銷售經理人之領導型態對業務人員特質與績效關係的影響

THE IMPACT OF LEADERSHIP STYLE ON THE RELATIONSHIP BETWEEN PERSONALITY OF SALESPERSON AND PERFORMANCE

蔡旻憲(Ming-Hsien Tsai)

指導教授 ： 葉焜煌

大同大學/經營設計學院/事業經營學系所/碩士(2007年)

摘要

許多研究皆強調第一線的業務人員，是影響企業成敗的重要因素。在以往有關人格方面的研究中，大多顯示員工的人格特質與績效具有相關性。許多研究均證實員工個人特質及主管領導型態均會影響員工績效。但並未對業務人員的人格特質、主管領導型態是否影響業務人員績效加以研究。 本論文是探討人格特質、領導型態與績效之關係。以Costa & McCrac (1986)五大人格特質，作為業務人員人格特質的測量工具，並以轉換型及交易型領導為干擾變數，行為及銷售績效作為衡量績效之依據。 本研究以製造業之業務人員為對象，採用便利取樣方式以問卷調查搜集資料，共發放160份問卷，其中回收有效問卷113份，藉由SPSS 套裝軟體進行信度分析、相關分析，並以迴歸分析來驗證本論文之假設。最後本研究對實證結果於管理實務上的意涵進行討論與提出建議。 研究結果發現 : 1. 在五大人格特質中業務人員的經驗開放性及嚴謹自律性對績效均有正向影響。2. 業務人員的情緒敏感性人格特質對績效有負向影響。3.轉換型領導對業務人員之人格特質與績效間的關係無顯著影響。4.對具有情緒敏感性人格特質的業務人員，若採用交易型領導，對銷售績效會有負向影響。5.具有外向性或經驗開放性人格特質的業務人員，若採用交易型領導，對銷售績效會有正向影響。

關鍵字

人格特質 ； 領導型態 ； 績效

並列摘要

A lot of studies emphasized that the first line sales personnel is an important factor of influencing enterprise's success or failure. In the previous researches about personality, most revealed that employee’s personality and performance certainly had correlation. Researches also verified that employee’s personality and manager’s leadership style will impact employee’s performance. However, researches did not put focus on the impact of employee’s personality and manager’s leadership style to especially sales personnel.
This thesis probed into the relation of personalities, leadership styles, and performance. This study used the big five personalities classified by Costa & McCrac (1986) as the evaluation tool of sales personnel's personality, transformational leadership and transactional leadership as moderating variables, and used employee’s behavior and sales performance as bases to evaluate employee’s performance.
This thesis set the sales personnel of manufacturing industry as research subjects, adopted a sample approach to collect the data via survey, and 113 out of 160 valid questionnaires were returned. The hypotheses were verified by regression analysis.
The results of this study were: 1. In terms of big five personalities, the openness to experience and conscientiousness of sales personnel have positive impact on performance. 2. Sales personnel's emotional stability personality has negative impact on performance. 3. The impact of transformational leadership on the relationship between sales personnel personality and performance is not significant. 4. If the transactional leadership is adopted to the sales personnel with the emotional stability personality, then sales performance will be negatively influenced. 5. If the transactional leadership is adopted to the sales personnel with extroversion or has more openness to experience, then sales performance will be positively influenced.

並列關鍵字

Personality ； Leadership style ； Performance

參考文獻

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