心理学 |
|
|
|
|
影响销售创造力和销售绩效的双路径模型 |
潘伟娜1,2, 白新文1,3 |
1. 中国科学院心理研究所, 北京 100101; 2. 中国科学院大学, 北京 100049; 3. 中国科学院心理研究所行为科学重点实验室, 北京 100101 |
|
The dual pathway model affecting sales creativity and performance through two types of motivations |
PAN Weina1,2, BAI Xinwen1,3 |
1. Institute of Psychology, Chinese Academy of Sciences, Beijing 100101, China; 2. University of Chinese Academy of Sciences, Beijing 100049, China; 3. CAS Key Laboratory of Behavioral Science, Institute of Psychology, Chinese Academy of Sciences, Beijing 100101, China |
[1] VINCHUR A J, SCHIPPMANN J S, SWITZER Ⅲ F S, et al. A meta-analytic review of predictors of job performance for salespeople[J]. Journal of Applied Psychology,1998,83(4):586-597. [2] VERBEKE W, DIETZ B, VERWAAL E. Drivers of sales performance:A contemporary meta-analysis. Have salespeople become knowledge brokers?[J]. Journal of the Academy of Marketing Science,2011,39(3):407-428. [3] GRANT A M. Rethinking the extraverted sales ideal:The ambivert advantage[J]. Psychological Science,2013,24(6):1024-1030. [4] CHURCHILL JR G A, FORD N M, HARTLEY S W, et al. The determinants of salesperson performance:A meta-analysis[J]. Journal of Marketing Research,1985,22(2):103-118. [5] GONG Y, HUANG J C, FARH J L. Employee learning orientation, transformational leadership, and employee creativity:The mediating role of employee creative self-efficacy[J]. Academy of Management Journal,2009,52(4):765-778. [6] MARTINAITYTE I, SACRAMENTO C A. When creativity enhances sales effectiveness:The moderating role of leader-member exchange[J]. Journal of Organizational Behavior,2013,34(7):974-994. [7] 李阳, 白新文. 内部动机和亲社会动机影响员工创造力的双路径模型[J]. 浙江大学学报:理学版, 2015, 42(6):661-668. LI Y, BAI X W. Effects of intrinsic motivation and prosocial motivation on employee creativity:An empirical investigation based on the dual pathway model[J]. Journal of Zhejiang University:Science Edition,2015,42(6):661-668. [8] NIJSTAD B A, DE DREU C K W, RIETZSCHEL E F, et al. The dual pathway to creativity model:Creative ideation as a function of flexibility and persistence[J]. European Review of Social Psychology,2010,21(1):34-77. [9] AMABILE T M. Creativity in Context[M]. Boulder, CO:Westview Press,1996. [10] ZHOU J. Feedback valence, feedback style, task autonomy, and achievement orientation:Interactive effects on creative performance[J]. Journal of Applied Psychology,1998,83(2):261-276. [11] ZHOU J, SHALLEY C E. Research on employee creativity:A critical review and directions for future research[J]. Research in Personnel & Human Resources Management,2003,22(3):165-217. [12] PLUCKER J A, BEGHETTO R A. Why creativity is domain general, why it looks domain specific, and why the distinction does not matter[M]//Creativity:From Potential to Realization. Washington:American Psychological Association,2004:153-167. [13] WANG G, NETEMEYER R G. Salesperson creative performance:Conceptualization, measurement, and nomological validity[J]. Journal of Business Research,2004,57(8):805-812. [14] GILSON L L. How to be creative:A review of the practical outcomes associated with creativity at the individual, group, and organizational levels[M]//Handbook of Organizational Creativity. New York:Erlbaum,2008:303-322. [15] HARARI M B, REAVES A C, VISWESVARAN C. Creative and innovative performance:A meta-analysis of relationships with task, citizenship, and counterproductive job performance dimensions[J]. European Journal of Work and Organizational Psychology,2016,25(4):495-511. [16] BALDAUF A, CRAVENS D W. The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships[J]. European Journal of Marketing,2002,36(11/12):1367-1388. [17] BORUCKI C C, BURKE M J. An examination of service-related antecedents to retail store performance[J]. Journal of Organizational Behavior,2010,20(6):943-962. [18] LAGES C R, PIERCY N F. Key drivers of frontline employee generation of ideas for customer service improvement[J]. Journal of Service Research,2012,15(2):215-230. [19] AMABILE T M, PILLEMER J. Perspectives on the social psychology of creativity[J]. Journal of Creative Behavior,2012,46(1):3-15. [20] MARYLÈNE G, DECI E L. Self-determination theory and work motivation[J]. Journal of Organizational Behavior,2005,26(4):331-362. [21] AMABILE T M. Effects of external evaluation on artistic creativity[J]. Journal of Personality and |
|
Viewed |
|
|
|
Full text
|
|
|
|
|
Abstract
|
|
|
|
|
Cited |
|
|
|
|
|
Shared |
|
|
|
|
|
Discussed |
|
|
|
|