Art

J-GLOBAL ID：201802272471842460   Reference number：18A0657420

Customer Orientation, Consulting Orientation and Performance of Salespeople: The Mediating Effect of Inter-Functional Task Conflicts

営業担当者の志向と個人成果:部門間タスク・コンフリクトの媒介効果

Author (2)： SEO Eunji (SBI大学院大) ,  KOH Youngjeae (甲南大 マネジメント創造)
Material： 組織科学  (Organizational Science)
Volume： 51  Issue： 3  Page： 87-97  Publication year： Mar. 20, 2018 
JST Material Number： G0726A  ISSN： 0286-9713  Document type： Article
Article type： 原著論文  Country of issue： Japan (JPN)  Language： JAPANESE (JA)

Thesaurus term： *job ,  *consumer oriented ,  *business ,  *management organization ,  *conflict ,  *motivation ,  questionnaire ,  Analysis of Variance ,  maximum likelihood method ,  factor analysis ,  *business ,  *customer orientation
Semi thesaurus term： Surveys and Questionnaires ,  *consulting ,  *conflict ,  structural equation modeling ,  maximum likelihood estimation approach ,  *Achievement ,  *sector

JST classification (2)： Marketing  (KA06020W) ,  Management engineering in general  (KA01010C)

Reference (42)：

• Amason, A. C. (1996). Distinguishing the effects of functional and dysfunctional conflict on strategic decision making: Resolving a paradox for top management teams. Academy of Management, 39(1), 123-148.
• Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. <i>Psychological Bulletin, 103</i>(3), 411-423.
• Baber, M. (1997). How champions sell. New York, USA: AMACOM.
• Bagozzi, R. P., Yi, Y., & Nassen, K. D. (1998). Representation of measurement error in marketing variables: Review of approaches and extension to three-facet designs. <i>Journal of Econometrics, 89</i>(1), 393-421.
• Barrick, M. R., Stewart, G. L., & Piotrowski, M. (2002). Personality and job performance: Test of the mediating effects of motivation among sales representatives. <i>Journal of Applied Psychology, 87</i>(1), 43.

Terms in the title (6)： 営業 ,  個人 ,  成果 ,  部門 ,  タスク ,  コンフリクト