| 其他摘要 | As modern enterprise organizations emphasize the role of leadership, self-leadership—a special leadership strategy derived from the inside of individuals, has attracted more and more attention. Due to salespeople’ high work autonomy and performance results-oriented characteristics, it is of great practical implication to combine salespeople with self-leadership and sales performance. Previous studies at domestic and abroad have shown that self-leadership strategy can effectively promote the improvement of individual or organizational performance, but there is still no relevant research on how self-leadership affects sales performance among salespeople in China. Therefore, proceed from the specific leadership concept—self-leadership, this study aims to explore the mechanism of self-leadership on sales performance.Combined with self-regulation theory, social cognitive theory, intrinsic motivation theory, from the perspective of self-leadership, this study analyzed the relationship among salespeople self-leadership, sales self-efficacy and sales performance.Meanwhile, using locus of control to represent the individual difference of personality traits and motivation level, this study also discusses moderation effect of locus of control between salespeople self-leadership and sales self-efficacy, and between sales self-efficacy and sales performance. In this study, we adopt the existing mature measurement tools and collect 243 B2B salespeople questionnaires from domestic IT enterprises. According to data analysis by Amos20.0 and Process (Model 59),the results showed that :(1) salespeople self-leadership has a positive effect on sales performance;(2) sales self-efficacy plays a partial mediation effect role in the relationship between salespeople self-leadership and sales performance;(3) locus of control negative moderates the relationship between salespeople self-leadership and sales self-efficacy. Specifically, compared with external locus of control of salespeople, internal locus of control of salespeople, their sales self-efficacy is less affected by self-leadership;(4) locus of control positive moderates the relationship between sales self-efficacy and sales performance. Specifically, compared with external locus of control of salespeople, internal locus of control of salespeople, their sales self-efficacy has greater effect on sales performance.The study broadens the research of self-leadership in the group of salespeople, which is conducive to fully understand the internal mechanism and boundary conditions of salespeople self-leadership affecting sales performance. On the other side, the findings of this study provide theoretical value for enterprise managers and human resources departments on how to use salespeople self-leadership strategy to improve sales performance, and provide a good guidance implication for salespeople of recruitment, selection, training and other management issues. |
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