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研究生:劉俊雄
研究生(外文):Chun-Hsiung, Liu
論文名稱:領導模式、知識分享與銷售人員工作結果之關聯研究
論文名稱(外文):Leadership styles, knowledge sharing and salesperson's work outcomes
指導教授:張國雄張國雄引用關係
指導教授(外文):Kuo-Hsiung Chang
學位類別:碩士
校院名稱:東海大學
系所名稱:管理碩士在職專班
學門:商業及管理學門
學類:其他商業及管理學類
論文種類:學術論文
論文出版年:2007
畢業學年度:95
語文別:中文
論文頁數:52
中文關鍵詞:轉換型領導交易型領導垂直知識分享水平知識分享銷售績效離職傾向
外文關鍵詞:transformational leadershiptransactional leadershipknowledge sharingsales performanceturnover intention
相關次數:
  • 被引用被引用:6
  • 點閱點閱:176
  • 評分評分:
  • 下載下載:0
  • 收藏至我的研究室書目清單書目收藏:3
本研究針對台灣地區大型汽車經銷商之新車銷售人員進行調查,以檢視知識分享在領導模式構面─『轉換型領導(transformational leadership)和交易型領導(transactional leadership)』與銷售人員工作結果構面─『銷售績效(salesperson’s performance)和離職傾向(turnover intention)』間的中介效果,及各變項間之關聯性。其中我們將知識分享按照傳遞流向,區分為垂直知識分享與水平知識分享。研究採紙本問卷調查方式進行,總計回收237份有效問卷,統計資料主要以OLS迴歸分析法進行所有假設驗證。研究結果發現:
(一) 知識分享對領導模式與銷售人員工作結果間存在部份中介效果。
(二) 交易型領導對銷售人員的銷售績效具直接顯著之正向影響。
(三) 轉換型領導對銷售人員的離職傾向具直接顯著之負向影響。
(四) 垂直知識分享對銷售人員的銷售績效具直接顯著之正向影響。
(五) 垂直知識分享對銷售人員的離職傾向具直接顯著之負向影響。
This study of new car sales representatives of several large automobile dealers in Taiwan area examined the intervening roles of knowledge sharing in the relationship between leadership styles construct“ transformational leadership & transactional leadership.” and salesperson’s work outcomes construct “salesperson’s performance & salesperson’s turnover intention.” In addition, the relationships within different variables were investigated in which knowledge sharing being divided into vertical knowledge sharing and horizontal knowledge sharing according to its passing directions. Paper-and-pencil surveys were used to collect the data. We obtained 237 usable questionnaires. OLS regression was conducted to analyze the statistic materials to verify the hypotheses. Results showed that, (1) Knowledge sharing partially mediates the relationship between leadership behaviors and salesperson’s work outcomes. (2) Transactional leadership behaviors have a positive impact on salesperson’s performance directly. (3) Transformational leadership behaviors have a negative impact on salesperson’s turnover intention. (4) Vertical knowledge sharing has a positive impact on salesperson’s performance directly. (5) Vertical knowledge sharing has a negative impact on salesperson’s turnover intention directly.
第一章 緒論....................................................1
第一節 研究動機.............................................1
第二節 研究目的.............................................3
第二章 研究架構與研究假設發展.....................................5
第一節 領導模式.............................................6
第二節 領導模式與工作結果.....................................9
第三節 領導模式與知識分享....................................14
第四節 知識分享與工作結果....................................18
第五節 知識分享的中介效果....................................21
第三章 研究方法.................................................23
第一節 研究對象與程序........................................23
第二節 衡量方法.............................................27
第四章 研究結果.................................................32
第五章 結 論....................................................39
第一節 理論貢獻..............................................39
第二節 管理意涵..............................................42
第三節 研究限制與未來研究建議..................................43
參考文獻.........................................................45
中文部分

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吳奕廷 (2002),主管領導風格、員工知識分享意願與組織知識創造績效關聯性之研究。長榮管理學院經營管理研究所未出版碩士論文。
涂志賢 (1998),運動教練領導風格與運動代表團隊文化關聯性之研究。國立體育學院研究所碩士論文。未出版。
陳世明 (2001),知識分享與創新績效之研究─以交易成本理論觀點探討。
長榮管理學院經營管理研究所碩士論文。
陳宏光 (2002),員工工作投入、工作滿足與離職傾向相關因素之探討 – 以面對組織變革台鐵為例。中山大學人力資源管理系碩士論文。

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