본사의 강압적, 비강압적 파워가 영업사원의 직무성과, 직무만족, 이직의도에 미치는 영향

Abstract

The Influences of an Insurance Headquarter's Coercive and Noncoercive Power on its Salespersons' Job Performance, Job Satisfaction and Turnover Intention.

Abstract

The purpose of this study is to provide implications for efficient salesforce management under condition of rapidly changing marketing environment. We investigated the influences of insurance headquarter's power on its salespersons' job performance, job Satisfaction and turnover intention. Also this study examines moderating effect of switching costs between job performance and turnover intention, job satisfaction and turnover intention The data for survey obtained from 373 salespersons .This study were tested seven main hypotheses and moderating effect by estimating a structure equation model. The results shows as following : First, Headquarter's coercive power had a negative effect on job performance and job satisfaction. Second, Headquarter's non coercive power had a positive effect on job satisfaction. Third, Salespersons' job performance had a positive effect on job satisfaction. Forth, Salespersons' job performance and job satisfaction had a negative effect on their turnover intention. Finally, The moderating effect of switching costs is verified. Headquarter's coercive/non coercive power had a different effect on job performance, job satisfaction, turnover intention. Also the moderating effect of switching costs According to these results, we discussed some implications and future research directions.

Keyword : Coercive power, Noncoercive power, Job performance, Job satisfaction, Switching costs, Turnover intention.