매니저-판매사원간 향상초점 부합이 판매사원의 창의적 행동과 조직시민행동에 미치는 영향 = 잘 맞는 느낌(feeling right)과 사회적 편안함(social comfort)의 매개효과

국문 초록 (Abstract)

본 연구는 매니저-판매사원간 향상초점 부합이 조절적합성 효과의 심리적 기제(예, 잘 맞는 느낌, 사회적 편안함), 판매사원의 창의적 행동 및 조직시민행동에 미치는 영향을 검증하였다. 또한 창의적 행동과 조직시민행동에 미치는 향상초점 부합 효과를 설명하는 심리적 기제로서 잘 맞는 느낌(feeling right) 및 사회적 편안함(social comfort)을 매개변수로 설정하여 매개 가설을 검증하였다. 본 연구를 위해 통신과 유통업에 종사하는 조직원들 가운데 판매사원 1인과 그(녀)의 매니저 1인을 하나의 쌍으로 하는 총 152쌍(304名)의 자료를 수집하였다. 이 가운데 응답내용이 불성실하다고 판단된 5쌍(10名)의 샘플을 제외한 147쌍(294名)이 최종분석 자료로 사용되었다. 다차항 회귀분석(polynomial regression analysis)과 반응표면방법론(response surface methodology)을 통한 자료 분석 결과, 매니저-판매사원간 향상초점 부합은 적합성 효과의 심리적 기제(잘 맞는 느낌, 사회적 편안함), 창의적 행동 및 조직시민행동에 각각 정(+)적인 관계를 보이는 것으로 나타났다. 구체적으로 향상초점에서 매니저와 판매사원이 일치할수록 적합성 효과의 심리적 기제(잘 맞는 느낌, 사회적 편안함), 창의적 행동, 조직시민행동은 각각 높아졌고, 특히 양자 간 향상초점이 낮은 수준(1,1)에서보다 높은 수준(7,7)에서 일치할 때 그 값들이 더 높아지는 것으로 나타났다. 다음으로 매개 가설을 검증한 결과, ‘잘 맞는 느낌’은 향상초점 부합과 조직시민행동 사이에서 매개역할을 하는 것으로 나타났고, ‘사회적 편안함’은 향상초점 부합과 창의적 행동 및 조직시민행동 사이에서 각각 매개효과가 나타났다. 끝으로 본 연구결과의 이론적, 실무적 시사점을 논의하였고, 연구의 한계점 및 향후 연구방향을 제시하였다.

다국어 초록 (Multilingual Abstract)

This study verified the impact of promotion focus fit between manager and salesperson on the psychological mechanism (e.g. feeling right, social comfort) of regulatory fit effects, creative behavior, and organizational citizenship behavior of a salesperson. In addition, this study verified the mediated hypotheses by setting up parameters with ‘feeling right’ and ‘social comfort’ as the psychological mechanism explaining the promotion focus fit effect between a manager and salesperson influencing creative behavior and OCB. This study collected data through the use of a questionnaire on a total of 152 pairs (304 people), with one pair consisting of one salesperson and his/her manager among the organization members, who were engaged in the distribution and telecommunications industries. This study used data on 147 pairs (294 people) in total for its final analysis by excluding the samples for 5 pairs (10 people) whose responses were judged to be dishonest. As a result of data analysis through polynomial regression analysis and response surface methodology, it was found that promotion focus fit between a manager and a salesperson showed a positive relation with the psychological mechanism of the fit effect (feeling right, social comfort), creative behavior and OCB, respectively. To put it concretely, the results showed that the more a manager and a salesperson coincided with each other in promotion focus, the higher the psychological mechanism of the fit effect (feeling right, social comfort), creative behavior, and OCB grew. In addition, as a result of conducting mediated-verification on the psychological mechanism variables of the fit effect, ‘feeling right’ was found to play an intermediary role between promotion focus fit and OCB, while ‘social comfort’ showed a mediated effect between promotion focus fit and creative behavior, OCB, respectively.

목차 (Table of Contents)

• ABSTRACT
• Ⅰ. 서론
• Ⅱ. 이론적 배경 및 연구가설
• Ⅲ. 연구방법
• Ⅳ. 연구결과
• Ⅴ. 결론
• 참고문헌

참고문헌 (Reference)

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