國內外文獻皆顯示上司領導行為及部屬的目標取向對部屬績效的正向影響。惟三者間互動關係的模式一直未能確立。本研究之目的在驗證三者間之關聯性。 本研究採問卷調查法,以大台南地區保險業及汽車銷售業銷售人員為實證對象,共回收有效問卷 355份。問卷資料以 SAS統計軟體分析,以驗證本研究假設。 本研究依研究架構所得實證結果顯示: 一、 保險業部份: 轉型領導及互易領導皆為上司所使用,其中轉型領導對銷售人員目標取向有顯著正向影響;互易領導行為中僅以「被動例外管理」對銷售人員表現目標取向有正向影響。銷售人員學習目標取向對其行為績效有顯著正向影響,惟對銷售績效有負向影響;表現目標取向僅對銷售績效有顯著正向影響:轉型領導行為較互易領導行為,對銷售人員績效有影響。 二、 汽車銷售業部份: 上司最常使用的領導行為係互易領導行為構面中的「主動例外管理」行為,且它對銷售人員目標取向有顯著正向影響;銷售人員目標取向對其績效(行為績效及銷售績效)亦有顯著正向影響,其中「表現目標取向」對銷售人員銷售績效最具直接影響力 :銷售人員可能透過在行為績效上的精進,或使用各種方式達成業績要求,以滿足上司主動關切。 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。
Both domestic and foreign literature shows that subordinates’ performance can be positively influenced by leadership behavior of leader and subordinates’ goal orientation. Unfortunately, how interaction take place among them still indeterminate. The purpose of the study was to examine the connection of leadership behavior, goal orientation of subordinatesand performance of subordinates. For the purpose, data were collected via questionnaires distributed to sales agents of insurance and automobile industry located in Tainan city. With 355 questionnaires returned. To test the hypothesis, the collected data were analyzed by descriptive analysis, analysis of variance and regression analysis through SAS statistics package software. The empirical results show that: 1.insurance industry: Both transformational and transactional leadership behavior be used. Transformational leadership behavior are more positively related to salesperson’ goal orientation;In transactionalleadership behavior, only「passive MBE」is related to salesperson’ goal orientation. salesperson’ learn goal orientation is related to their behavior performance ,but it is negative related to their sales(outcome)performance;performance goal orientation only have positive related to sales( outcome) performance: Compare with transactional leadership, transformational leadership is more powerful to salesperson’ performance. 2. automobile industry: The leadership behavior that leader use most frequently is「Positive MBE」among transactional leadership behavior,and it is positive related to salesperson’ goal orientation;similarly, salesperson’ goal orientation is positive related to their performance(behavior andsales performance),especially, performance goal orientation can direct influence their sales(outcome)performance:With the progress on their behavior performance, or use the ways of different possibility, salesperson will be meet superior's initiative concern. Finally, implications for management and recommendations for future research are discussed based on the study.