영업사원에 대한 통제유형, 반응, 그리고 직무만족 간의 구조적 관계 - 역할명확성과 자기효능감의 매개효과 : 영업사원에 대한 통제유형, 반응, 그리고 직무만족 간의 구조적 관계 = The Structural Relationships between Control Types over Salespeople, Their Responses, and Job Satisfaction - Mediating Roles of Role Clarity and Self-Efficacy -

국문 초록 (Abstract)

본 연구는 영업사원의 통제유형(긍정적/부정적 결과통제, 긍정적/부정적 행동통제)과 직무만족 간의 관계에서 결과/행동관련 역할명확성과 자기효능감을 매개변수로 도입하여 이들 연구단위들 간의 구조적 관계를 조사하는 것이다.
제약업계 영업사원들로부터 수집된 자료를 통한 실증분석 결과는 다음과 같다. 첫째, 영업사원에 대한 통제유형이 역할명확성에 미치는 영향을 조사한 결과, 긍정적/부정적 결과통제는 모두 결과관련 역할명확성에 正(+)의 영항을 미치는 것으로 나타났으며, 긍정적 행동통제도 행동관련 역할명확성에 正(+)의 영향을 미치는 것으로 나타났다. 그러나 부정적 행동통제는 행동관련 역할명확성에 영향을 미치지 않는 것으로 나타났다. 둘째, 영업사원에 대한 통제유형이 자기효능감에 미치는 영항을 조사한 결과, 긍정적 결과통제는 자기효능감에 正(+)의 영향을 미치는 것으로 나타났지만, 긍정적 행동통제는 자기효능감에 영향을 미치지 않는 것으로 나타났다. 또한 부정적 결과통제와 부정적 행동통제는 각각 결과관련 역할명확성과 행동관련 역할명확성의 매개를 통해 자기효능감에 영향을 미치는 것으로 나타났다. 셋째, 역할 명확성이 자기효능감과 직무만족에 미치는 영향을 조사한 결과, 결과관련 역할명확성과 행동관련 역할명확성은 모두 자기효능감에 正(+)의 영향을 미치는 것으로 나타났다. 또한 행동관련 역할명확성은 직무만족에 正(+)의 영향을 미치는 것으로 나타났으나 결과관련 역할명확성은 영향을 미치지 않는 것으로 나타났다. 끝으로, 자기효능감이 직무만족에 미치는 영항을 조사한 결과, 자기효능감은 직무만족에 영향을 미치지 않는 것으로 나타났다.
본 연구의 결론에서는 걸과의 요약, 시사점, 한계점, 그리고 미래연구를 위한 제언을 제시하였다.

다국어 초록 (Multilingual Abstract)

Salespeople act at the point of MOT with customers and deliver the enterprise’s message to the customers. They build up relationships with customers as well as deliver the customer"s message to the enterprise. The salespeople’s activity at the point of MOT with the customers and the degree of satisfaction of the customers" needs will affect the customers" attitude toward the enterprise, brand loyalty, and retention intention. Ultimately, it will influence the enterprise"s financial performance.
The control of salespelople is one of the most interesting topics of marketing. This research investigates the relationships of the control types over salespeople(positive/negative outcome control, positive/negative behavior control) and job satisfaction and their mediating variables. The mediating variables in the relationships have been identified as outcome/behavior-related role clarity and self-efficacy.
The purpose of this study is more specifically as follows:
First, it investigate how the perception of salespeople control types affect role-clarity. Second, it examines how the perception of salespeople control types influence self-efficacy. Third, it investigate the mediating role of role-clarity between the perception of salespeople control types and self-efficacy. Fourth, it investigates how role-clarity affect self-efficacy and job satisfaction. Finally, it will investigates how self-efficacy influences job satisfaction.
Data were collected from the pharmaceutical industry salespeople and analyzed by SPSS 12.0 and AMOS 6.0. The data were collected by 400 respondents and 377 valid questionnaires were analyzed.
The results are summarized as follows: First, positive/negative outcome controls had a positive relationship with outcome-related role clarity. Also positive behavior control had a positive effect on behavior-related role clarity, but negative behavior control didn’t influence behavior-related role clarity. Second, positive outcome control influenced self-efficacy positively, but positive behavior control id’t have a positive effect on self-efficacy. In addition negative outcome control and negative behavior control had a positive effect on self-efficacy due to the mediating role of outcome-related and behavior-related role clarity. Third, outcome-related role clarity and behavior-related role clarity influenced self-efficacy positively. Behavior-related role clarity had a positive effect on job satisfaction, but outcome-related role clarity didn"t influence job satisfaction. Finally, self-efficacy didn"t have any effect on job satisfaction.
The contributions of this study are as follows:
First, existing studies have investigated the direct causal relationship between salespeoples" control type and performance, but this study investigates the structural causality between salespeoples" control types, responses, and performances. Second, this study found the mediating role of outcome-related/behavior-related role-clarity between outcome/behavior control and self-efficacy. Finally, the findings of this study further insight to existing studies on the relationship between job satisfaction and self-efficacy. The confidence of salespeoples’ task influenced job satisfaction positively in existing articles, field studies, but the relationship between these two variables was not significant in this study. This means that there can be a different relationship between confidence and job satisfaction according to salespeoples’ business. That is, the business environment may not be satisfying, even if the salespeople say that they have ability and confidence about their business. This means that able salespeople who have ability and confidence about their business are not satisfied with their job advancement in the company. Therefore, enterprise need to provide trai

목차 (Table of Contents)

• 〈Abstract〉
• 〈요약〉
• Ⅰ. 서론
• Ⅱ. 이론적 배경과 연구단위의 개념화
• Ⅲ. 연구가설
• Ⅳ. 연구디자인
• Ⅴ. 분석결과
• Ⅵ. 결론
• 참고문헌

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