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道德領導對道德銷售行為之影響 = The Effects of Ethi...

國立高雄大學經營管理研究所

道德領導對道德銷售行為之影響 = The Effects of Ethical Leadership on Ethical Sales Behavior : 人際公平所扮演的角色; The Role of Interpersonal Justice

紀錄類型:	書目-語言資料,印刷品 : 單行本
並列題名:	The Effects of Ethical Leadership on Ethical Sales Behavior
副題名:	人際公平所扮演的角色
作者:	黃寶儀,
其他團體作者:	國立高雄大學
出版地:	[高雄市]
出版者:	撰者;
出版年:	2014[民103]
面頁冊數:	40葉圖,表 : 30公分;
標題:	道德領導
標題:	Ethical Leadership
電子資源:	https://hdl.handle.net/11296/676u3z
附註:	108年10月31日公開
附註:	參考書目：葉22-29
摘要註:	相較於其他工作的員工而言，銷售人員須經常處在一個道德的壓力下。道德銷售人員的行為扮演著長期與顧客買賣關係的重要角色並發揮形成和維護與顧客間的銷售聯繫。道德領導對員工的行為和道德表現有著正向的影響。然而，鮮少有研究著眼於道德領導與道德銷售人員行為之間的關係。因此，本研究的主要目的是探討道德領導和道德銷售人員行為之間的關聯性。道德領導已被定義為一個領導者堅持高原則適當進行，如公平，誠實，與人際公平反映下屬與禮貌，尊嚴和尊重對待下屬。因此，本研究的第二個目的是探討人際公平對道德領導和道德銷售人員所扮演的影響。共有187組的研究對象，來自台灣的保險業務員以及該保險業務員的其中一名顧客配對成一份問卷。本實證研究使用最小平方法(Partial Least Squares, PLS)，對數據進行分析。理論上，本實證研究可以解釋道德領導如何透過人際公平來影響道德銷售行為的過程。在實證上，這個研究提供一個方向和建議給組織和領導者可透過對員工的尊重、禮貌和公平，讓領導者展現道德領導行為透過和員工之間建立人際公平，依序人際公平將會影響員工的道德銷售行為。 Salespeople are exposed to greater ethical pressures than individuals in many other jobs. Ethical sales behavior plays an important role to practices in the formation and maintenance of long-term buyer–seller relationships. Ethical leaders have a positive influence on employees' behavior and ethical conduct. However, there were few studies focusing on the relation of ethical leadership and ethical salesperson behavior. Therefore, the primary purpose of this research will explore the relationship between ethical leadership and ethical salesperson behavior. Ethical leadershiphasbeen defined that a leader adheres to high principles for proper conduct, such as fairness, and honest, and is related with interpersonal justice reflecting that subordinates are treated with politeness, dignity, and respect. Thus, a secondary purpose of this study is to explore the role of interpersonal justice on the relationship between ethical leadership and ethical salesperson behavior. 187 participants working in insurance companies in Taiwan were recruited in this study. This experimental study utilized the Partial Least Squares (PLS) technique, was used to analyze the data. In theory, this empirical study may provide an explanation how the ethical leadership may influence the ethical sales behavior through interpersonal justice. In practice, this study may provide the directions and suggestions for organizations and leaders that leaders may engage in ethical leadership behavior to interact with employees through respect, propriety, and justification to build the interpersonal justice with their employees, which in turn could affect the ethical sales behavior of employees.

道德領導對道德銷售行為之影響 = The Effects of Ethical Leadership on Ethical Sales Behavior : 人際公平所扮演的角色; The Role of Interpersonal Justice
黃, 寶儀

道德領導對道德銷售行為之影響 = The Effects of Ethical Leadership on Ethical Sales Behavior : 人際公平所扮演的角色 / 黃寶儀撰 - [高雄市] : 撰者, 2014[民103]. - 40葉 ; 圖,表 ; 30公分.
108年10月31日公開參考書目：葉22-29.
道德領導Ethical Leadership

道德領導對道德銷售行為之影響 = The Effects of Ethical Leadership on Ethical Sales Behavior : 人際公平所扮演的角色; The Role of Interpersonal Justice
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