【作者】 万鹏宇； 杨新国；

【Author】 WAN Peng-yu;YANG Xin-guo;

【机构】 广西大学教育学院；

【摘要】 销售并取得利润是企业生产的最终目的,而一线营销队伍的稳定则关乎这个环节能否顺利完成。根据马斯洛需求层次理论,随着经济社会的发展,员工的追求不止步于物质追求,越来越多的学者发现工作满意度、心理报酬等精神需求影响员工的离职倾向。战略共识是组织中个体对组织领导关于组织决策的共鸣和理解以及由此引发的凝聚力、向心力和通力合作等,战略共识不只是体力上为组织效力,更是个体与领导在精神和思想上的互相肯定与高度契合。以往研究多关注战略共识对绩效创新等积极变量的影响,对离职倾向等负面变量的影响关注较少。一线销售由于业务外出等常常面临工作场所不固定、客户交流多于同事交流等问题,在职场中期望的人际关系与实际取得的人际关系存在质和量上均存在差距,容易产生职场孤独感。研究发现,职场孤独感会导致离职等问题。社会人假说指出个体因为社会需要产生工作动机,继而通过情感共识、人际互动等推进个体角色的社会化,这些也均会有效减少个体感知的孤独感。组织中的人际交往分为以效率为原则和以情感为原则两类,而以情感为原则尤其是中国文化背景下的上下级关系实质是下级在工作之外对上级进行的关系投入,在不同的上下级关系下,战略共识又会如何影响离职倾向,还不得而知。综上,本文以广西自治区与河南省制造业的434名一线销售为研究对象,探讨战略共识、职场孤独感、上下级关系和离职倾向之间的内在作用关系。研究结果表明:一线销售的战略共识对离职倾向具有显著的负向预测作用;职场孤独感在战略共识与离职倾向之间发挥着部分中介的作用;上下级关系在战略共识与离职倾向之间起着调节的作用。更多还原

【Abstract】 Getting profits are the ultimate goals of enterprises, and first-line marketing teams ’stability influence whether or not this link can be successfully. According to Maslow’s theory of demand level, with the development of economy and society, the pursuits of employees are not limited to material wealths, more and more scholars find job satisfaction, psychological compensation and other spiritual needs affect employees turnover intentions. Strategic consensus is spiritual combination of organization members. Among First-line sales, there is a gap, which comes from the actual quality and quantity of workplace loneliness between the desired one. Work motivations result from social needs, and then through emotional consensus, interpersonal interaction to promote the individual role of socialization, which will also effectively reduce the individual loneliness. Especially in the context of Chinese culture, how strategic consensus will affect the turnover tendency, is still unknown. Using a sample of 434 first-line sales from 12 manufacturing enterprises in Guangxi and Henan,the paper explored the effect relationships among strategic consensus,loneliness at workplace,supervisor–subordinate guanxi and turnover intention.Results revealed that strategic consensus had an negative impact on turnover intention;this relationship was mediated by loneliness at workplace;supervisor–subordinate guanxi moderated the relationship between strategic consensus and turnover intention.更多还原