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| 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 |
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Abstract According to the dual-pathway creativity model (DPCM), the current study investigates whether intrinsic motivation and prosocial motivation can affect creativity and job performance through flexibility pathway and persistence pathway. Based on the survey data from 212 salespersons, path analysis indicates that flexibility serves as the mechanism through two types of motivations which affect sales creativity and performance. Although, persistence can significantly influence sales performance, it fails to predict sales creativity. Furthermore, sales creativity is significantly related to sales performance. The results are discussed in terms of the generalization of the dual pathway creativity model in real work and its implication in explaining job performance.
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Received: 13 May 2016
Published: 08 July 2017
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影响销售创造力和销售绩效的双路径模型
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.
关键词：
销售创造力,
销售绩效,
创造力的双路径模型,
内部动机,
亲社会动机
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