その他(学会発表)

基本情報

氏名 細井 謙一
氏名(カナ) ホソイ ケンイチ
氏名(英語) Hosoi Kenichi

著書,学術論文等の名称

Manager’s Indecisiveness: Effect on Salesperson’s Job Performance and Work Stress

単著・共著の別

共同

発行又は発表の年月

2018/06

発行予定

 

発行所,発表雑誌等又は発表学会等の名称

Global Sales Science Institute 12th Annual Conference, Vienna, Austria

巻・号

 

掲載ページ

 

概要

Research has shown that sales manager’s supervisory style plays a critical role in salesperson’s job satisfaction, performance and turnover intentions. Ability to make timely decisions with available information is one of the key traits of an effective successful manager tasked with leading salespeople for success in the competitive marketplace. This study examined the impact of manager’s indecisiveness on job performance and felt stress of salespeople. Results found that indecisiveness perceptions has a direct negative impact on job performance and increases stress. In addition, indecisiveness degrades the impact of job autonomy on felt stress and job performance. Jay Mulki, Northeastern University (USA), Jobst Görne, Hochschule Aalen (Germany), and Kenichi Hosoi, Hiroshima University of Economics (Japan)