数字化时代销售人员自我领导行为对离职的影响  

Impact of Sales Employees’ Self-leadership Behaviors on Turnover in the Digital Era

作　　者：徐敏亚[1] 马力[1] 王为久 Xu Minya;Ma Li;Wang Weijiu(Guanghua School of Management,Peking University,Beijing 100871,China)

机构地区：[1]北京大学光华管理学院,北京100871

出　　处：《外国经济与管理》2021年第11期26-40,共15页Foreign Economics & Management

基　　金：国家自然科学基金重点项目(71632002);张志学教授主持的“组织情境下协同工作行为大数据研究”项目。

摘　　要：数字化时代的工作赋予了销售人员更强的自主性,自我领导行为因此愈发重要。本文探究销售人员的自我领导行为与其离职间的关系,并挖掘其作用机制。首先采用结构化访谈,发现销售人员利用数字化平台的自我领导行为体现在信息搜寻和内部社交上,反映了数字化时代平台赋能的特点。然后,我们融合自我控制理论和岗位嵌入性理论,构建了分析模型。定量研究使用了企业移动工作平台中销售人员的行为数据,采用生存分析模型和蒙特卡洛方法,发现销售绩效是自我领导与离职之间的中介变量:销售人员利用数字化平台的自我领导行为越多,其销售绩效越高;销售绩效高的员工离职可能性更低。研究结果从数字化时代的自我领导角度,为管理绩效与离职提供了理论和实践启示。In the digital era, the application of new technology tools has reshaped the original work pattern, changed the way employees accomplish tasks and interpersonal communication, and provided sales employees with more autonomy. As a result, self-leadership has become increasingly important.To investigate the impact of self-leadership on employee turnover in the digital era and its mechanism, this paper uses both qualitative and quantitative methods based on the sample of sales employees. First, using structured interviews, we discover that sales employees’ self-leadership behaviors are empowered by digital platform and manifested in active information seeking and internal social network building. Second, based on the self-control theory and the job embeddedness theory, we propose a theoretical model with the sales performance as a mediator. Using the behavior records of sales employees from a digital platform, we employ the survival model and Monte Carlo methods to analyze the data and find that sales performance plays a mediating role in the relationship between selfleadership and turnover. That is, the more self-leadership behaviors of sales employees on the digital platforms, the higher their sales performance;and the higher their performance, the less likely they turnover.The theoretical contributions of this paper are as follows: Firstly, this paper provides an in-depth understanding of the specific behaviors of successful self-lead sales employees in the digital era, and contributes to the scarce results on self-leadership in the Chinese context. Secondly, this paper enriches the research on the impact of self-leadership on employee turnover in the digital era. It expands the understanding of employee turnover by explaining the causes of turnover at the individual level from the perspective of self-leadership. Finally, this paper pioneers the use of objective employee behavior records from a mobile work platform as the data source for the empirical study, which is a very useful exploration. The findings also

关 键 词：自我领导 离职 销售绩效 销售人员 

分 类 号：F270[经济管理—企业管理]