The Influences of Sales Target Setting and Direct Supervisor on Emotions and Sales Performance

• Main Authors: Annie Kuo, 郭安妮
• Other Authors: Fang Tai Tseng
• Format: Others
• Language: zh-TW
• Published: 2007
• Online Access: http://ndltd.ncl.edu.tw/handle/66224652666596468533

碩士 === 國立交通大學 === 管理學院碩士在職專班經營管理組 === 95 === The sales person’s emotion will be influenced as they face the work pressure. Literatures indicate that if the organization can effectively enhance their positive emotion and lower their negative emotion, the sales person tends to work efficiently. It might be the key success for an organization in such a highly competitive society. That usually results in the design of a motivation system in an organization. This paper investigates the relationship between the sales target seeting, working emotion and the work performance for the sales persons. In other words, to answer that question that whether the positive and negative emotions work as mediators between sales target setting and sales performance. This research uses a questionnaire to collect data from the sales persons of the L company. Regression and the SEM (Structural Equations Model) methods are employed for analysis. The results are as follows. 1. The major determinant of the work performance in the L company is the sales target. The higher the sales target is set, the better the performance will be. 2. The negative emotion is significantly related to sales target, while the correlation between positive emotion and sales target is unsignificat. 3. The sales persons continue to remain high performance if they already have good performance. 4. The working emotions of the sales persons can be predicted by the responsiblity areas they belong to. 5. The working emotions are not related to the actual performance.