The Research on the Relationship between Psychological Empowerment of Front-line Salespeople and Sales Performance in Logistics Enterprises
Empowerment is an effective method of improving perceived service quality and organization effectiveness.Many logistics enterprises have found out they have to empower front-line employees,especially front-line salespeople,in order to respond to customer demand immediately.And the success of empowerment depends on psychological empowerment of salespeople.This paper proposes the conceptual model of the relationship between psychological empowerment of front-line salespeople and sales performance in logistics enterprises,discusses the mechanism of the relationship between psychological empowerment and sales performance,and gives some suggestions that managers should reinforce psychological empowerment of front-line salespeople and enhance perceived service quality and sales performance from the perspective of human resource management practice.
front-line salespeople psychological empowerment perceived service quality sales performance
XU Zhengliang PEI Yilei
School of Management,Jilin University,Changchun 130022,Jilin Province,China
国际会议
2008 International Conference on Lofistics Engineering and Supply Chain(2008物流与供应链管理国际研讨会)
长沙
英文
398-403
2008-08-20（万方平台首次上网日期，不代表论文的发表时间）