Research on the Relationship Between Empowerment and Sales Performance in E-Commerce Service Industry Enterprises

被引：2

作者：

Pei, Yilei ^{[1
]}

Xue, Wanxin ^{[1
]}

Li, Dandan ^{[1
]}

Chang, Jinping ^{[1
]}

Su, Yong ^{[2
]}

机构：

[1] Beijing Union Univ, Coll Management, Dept Informat Management & Ecommerce, Beijing 100101, Peoples R China

[2] 95997 Unit PLA, Beijing 100076, Peoples R China

来源：

LISS 2014 | 2015年

关键词：

E-Commerce service industry; Empowerment; Sales performance; On-site contact quality; Effect mechanism;

D O I：

10.1007/978-3-662-43871-8_138

中图分类号：

T [工业技术];

学科分类号：

08 ;

摘要：

At present, E-Commerce service industry plays an important role in E-commerce development. E-Commerce service industry enterprise's growth and development is inseparable from customers. How do salespeople in E-Commerce service industry enterprises grasp the key moment of contact with customers and enhance sales performance? This paper discusses sales performance of salespeople in E-Commerce service industry enterprises from the perspective of empowerment. Based on the literature of empowerment, this paper constructs the structure model of the relationship between empowerment and sales performance and verifies the theoretical hypothesis through the questionnaire of 203 salespeople. The research findings show that superior empowerment behavior has a significant positive effect on salespeople's perception of empowerment; salespeople's perception of empowerment has a significant positive effect on on-site contact quality; on-site contact quality has a significant positive effect on sales performance. This paper reveals the effect mechanism between salespeople's empowerment and sales performance in E-Commerce service industry enterprises.

引用

页码：959 / 967

页数：9

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