文章基本信息

标题：Effects of perceived organizational support and guanxi on salesperson performance: The mediation of customer need knowledge
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作者：Guocai Wang ; Dong Liu ; Xifeng Wang 等
期刊名称：Frontiers of Business Research in China
印刷版ISSN：1673-7326
电子版ISSN：1673-7431
出版年度：2011
卷号：5
期号：3
页码：422-435
DOI：10.1007/s11782-011-0138-z
语种：English
出版社：Higher Education Press, co-published with Springer-Verlag GmbH
摘要：Based on data from car dealers in China, this study examines the impacts of perceived organizational support (POS) and guanxi on personal performance and the mediating role of customer need knowledge (CNK). Results indicate that salespersons’ POS and guanxi with customers have a positively influence on their CNK and job performance; their CNK is also positively related to job performance. Meanwhile, CNK acts as a full mediator between salespersons’ POS and their job performance, and as a partial mediator between salespersons’ guanxi with clients and their job performance.
关键词：perceived organizational support (POS); guanxi; customer need knowledge (CNK); salesperson performance