保险业师徒关系对营销员销售绩效的影响研究——情绪智力及目标取向的角色

被引：1

作者：

陈国平

陈俊松

机构：

[1] 武汉科技大学管理学院

来源：

重庆大学学报(社会科学版) | 2016年 / 22卷 / 06期

关键词：

师徒关系; 销售绩效; 情绪智力; 目标取向; 保险营销员;

D O I：

暂无

中图分类号：

F272.92 [人事管理];

学科分类号：

1201 ;

摘要：

基于社会学习理论,采集了5家保险企业428名营销员数据,探讨了师徒关系对保险营销员销售绩效的影响机制,并揭示了个体情绪智力的中介作用以及目标取向的调节机制。研究结果表明:师徒关系对营销员情绪智力、销售绩效均有正向影响;情绪智力在师徒关系影响销售绩效的过程中具有部分中介作用;个体目标取向是师徒关系影响销售绩效的调节机制,证明目标取向与学习目标取向在师徒关系对销售绩效的影响中具有显著调节效果,而回避目标取向则不具显著的调节效果。研究结果对于保险业中更好应用师徒关系以培养营销员、提升保险销售绩效以及改善保险业销售形象均具有重要启示。

引用

页码：70 / 78

页数：9

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