The dual pathway model affecting sales creativity and performance through two types of motivations(影响销售创造力和销售绩效的双路径模型)

PANWeina(潘伟娜); BAIXinwen(白新文)

doi:10.3785/j.issn.1008-9497.2017.02.015

Zhejiang Daxue xuebao. Lixue ban (Mar 2017)

The dual pathway model affecting sales creativity and performance through two types of motivations(影响销售创造力和销售绩效的双路径模型)

PANWeina(潘伟娜),
BAIXinwen(白新文)

Affiliations

PANWeina(潘伟娜): ORCiD; 1.Institute of Psychology, Chinese Academy of Sciences, Beijing 100101, China( 1.中国科学院心理研究所，北京 100101)
BAIXinwen(白新文): ORCiD; 1.Institute of Psychology, Chinese Academy of Sciences, Beijing 100101, China( 1.中国科学院心理研究所，北京 100101)

DOI: https://doi.org/10.3785/j.issn.1008-9497.2017.02.015
Journal volume & issue: Vol. 44, no. 2
pp. 206 – 213

Abstract

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基于创造力的双路径模型，探讨动机能否通过灵活性和坚持性这2条路径影响销售创造力和销售绩效.基于212名销售人员数据的路径分析结果显示，内部动机和亲社会动机经由灵活性显著预测销售创造力进而影响销售绩效，而坚持性则显著影响销售绩效但不能显著预测创造力，销售创造力与销售绩效正相关.在现实情境下应用创造力的双路径模型，并将销售绩效纳入研究框架，拓宽了模型的普适性.

Published in Zhejiang Daxue xuebao. Lixue ban

ISSN: 1008-9497 (Print)
Publisher: Zhejiang University Press
Country of publisher: China
LCC subjects: Science: Mathematics: Instruments and machines: Electronic computers. Computer science; Science: Physics
Website: https://www.zjujournals.com/sci/EN/1008-9497/home.shtml

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