Earticle

초록

영어

This study identifies and validates the factors that affect sales performance of salespersons in the business software industry. In the study, in order to measure the dependent variable (performance of the salesperson) more comprehensively, multiple items are utilized and both outcome and behavior indicators are used. Independent variables are identified based on the classification of Verbeke et al. [(2011] including sales related knowledge, degree of adaptiveness, role ambiguity, and work engagement. Results of the hypotheses testing show that ‘sales related knowledge’ and ‘work engagement’ are statistically significant factors, but ‘degree of adaptiveness’ and ‘role ambiguity’ are not. This study has a few limitations and future research direction to overcome the limitation is suggested : use of both perceptions of the salesperson and objective measures in measuring the related variables; study including cognitive ability; analyses of the factors across various types of software companies; and analyses of the factors on the team level.

목차

Abstract
 1. 서론
  1.1 연구의 배경 및 목적
  1.2 연구의 범위 및 내용
 2. 이론적 배경
  2.1 영업 인력의 영업 성과
  2.2 영업 성과의 영향 요인
 3. 연구 설계
  3.1 연구 모형 및 연구 가설
  3.2 연구 변수의 측정
 4. 분석 결과
  4.1 설문조사 방법 및 표본의 인구통계학적 특성
  4.2 측정 모형의 분석 결과
  4.3 구조 모형의 분석 결과
 5. 결론
  5.1 연구의 주요 결과 및 시사점
  5.2 연구의 한계 및 향후 연구 방향
 References

키워드

저자

• 연규서 [ Kyu Seo Yeon | Complete Doctoral Course, Dept. of MIS, Dongguk University-Seoul Campus ]
• 황경태 [ K.T. Hwang | Professor, Dept. of MIS, Dongguk University-Seoul Campus ] Corresponding author

참고문헌

발행기관

간행물

표지보기 관심저널 등록

• 간행물명

  JITAM [Journal of Information Technology Applications and Management]

• 간기

  격월간

• pISSN

  1598-6284

• eISSN

  2508-1209

• 수록기간

  1999~2026

• 십진분류

  KDC 005 DDC 005