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| 影响销售创造力和销售绩效的双路径模型 | |
| 引用本文： | 潘伟娜,白新文.影响销售创造力和销售绩效的双路径模型[J].浙江大学学报(理学版),2017,44(2):206-213. |
| 作者姓名： | 潘伟娜 白新文 |
| 作者单位： | 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 |
| 基金项目： | 国家自然科学基金资助项目（71271203）；中国科学院知识创新工程重要方向项目（KSCX2-EW-J-8）. |
| 摘 要： | 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 |
| 收稿时间： | 2016-05-13 |
The dual pathway model affecting sales creativity and performance through two types of motivations |
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| PAN Weina,BAI Xinwen.The dual pathway model affecting sales creativity and performance through two types of motivations[J].Journal of Zhejiang University(Sciences Edition),2017,44(2):206-213. | |
| Authors: | PAN Weina BAI Xinwen |
| Institution: | 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 |
| 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. |
| Keywords: | sales creativity sales performance the dual-pathway creativity model intrinsic motivation prosocial motivation |
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