Collective Achievement Spirit and Salespeople’ Performance

• 발행기관: 한국유통과학회
• 저자명: Sudarti KEN1, Fachrunnisa OLIVIA2
• 간행물 정보: 『The Journal of Asian Finance, Economics and Business(JAFEB)』Vol. 8 No.6, 1057~1066쪽, 전체 10쪽
• 주제분류: 경제경영 > 경제학
• 파일형태: PDF
• 발행일자: 2021.06.30

영문 초록

The study aimed to investigate the concept of collective achievement spirit (CAS) developed from the need for achievement theory as a new approach to motivating salespeople. This study used a sample of 348 salespeople from the life insurance industry using a questionnaire. Data analysis technique employed structural equation modeling (SEM) with AMOS 22. The results showed that the spirit of empowering oneself and others in selling activities can improve sales performance. In addition, a customer-oriented team and a leadership style with a team spirit are believed to be the main motivators which enhances the enthusiasm of a sales person to achive the expected level of performance in sales related activities. The findings of this study suggest that increasing CAS in salespeople can be done through the staffing process policy in sales team by prioritizing core value ownership in individual salespeople, namely religious values oriented towards creating service value to customers. Efforts to improve the orientation of the team leader towards the achievement of team performance can be done by implementing a career break requirement policy or the requirements to become a salesteam leader.

목차

1. Introduction

2. Theoretical Background

3. Hypothesis Development

4. Research Methods

5. Results

6. Discussion and Conclusion

키워드

Collective Spirit Sales Team Strengths Selling Performance