カナザワ,ユウイチロウ   KANAZAWA, Yuichiro
  金澤 雄一郎
   所属   国際基督教大学教養学部 アーツ・サイエンス学科
   職種   教授
言語種別 英語
発行・発表の年月 2001
形態種別 研究論文
査読 査読あり
標題 Continuous learning as a mediator of the relationship between personality and sales performance : An empirical study on a Japanese information system company.
執筆形態 共著
掲載誌名 The Japanese Journal of Administrative Science
掲載区分国内
巻・号・頁 15(1),pp.29-45
著者・共著者 ◎Naoto TSURU, Shinichiro WATANABE
概要 The importance of continuous learning for achieving sales success in ever-changing competitive environment is increasingly being recognized. We hypothesized that the positive relationship between conscientiousness and sales performance would be mediated by continuous learning. We tested the hypothesis by the structural equation model with latent variable using the data gathered from the 139 sales representatives working for a large Japanese information system company listed on the Tokyo Stock Exchange, We found that conscientiousness significantly affected on continuous learning, but that continuous learning did not significantly influence sales performance. Oour hypothesis was not supported by the data. We also found that openness to experience and the degree of the sales representative's perception of competitiveness in the market environment were positively correlated with continuous learning. We discuss implications of the study.
DOI http://doi.org/10.5651/jaas.15.29