기업의 판매역량이 성과에 미치는 영향: 영업사원의 기업에 대한 가치관 일치와 영업사원의 행동을 중심으로

Abstract

Salespeople are responsible for forming, maintaining, and developing relationships with customers, and have a direct impact on corporate performance. Therefore, managing salespeople effectively is very important, and values congruence of salespeople and companies is becoming important among management measures. It influences the behavior of salespeople by immersing themselves in companies and making efforts for the job, where the values congruence between the company and the salesperson. In this study, a combination of the effects of salesperson and entity value matching on salesperson