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    KCI등재

    리더십 스타일과 개인적 특성이 판매원의 고객지향성에 미치는 영향

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    https://www.riss.kr/link?id=A100408718

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    목차 (Table of Contents)

    • 요약
    • Ⅰ. 서론
    • Ⅱ. 이론적 배경 및 가설설정
    • Ⅲ. 연구 방법
    • Ⅳ. 실증분석
    • 요약
    • Ⅰ. 서론
    • Ⅱ. 이론적 배경 및 가설설정
    • Ⅲ. 연구 방법
    • Ⅳ. 실증분석
    • Ⅴ. 가설검증의 결과
    • Ⅵ. 연구의 한계 및 향후 연구방향
    • 〈참고문헌〉
    • Abstract
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    참고문헌 (Reference)

    1 이규만, "부하의 체면중시가 상사-부하간 교환관계 및 조직행동에 미친 영향" 한국경영학회 30 (30): 1093-1114, 2001

    2 심덕섭, "리더-구성원 교환관계의 원인과 결과" 포스코경영연구소 127-, 2006

    3 Graen, G. B., "Toward a psychology of dyadic organizing" 9 : 175-208, 1987

    4 Chowdhury, J., "The motivational impact of sales quotas" 30 : 28-41, 1993

    5 Senge, P. M., "The leader's new work:Building learning organizations" 32 : 589-597, 1990

    6 Sigauw, J. A., "The influence of the market orientation of the firm and sales force behavior and attitudes" 31 : 106-116, 1994

    7 Goff, B. G., "The influence of salesperson selling behaviors on customer satisfaction with products" 73 (73): 171-181, 1997

    8 O'Hara, B. S., "The influence of personal variables on salesperson selling orientation" 11 : 61-67, 1991

    9 Kohli, A. K., "The influence of coworker feedback on salespeople" 53 : 82-94, 1994

    10 Garland, B. C., "The influence of client orientation on new users' satisfaction with an on-line information retrieval service" 4 (4): 39-49, 1989

    1 이규만, "부하의 체면중시가 상사-부하간 교환관계 및 조직행동에 미친 영향" 한국경영학회 30 (30): 1093-1114, 2001

    2 심덕섭, "리더-구성원 교환관계의 원인과 결과" 포스코경영연구소 127-, 2006

    3 Graen, G. B., "Toward a psychology of dyadic organizing" 9 : 175-208, 1987

    4 Chowdhury, J., "The motivational impact of sales quotas" 30 : 28-41, 1993

    5 Senge, P. M., "The leader's new work:Building learning organizations" 32 : 589-597, 1990

    6 Sigauw, J. A., "The influence of the market orientation of the firm and sales force behavior and attitudes" 31 : 106-116, 1994

    7 Goff, B. G., "The influence of salesperson selling behaviors on customer satisfaction with products" 73 (73): 171-181, 1997

    8 O'Hara, B. S., "The influence of personal variables on salesperson selling orientation" 11 : 61-67, 1991

    9 Kohli, A. K., "The influence of coworker feedback on salespeople" 53 : 82-94, 1994

    10 Garland, B. C., "The influence of client orientation on new users' satisfaction with an on-line information retrieval service" 4 (4): 39-49, 1989

    11 Churchill, G. A. Jr., "The determinants of salesperson performance: A meteranalysis" 22 : 103-118, 1985

    12 Saxe, R., "The SOCO scale:A measure of the customer orientation of the sales people" 14 : 3423-3351, 1982

    13 Peffer, J., "The External Control of Organizations" Harper and Row 1978

    14 Harter, J. J., "Supervisors' evaluation and subordinates' perceptions of transformational and transactional leadership" 73 : 695-702, 1988

    15 Meece, J. L., "Students' goal orientation and cognitive engagement in classroom activities" 80 (80): 514-523, 1988

    16 MacKenzie, S. B., "Some possibile antecedents and consequences of in-role and extra-role salesperson performance" 62 : 87-98, 1998

    17 Jones, G. R., "Socialization tactics, selfefficacy, and newcomers' adjustments to organization" 29 (29): 262-279, 1986

    18 Wood, R., "Social cognitive theory of organizational management" 14 : 361-384, 1989

    19 Bandura, A., "Social Foundations of Thought and Action" Prentice Hall 1986

    20 Hoffman, D. K., "Service provider job satisfaction and customeroriented performance" 6 (6): 68-78, 1992

    21 Eden, D., "Self-efficacy training to speed reemployment: Helping people to help themselves" 78 (78): 352-360, 1993

    22 Bandura, A., "Self-efficacy mechanism in human agency" 37 : 122-127, 1977

    23 Keilor, B. D., "Sales force performance satisfaction and aspects of relational selling: Implication for sales managers" 7 (7): 101-115, 1999

    24 Crosby, L. A., "Relationship quality in services selling:An interpersonal influences perspective" 54 : 68-81, 1990

    25 Huber, G. P., "Organizational learning: The contributing processes and the literature" 2 : 88-115, 1991

    26 Fiol, C. M., "Organizational learning" 10 (10): 803-813, 1985

    27 Argyris, C., "Organizational Learning: A Theory of Action Perspective" Addison-Wesley 1978

    28 Hunt, S. D., "Organization commitment and marketing" 49 (49): 112-126, 1985

    29 Slater, S. F., "Market orientation and the learning organization" 59 : 63-74, 1995

    30 Ramsey, R. P., "Listening to your customer: The impact of perceived salesperson listening behavior on relationship outcomes" 25 : 127-137, 1997

    31 Sujan, H., "Learning orientation, working smart, and effective selling" 58 : 39-52, 1994

    32 Stock, R. M., "Leadership style as driver of salespeoples' customer orientation" 5 : 355-376, 2002

    33 Bass, B. M., "Leadership and Performance beyond Expectation" Free Press 1985

    34 Burns, J. M., "Leadership" Harper and Row 1978

    35 Weitz, B. A., "Knowledge, Motivation, and adaptive selling effectiveness" 50 : 174-191, 1986

    36 Sujan, H., "Increasing sales productivity by getting salespeople to work smarter" 6 : 9-19, 1990

    37 Bass, B. M., "From transactional to transformational leadership: learning to share the vision" 11 : 33-45, 1990

    38 Jones, E., "Firm market orientation and salesperson customer orientation: Interpersonal and intrapersonal influences on customer service and retention in business-to- business buyerseller relationships" 56 : 323-340, 2003

    39 Williams, M. R., "Exploring salesperson's customer orientation as a mediator of organization culture's influence on buyer-seller relationships" 16 (16): 33-52, 1996

    40 Martocchio, J. J., "Effects of conception of ability on anxiety, self-efficacy, and learning in training" 79 (79): 819-825, 1994

    41 Kelly, S. W., "Developing customer orientation among service empolyees" 20 : 27-36, 1992

    42 Brady, M. K., "Customer orientation: effects on customer service perception and outcome behavior" 3 (3): 241-251, 2001

    43 Hartline, M. D., "Corridors of influence in the dissemination of customer-oriented strategy to customer contact service employees" 64 : 35-50, 2000

    44 Deshpande, R., "Corporate culture, customer orientation, and innovativeness in japanese firms: A quadrad analysis" 57 : 23-37, 1993

    45 Day, G. S., "Continuous learning about markets" 36 : 9-31, 1994

    46 Bettencourt, L. A., "Contact employees: Relationship among workplace fairness, job satisfaction and prosocial service behavior" 73 (73): 39-61, 1997

    47 Peterson, C., "Cogbates of personal control: Locus of control, selfefficacy and explanatory style" 1 : 111-117, 1992

    48 Dweck, C. S., "Children's theories of intelligence. in: Learning and Motivation in the Classroom" Lawrence Erlbaum Associates 239-256, 1983

    49 Peccci, R., "Causal attributions: Affects, and expectations for a day's work performance" 38 (38): 285-297, 1983

    50 Garvin, D. A., "Building a learning organization" 70 (70): 78-91, 1993

    51 Brown, S. P., "Antecedents and consequence of sales-person job satisfaction: A meta-analysis and assessment of causal effects" 30 : 63-77, 1993

    52 Boles, J. S., "An examination of the relationships between retail work environments, salesperson selling-customer orientation and job performance" 5 : 1-13, 2001

    53 Flaherty, T., "Adaptive selling: Conceptualization, measurement and normological validity" 27 : 61-69, 1999

    54 Spiro, R. L., "Adaptive selling: Conceptualization, measurement and normological Validity" 27 : 61-69, 1990

    55 Ames, C., "Achievement goals in the classroom: Students' learning strategies and Motivation process" 80 (80): 260-267, 1988

    56 VandeWalle, D., "A test of the influence of goal orientation on the feedback seeking process" 82 (82): 390-400, 1997

    57 Dweck, C. S., "A socialcognitive approach to Motivational and personality" 95 (95): 256-273, 1988

    58 Parasuraman, Z. A., "A conceptual model of service quality and its implication for future research" 49 : 41-50, 1985

    59 Steers, R. M., "A behaviorally-based measure of manifest needs in work settings" 9 : 251-266, 1976

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    2016 1.26 1.26 1.44
    KCIF(4년) KCIF(5년) 중심성지수(3년) 즉시성지수
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