The International Journal of Humanities
The International Journal of Humanities
EIJH
Literature & Humanities
http://eijh.modares.ac.ir
1
admin
2538-2640
2538-2659
10.52547/eijh
en
jalali
1391
7
1
gregorian
2012
10
1
19
4
online
1
fulltext
en
تحلیل چند سطحی عوامل تعیین کننده عملکرد نیروی فروش
Multi-Level Analysis of Salesperson Performance Determinants
This research develops a two-level model based on hypotheses, which concern relationships among role ambiguity, role conflict, job involvement and salesperson performance at individual level and collective sale self efficacy, customer orientation and competitive climate at sale unit level in Iranian food industry. Data was drawn from 482 sales people in 30 companies , using a 51-item self-reported questionnaire. Research model was tested in disaggregation, aggregation and multilevel approaches. The results from three approaches were different. Multilevel modeling analysis revealed that role ambiguity and role conflict have negative effects, but collective sale self efficacy and job involvement have positive effects on sales person performance. Results also showed that collective sale self efficacy has positive moderation effect on the relationship between job involvement and sales person performance. Collective sale self efficacy indicated positive moderation effect on the relationship between job involvement and sales person performance and negative moderation effect on the relationship between role conflict and sales person performance.
ادراک شغلی,واحد فروش,عملکرد,چند سطحی
Job Perception,Sales Unit,performance,Multi-level
183
210
http://eijh.modares.ac.ir/browse.php?a_code=A-10-1000-2236&slc_lang=en&sid=27
Shahriar
Azizi
شهریار
عزیزی
100319475328460051475
100319475328460051475
No
دانشگاه شهید بهشتی
Hamid
Kodadad Hossini
حمید
خدادادحسینی
100319475328460051483
100319475328460051483
No
دانشگاه تربیت مدرس
Ahmad
Roosta
احمد
روستا
100319475328460051482
100319475328460051482
No
دانشگاه شهید بهشتی