影响销售创造力和销售绩效的双路径模型
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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.
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.
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.
引文
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[26]CARMELI A,MCKAY A S,KAUFMAN J C.Emotional intelligence and creativity:The mediating role of generosity and vigor[J].Journal of Creative Behavior,2014,48(4):290-309.
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[29]SPIRO R L,WEITZ B A.Adaptive selling:Conceptualization,measurement,and nomological validity[J].Journal of Marketing Research,1990,27(1):61-69.
[30]BROWN T J,MOWEN J C,DONAVAN D T,et al.The customer orientation of service workers:Personality trait effects on self-and supervisor performance ratings[J].Journal of Marketing Research,2002,39(1):110-119.
[31]VANDEWALLE D,BROWN S P,CRON W L,et al.The influence of goal orientation and self-regulation tactics on sales performance:A longitudinal field test[J].Journal of Applied Psychology,1999,84(2):249-259.
[32]陈菲,白新文.绩效趋近目标导向与交易型领导对销售绩效的影响[J].浙江大学学报:理学版,2014,41(5):558-565.CHEN F,BAI X W.Effects of performance-approach goal orientation and transactional leadership on sales performance[J].Journal of Zhejiang University:Science Edition,2014,41(5):558-565.
[33]SILVER L S,DWYER S,ALFORD B.Learning and performance goal orientation of salespeople revisited:The role of performance-approach and performance-avoidance orientations[J].Journal of Personal Selling&Sales Management,2006,26(1):27-38.
[34]GRANT A M.Does intrinsic motivation fuel the prosocial fire?Motivation synergy in predicting persistence,performance,and productivity[J].Journal of Applied Psychology,2008,93(1):48-58.
[35]SUJAN H,WEITZ B A,KUMAR N.Learning orientation,working smart,and effective selling[J].Journal of Marketing,1994,58(3):39-52.
[36]PODSAKOFF P M,MACKENZIE S B,LEE J Y,et al.Common method biases in behavioral research:A critical review of the literature and recommended remedies[J].Journal of Applied Psychology,2003,88(5):879-903.
[37]WEST M A.Sparkling fountains or stagnant ponds:An integrative model of creativity and innovation implementation in work groups[J].Applied Psychology,2002,51(3):355-387.
[38]WHEELER L,REIS H T.Self-recording of everyday life events:Origins,types,and uses[J].Journal of Personality,1991,59(3):339-354.
[2]VERBEKE W,DIETZ B,VERWAAL E.Drivers of sales performance:A contemporary meta-analysis.Have salespeople become knowledge brokers?[J].Journal of the Academy of Marketing Science,2011,39(3):407-428.
[3]GRANT A M.Rethinking the extraverted sales ideal:The ambivert advantage[J].Psychological Science,2013,24(6):1024-1030.
[4]CHURCHILL JR G A,FORD N M,HARTLEY S W,et al.The determinants of salesperson performance:A meta-analysis[J].Journal of Marketing Research,1985,22(2):103-118.
[5]GONG Y,HUANG J C,FARH J L.Employee learning orientation,transformational leadership,and employee creativity:The mediating role of employee creative self-efficacy[J].Academy of Management Journal,2009,52(4):765-778.
[6]MARTINAITYTE I,SACRAMENTO C A.When creativity enhances sales effectiveness:The moderating role of leader-member exchange[J].Journal of Organizational Behavior,2013,34(7):974-994.
[7]李阳,白新文.内部动机和亲社会动机影响员工创造力的双路径模型[J].浙江大学学报:理学版,2015,42(6):661-668.LI Y,BAI X W.Effects of intrinsic motivation and prosocial motivation on employee creativity:An empirical investigation based on the dual pathway model[J].Journal of Zhejiang University:Science Edition,2015,42(6):661-668.
[8]NIJSTAD B A,DE DREU C K W,RIETZSCHEL E F,et al.The dual pathway to creativity model:Creative ideation as a function of flexibility and persistence[J].European Review of Social Psychology,2010,21(1):34-77.
[9]AMABILE T M.Creativity in Context[M].Boulder,CO:Westview Press,1996.
[10]ZHOU J.Feedback valence,feedback style,task autonomy,and achievement orientation:Interactive effects on creative performance[J].Journal of Applied Psychology,1998,83(2):261-276.
[11]ZHOU J,SHALLEY C E.Research on employee creativity:A critical review and directions for future research[J].Research in Personnel&Human Resources Management,2003,22(3):165-217.
[12]PLUCKER J A,BEGHETTO R A.Why creativity is domain general,why it looks domain specific,and why the distinction does not matter[M]//Creativity:From Potential to Realization.Washington:American Psychological Association,2004:153-167.
[13]WANG G,NETEMEYER R G.Salesperson creative performance:Conceptualization,measurement,and nomological validity[J].Journal of Business Research,2004,57(8):805-812.
[14]GILSON L L.How to be creative:A review of the practical outcomes associated with creativity at the individual,group,and organizational levels[M]//Handbook of Organizational Creativity.New York:Erlbaum,2008:303-322.
[15]HARARI M B,REAVES A C,VISWESVARAN C.Creative and innovative performance:A meta-analysis of relationships with task,citizenship,and counterproductive job performance dimensions[J].European Journal of Work and Organizational Psychology,2016,25(4):495-511.
[16]BALDAUF A,CRAVENS D W.The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships[J].European Journal of Marketing,2002,36(11/12):1367-1388.
[17]BORUCKI C C,BURKE M J.An examination of service-related antecedents to retail store performance[J].Journal of Organizational Behavior,2010,20(6):943-962.
[18]LAGES C R,PIERCY N F.Key drivers of frontline employee generation of ideas for customer service improvement[J].Journal of Service Research,2012,15(2):215-230.
[19]AMABILE T M,PILLEMER J.Perspectives on the social psychology of creativity[J].Journal of Creative Behavior,2012,46(1):3-15.
[20]MARYLENE G,DECI E L.Self-determination theory and work motivation[J].Journal of Organizational Behavior,2005,26(4):331-362.
[21]AMABILE T M.Effects of external evaluation on artistic creativity[J].Journal of Personality and Social Psychology,1979,37(2):221-233.
[22]AMABILE T M.Motivation and creativity:Effects of motivational orientation on creative writers[J].Journal of Personality and Social Psychology,1985,48(2):393-399.
[23]HENNESSEY B A,AMABILE T M.Reward,intrinsic motivation,and creativity[J].American Psychologist,1998,53(6):674-675.
[24]DE DREU C K W,WEINGART L R,KWON S.Influence of social motives on integrative negotiation:A meta-analytic review and test of two theories[J].Journal of Personality and Social Psychology,2000,78(5):889-905.
[25]HOEVER I J,VAN KNIPPENBERG D,VAN GINKEL W P,et al.Fostering team creativity:Perspective taking as key to unlocking diversity's potential[J].Journal of Applied Psychology,2012,97(5):982-996.
[26]CARMELI A,MCKAY A S,KAUFMAN J C.Emotional intelligence and creativity:The mediating role of generosity and vigor[J].Journal of Creative Behavior,2014,48(4):290-309.
[27]GRANT A M,BERRY J W,GINO F,et al.The necessity of others is the mother of invention:Intrinsic and prosocial motivations,perspective taking,and creativity[J].Academy of Management Journal,2011,54(1):73-96.
[28]李阳,白新文.善心点亮创造力:内部动机和亲社会动机对创造力的影响[J].心理科学进展,2015,23(2):175-181.LI Y,BAI X W.Creating for others:An experimental study of the effects of inrinsic motivation and prosocial motivation on creativity[J].Advances in Psychological Science,2015,23(2):175-181.
[29]SPIRO R L,WEITZ B A.Adaptive selling:Conceptualization,measurement,and nomological validity[J].Journal of Marketing Research,1990,27(1):61-69.
[30]BROWN T J,MOWEN J C,DONAVAN D T,et al.The customer orientation of service workers:Personality trait effects on self-and supervisor performance ratings[J].Journal of Marketing Research,2002,39(1):110-119.
[31]VANDEWALLE D,BROWN S P,CRON W L,et al.The influence of goal orientation and self-regulation tactics on sales performance:A longitudinal field test[J].Journal of Applied Psychology,1999,84(2):249-259.
[32]陈菲,白新文.绩效趋近目标导向与交易型领导对销售绩效的影响[J].浙江大学学报:理学版,2014,41(5):558-565.CHEN F,BAI X W.Effects of performance-approach goal orientation and transactional leadership on sales performance[J].Journal of Zhejiang University:Science Edition,2014,41(5):558-565.
[33]SILVER L S,DWYER S,ALFORD B.Learning and performance goal orientation of salespeople revisited:The role of performance-approach and performance-avoidance orientations[J].Journal of Personal Selling&Sales Management,2006,26(1):27-38.
[34]GRANT A M.Does intrinsic motivation fuel the prosocial fire?Motivation synergy in predicting persistence,performance,and productivity[J].Journal of Applied Psychology,2008,93(1):48-58.
[35]SUJAN H,WEITZ B A,KUMAR N.Learning orientation,working smart,and effective selling[J].Journal of Marketing,1994,58(3):39-52.
[36]PODSAKOFF P M,MACKENZIE S B,LEE J Y,et al.Common method biases in behavioral research:A critical review of the literature and recommended remedies[J].Journal of Applied Psychology,2003,88(5):879-903.
[37]WEST M A.Sparkling fountains or stagnant ponds:An integrative model of creativity and innovation implementation in work groups[J].Applied Psychology,2002,51(3):355-387.
[38]WHEELER L,REIS H T.Self-recording of everyday life events:Origins,types,and uses[J].Journal of Personality,1991,59(3):339-354.