【摘要】 销售管理的重点是通过沟通有效管理经常在外的销售人员。已有研究指出,沟通行为通过影响沟通质量来影响工作结果,同时也会通过影响角色压力来产生影响;前者强调结果,后者强调过程。沟通行为对工作结果的影响是双方面的。沟通行为先影响沟通质量,并通过它来影响角色压力,进而影响工作结果;沟通频度和双向沟通对提高感知沟通质量最有效。更多还原

【Abstract】 Salesperson needs work outside the company that lead to communicate difficultly with company.Studying the role of communication on salespersons’ job outcomes is important for sales force management.Prior literature found that communication behavior can influence job outcomes through two ways separately: one is through communication quality(the influence of communication outcome) and another is through role stress(the influence of communication process).This paper supposes that communication behavior influence job outcomes through two ways simultaneously and proposes an integrated framework.The result shows that effective communication behavior can lead to high communication quality,which can lower the role stress and influence salespersons’ job outcomes.Among four facts of communication behavior,communication frequency and bidirectional communication are the most effective.更多还原