本文選題：自我監(jiān)控 + 社會網(wǎng)絡��； 參考：《財經(jīng)科學》2017年11期

【摘要】：現(xiàn)有自我監(jiān)控人格對社會網(wǎng)絡的影響研究中,通常關注的是連帶關系一方自我監(jiān)控水平,且不同學者的觀點存在著較大的差異。而連帶關系的建立與發(fā)展,是連帶關系雙方自我監(jiān)控水平相互作用的結(jié)果。本文從關系雙方自我監(jiān)控水平組合來考察其對社會網(wǎng)絡關系特征及銷售績效的影響。研究發(fā)現(xiàn):自我監(jiān)控水平越高,建立連帶越快;短期內(nèi),自我監(jiān)控水平越高,連帶強度越高;長期中,自我監(jiān)控水平越低,連帶強度越高;銷售人員和外部客戶建立連帶越快、連帶強度越高,個體績效越高;銷售人員外部客戶網(wǎng)絡關系特征完全中介了連帶雙方自我監(jiān)控水平組合對銷售績效的影響。
[Abstract]:In the current research on the influence of self-monitoring personality on social network, it is usually concerned about the self-monitoring level of the related party, and different scholars have different views. The establishment and development of the contiguous relationship is the result of the interaction of self-monitoring level between the two sides of the contiguous relationship. This paper investigates the influence of self-monitoring level combination on the relationship characteristics and sales performance of social network. The study found that: the higher the level of self-monitoring, the faster the establishment of association; in the short run, the higher the level of self-monitoring, the higher the intensity of association; in the long run, the lower the level of self-monitoring, the higher the intensity of association; the faster the sales staff and external customers establish joint and several, The higher the joint strength, the higher the individual performance; the characteristics of external customer network relationship of sales personnel completely mediate the influence of self-monitoring level combination of joint and several parties on sales performance.
【作者單位】： 西南財經(jīng)大學工商管理學院;四川中煙工業(yè)有限責任公司;
【基金】：國家自然科學基金項目“自我監(jiān)控人格對銷售績效的動態(tài)影響:社會網(wǎng)絡的視角”(71372208)
【分類號】：C912.3;F274

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