本研究探討壽險業務員的人格特質、組織氣候與工作績效之間的關係。五大人格特質依據Goldberg量表,以及依Kaplan & Norton將組織氣候進行修正適合業務單位之人情、認同、支持、風險、衝突等構面設計問卷。工作績效則依Motowidlo & Van Scotter任務績效及脈絡績效量表設計問卷。問卷調查總計發出500份問卷,回收354份。研究發現業務人員的勤勉正直(審慎)性、外向性會顯著影響其工作績效,而親和性、開放學習性部分會顯著影響其工作績效。至於組織(部門)氣候的部門認同構面會顯著影響其工作績效,而在支持構面會部分顯著影響其工作績效。
The aims of this study are to explore the relationship between salesperson’s personality and his or her job performance, and the effects of organizational climate on job performance.The questionnaire of Big Five personality traits and organizational climate employed in the study are derived from Goldberg’s model and Kaplan and Norton’s strategic performance measurement system.In order to fit the structure of sales departments,this study only included five dimensions of organizational climate: kindness, commitment, support, risk and conflict.As for the measurement of job performance,this study adopted the concepts of Motowidlo and Van Scotter’s task performance and contextual performance.A total of 500 questionnaires were delivered and 354 copies valid for statistical analysis were retrieved. The results of the study are as follows: (1)While agreeableness and openness only partially influence one’s job performance,conscientiousness and extraversion remarkably influence one’s job performance. (2)As for organizational climate, departmental commitment significantly affect one’s job performance, whereas the dimension of support has only moderately impact on one’s job performance.