turnover : A group-level analysis in a service context", Journal of Applied Psychology, 75(1), pp.698~709 (1990)
  22. Gibson, C. K., "Impact of sex role differences upon the frame of reference of male and female residential real estate salespeople in their evaluation of career opportunities", Journal of Personal Selling and Sales Management, 1(3), pp.41~47 (1980)
  23. Govindarajan, V., "Strategy, control systems, and resource sharing : Effects on business-unit performance", Academy of Management Journal, 33(2), pp.259~285 (1990)
  24. Hughes, D. E., "This ad’s for you : The indirect effect of advertising perceptions on salesperson effort and performance", Journal of the Academy of Marketing Science, 41(1), pp.1~18 (2013)
  25. Judge, T. A., "Relationship of core self-evaluations traits—self-esteem, generalized self-efficacy, locus of control, and emotional stability—with job satisfaction and job performance : A meta-analysis", Journal of Applied Psychology, 86(1), pp.80~92 (2001)
  26. Judge, T. A., "The power of being positive : The relation between positive self-concept and job performance", Human Performance, 11(1), pp.167~187 (1998)
  27. Judge, T. A., "The dispositional sources of job satisfaction : A comparative test", Applied Psychology : An International Review, 57(1), pp.361~372 (2008)
  28. Judge, T. A., "The dispositional causes of job satisfaction : A core evaluations approach", Research in Organizational Behavior, 19(1), pp.151~188 (1997)
  29. 정연승, "제약유통채널에서 영업사원에 대한 통제시스템이 고객지향적 판매와 영업성과에 미치는 영향", 유통과학연구, 15(1), pp.105~114 (2017), 한국유통과학회[DOI]
  30. 정지선, "자동차 영업사원의 적응적 판매행위가 영업성과에 미치는 영향에 관한 연구 : CRM 활용도의 조절효과를 중심으로", 인터넷전자상거래연구, 11(2), pp.109~129 (2011), 한국인터넷전자상거래학회
  31. Karatepe, O. M., "The effects of work role and family role variables on psychological and behavioral outcomes of frontline employees", Tourism Management, 27(2), pp.255~268 (2006)
  32. Kiker, D. S., "Main and interaction effects of task and contextual performance on supervisory reward decisions", Journal of Applied Psychology, 84(4), pp.602~609 (1999)
  33. 김미회, "영업사원의 개인역량이 자동차 판매 성과에 미치는 영향 연구: 자동차 대리점 영업사원을 대상으로", 벤처창업연구, 14(1), pp.17~32 (2019), 한국벤처창업학회[DOI]
  34. Lauver, K. J., "Distinguishing between employee’s perceptions of person-job and person-organization fit", Journal of Vocational Behavior, 59(4), pp.454~470 (2001)
  35. 이준섭, "금융시장에서 영업사원의 지각된 평가 공정성과 직무성과 간의 구조적 관계", 유통과학연구, 14(12), pp.141~151 (2016), 한국유통과학회[DOI]
  36. Lucette, B. C., "When the sales manager is a woman : An exploration into the relationship between salespeople's gender and their responses to leadership styles", Journal of Personal Selling and Sales Management, 15(5), pp.17~32 (1995)
  37. Maamari, B. E., "How organizational culture and leadership style affect employees’ performance of genders", International Journal of Organizational Analysis, 26(4), pp.630~651 (2018)
  38. MacKenzie, S. B., "Some possible antecedents and consequences of in-role and extra-role salesperson performance", Journal of Marketing, 62(1), pp.87~98 (1998)
  39. Meyer, J. P., "Affective, continuance, and normativecommitment to the organization : A meta-analysis ofantecedents, correlates, and consequences", Journal ofVocational Behavior, 61(1), pp.20~52 (2002)
  40. Nikolaou, I., "Emotional intelligence in the workplace : Exploring its effects on occupational stress and organizational commitment", International Journal of Organizational Analysis, 10(4), pp.327~342 (2002)
  41. Nunnally, J. C., "The assessment of reliability", Psychometric Theory, 3(1), pp.248~292 (1994)
  42. Piccolo, R. F., "Core self‐evaluations in Japan : relative effects on job satisfaction, life satisfaction, and happiness", Journal of Organizational Behavior, 26(8), pp.965~984 (2005)
  43. Pierce, J. L., "Toward a theory of psychological ownership in organizations", Academy of Management Review, 26(2), pp.298~310 (2001)
  44. Podsakoff, P. M., "Organizational citizenship behaviors : A critical review of the theoretical and empirical literature and suggestions for future research", Journal of Management, 26(3), pp.513~563 (2002)
  45. Rapp, A., "Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance", Journal of Retailing, 91(2), pp.358~369 (2015)
  46. Rutherford, B. N., "Measuring salesperson burnout : A reduced Maslach burnout inventory for sales researchers", Journal of Personal Selling & Sales Management, 31(4), pp.428~440 (2011)
  47. Schweiger, D. M., "Communication with employees following a merger : A longitudinal field experiment", Academy of Management Journal, 34(1), pp.115~126 (1991)
  48. Schwepker Jr., C. H., "Improving salespeople’s trust in the organization, moral judgment and performance through transformational leadership", Journal of Business & Industrial Marketing, 28(7), pp.535~546 (2013)
  49. Scott, B., "Transformational and transactional leadership and salesperson performance", Journal of the Academy of Marketing Science, 29(1), pp.115~121 (2001)
  50. Sedikides, C., "Self-evaluation : To thine own self be good, to thine own self be sure, to thine own self be true, and to thine own self be better", Advances in Experimental Social Psychology, 29(1), pp.209~269 (1997)
  51. Spiro, R. L., "Adaptive selling : Conceptualization, measurement, and nomological validity", Journal of Marketing Research, 27(1), pp.61~69 (1990)
  52. 전지영, "동료직원의 지식공유가 개인 업무성과에 미치는 영향: 상사의 임파워링 리더십과 자기효능감의 조절효과를 중심으로", Journal of The Korean Data Analysis Society, 19(5), pp.2681~2691 (2017), 한국자료분석학회[DOI]
  53. Wanberg, C. R., "Predictors and outcomes of openness to changes in a reorganizing workplace", Journal of Applied Psychology, 85(1), pp.132~142 (2000)
  54. Weitz, B. A., "Knowledge, motivation, and adaptive behavior : A framework for improving selling effectiveness", Journal of Marketing, 50(4), pp.174~191 (1986)
  55. Williams, L. J., "Job satisfaction and organizational commitment as predictors of organizational citizenship and in-role behaviors", Journal of Management, 17(3), pp.601~617 (1991)
  56. 원윤정, "A Study on Secretary’s Core Self-Evaluations and Creativity: Moderating Effect of Organizational Learning Culture and Supervisor’s Emotional Intelligence", 비서·사무경영연구, 25(1), pp.109~135 (2016), 한국비서학회
  57. 양회창, "Perceived Employment Instability Effect on Psychological Well-being and Job Satisfaction: Resilience and Character Strength as Mediator", Asian Journal of Business Environment, 5(4), pp.29~35 (2015), 한국유통과학회
  58. Zachary, R. H., "Taking the measure of measurement in sales research : introduction to the special issue", Journal of Personal Selling & Sales Management, 39(3), pp.201~206 (2019)

관련 논문AI추천

금융시장에서 영업사원의 지각된 평가 공정성과 직무성과 간의 구조적 관계김지영, 이준섭, 이한근한국유통과학회 · 유통과학연구2016 · 제14권 제12호영업통제시스템이 판매사원의 직무태도와 판매성과에 미치는 영향Ho-Taek Yi, Jung-Rim YU한국유통과학회 · 유통과학연구2019 · 제17권 제11호A Study on the Big 5 Personality Types of B2B Salespeople - Focused on Relationship Building, Communication, Organizational Commitment, Job Satisfaction, Turnover Intention, Sales Performance구자원, 정병호지식경영연구원 · 기업과혁신연구2024 · 제47권 제2호핵심자기평가와 초기노동시장의 성별 임금격차고영근, 안태현한국노동연구원 · 노동정책연구2021 · 제21권 제1호Employee Effects on Organizational Outcomes: Korean Travel IndustryHeon Seo사람과세계경영학회 · Global Business and Finance Review2022 · 제27권 제5호Mediating Effect of Hope on the Relationship between Self-Efficacy and Job Satisfaction in Employees오미평, 이창식새론상담심리교육학회 · 새론상담심리교육연구2024 · 제3권 제3호

이 간행물의 다른 논문 (9건)

Advertising Attributes of One-Person Media Distribution in Purchase IntentYoungbae YUN, Sojeong LEE, Seulbi LEE, Yejin LEE, Yujin LEE, Hayeong JE, 최영진pp. 17-26Development of a Customer Friendly GIS-based Disaster Management System in South KoreaDongkwan LEE, Junho Choi, Choong-Ik Choi, Wanyoung SONGpp. 27-34The Relations between Safety Matters, Corporate Image and Performance in Logistics CompanyYoung-Min KIM, Jin-Hwan Kimpp. 35-45The Study on the Effect of Experience Values of Chinese Coffee Shop on the Intent of Revisiting of Consumers: Focusing on the Mediation Effect of Emotional ResponsesMin-Jung Kang, Yeo-Sun WAN, Hee-Joong Hwangpp. 47-52Social Supply Chain Practices and Companies Performance: An Analysis of Portuguese IndustryLuisa Pintopp. 53-62
원문 보기