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다국어 초록 (Multilingual Abstract)

Good salespeople are the deciding factors in the success of an organization. In particular, the role of the retail salesperson takes on a more important role. Accordingly, the first purpose of this study is to understand the personal values of salespeople: secondly, to study the explanation personal values, adaptability, and customer orientation have on salesperson's performance. The third purpose is to understand the structural link among each of the explanatory factors related to salesperson performance. Lastly, with these research results as a foundation, to find the implications regarding management strategy plans of valuable salespeople for marketing researchers and sales managers.
Data was gathered at large distribution centers (department stores, discount stores, large supermarkets, large clothing stores, etc.), surveying 350 male and female salespeople between October 19, 1998. Of the 350 questionnaires distributed, 287 (82%) were returned. Eliminating the unusable ones, 226 of the 287 that were collected were used in the final analysis.
The results of the study are as follows:
First. the personal values of the salespeople surveyed were divided into self-oriented values and others-oriented. Second, along with adaptability and customer-orientation constructs, salespeople's personal values increased the salesperson performance determinant. Third, the direct effects determinants have on salesperson performance is shown as, in order, adaptability(482), customer orientation(424), others-oriented value(201), while the indirect effect, including overall effect, is shown to be, in order, adaptability(864), others-oriented value(505), customer orientation(424) and self-oriented value(363).
Consequently, first, through the examination of the salesperson's personal value structure, customer orientation, and adaptability, sales manager will be able to understand the salesperson and to use it in hiring and training salespeople.
Second, as the salesperson performance was demonstrated to be effected by personal values in this study in addition to customer orientation, adaptability, it will make a big contribution to the marketing researchers' theories on salesperson performance. In addition, it will help the sales manager recognize the role of the value of a salesperson's performance management. And finally, among the personal values, it is understood that others-oriented value has a big effect on salesperson performance, so a strategy for salesperson's performance management and reward system must be established in order for it to be applied effectively.

목차 (Table of Contents)

Ⅰ. 서 론
Ⅱ. 이론적 배경
Ⅲ. 연구문제 및 가설설정
Ⅳ. 연구방법
Ⅴ. 결과 및 논의

Ⅰ. 서 론
Ⅱ. 이론적 배경
Ⅲ. 연구문제 및 가설설정
Ⅳ. 연구방법
Ⅴ. 결과 및 논의
Ⅵ. 결론 및 제언

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개인적 가치, 고객지향성, 적응성과 판매원성과간의 관계에 대한 구조적 연구 = A Structural Analysis of the Relationships of Personal Values, Customer Orientation,Adaptability, and Salesperson Perfotmance

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