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Empirical Research on the Role of Sales Outlets in Monozukuri Management

Research Project

Project/Area Number 16K03805
Research Category

Grant-in-Aid for Scientific Research (C)

Allocation TypeMulti-year Fund
Section一般
Research Field Management
Research InstitutionChuo University (2020-2021)
Yokohama National University (2016-2019)

Principal Investigator

Heller Daniel  中央大学, 国際経営学部, 特任教授 (00362096)

Co-Investigator(Kenkyū-buntansha) 本橋 永至  横浜国立大学, 大学院国際社会科学研究院, 准教授 (50707239)
佐藤 秀典  筑波大学, ビジネスサイエンス系, 准教授 (70588293)
Project Period (FY) 2016-04-01 – 2022-03-31
Project Status Completed (Fiscal Year 2021)
Budget Amount *help
¥4,420,000 (Direct Cost: ¥3,400,000、Indirect Cost: ¥1,020,000)
Fiscal Year 2020: ¥780,000 (Direct Cost: ¥600,000、Indirect Cost: ¥180,000)
Fiscal Year 2019: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000)
Fiscal Year 2018: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000)
Fiscal Year 2017: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000)
Fiscal Year 2016: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000)
Keywords組織能力 / 販売現場 / 自動車産業 / ホワイトカラー生産性 / ものづくり経営学 / 経営学 / ものづくり経営 / ものづくり / 販売活動 / 営業 / 従業委員満足 / 顧客満足 / 販売 / 従業員満足 / 経営組織 / 自動車 / 組織変革 / 営業活動
Outline of Final Research Achievements

This research focused on organizational capabilities at the sales outlet level through quantitative analysis of Japanese automobile dealers. In keeping with expectations from the literature, sales capabilities (which allow for an organization to respond to the needs of a region), marketing capabilities (which allow an organization to understand and differentiate its products), and leadership by the head of a sales outlet were found to have an effect on sales performance. The research found findings suggest that effective leadership will be different for a top salesperson and other salespeople. Interestingly and counterintuitively, behavior-controlling leadership was found to be more effective for top salesperson, while autonomy-enhancing leadership was found to be more effective for other salespersons. The research results suggests way for Japanese companies to improve their white-collar productivity, which has been found to be rather low in international comparative studies.

Academic Significance and Societal Importance of the Research Achievements

本研究では、商品の販売を設計・製造から流れる企業活動として捉え、販売現場からみた円滑な顧客への価値伝達を行う組織能力に注目した。東京圏の自動車ディーラーへの研究調査を2021年末に行い、販売店舗の組織能力とパフォーマンスを測定し、その関係性を統計的に分析した。ブランドやセグメントの特徴を超えた研究結果では、製造業における効率的な組織づくりによるホワイトカラーの労働生産性の向上をもたらせる可能性のあるマネジメント方法、とりわけ店長のリーダーシップの効果的な在り方を発見した。この結果を販売拠点で生かすことで、国際的に低いとされている日本のホワイトカラーの労働生産性強化が期待できる。

Report

(7 results)
  • 2021 Annual Research Report   Final Research Report ( PDF )
  • 2020 Research-status Report
  • 2019 Research-status Report
  • 2018 Research-status Report
  • 2017 Research-status Report
  • 2016 Research-status Report
  • Research Products

    (14 results)

All 2022 2021 2020 2019 2018 2017

All Journal Article (8 results) (of which Int'l Joint Research: 1 results,  Open Access: 5 results,  Peer Reviewed: 4 results) Presentation (5 results) (of which Int'l Joint Research: 2 results) Book (1 results)

  • [Journal Article] トヨタにおけるチーフ・エンジニアと生産工程開発:重層的ミドル構造の展開2022

    • Author(s)
      ダニエル・ヘラー、柴田裕通
    • Journal Title

      横浜経営研究

      Volume: 42号3・4巻 Pages: 61-77

    • Related Report
      2021 Annual Research Report
    • Open Access
  • [Journal Article] マーケティング・ケイパビリティとセールス・ケイパビリティの文献レビュー:販売現場の実証調査に向けたモデル構築2021

    • Author(s)
      木田世界、ダニエル・ヘラー
    • Journal Title

      西武文理大学サービス経営学部研究紀要

      Volume: 38 Pages: 31-40

    • Related Report
      2021 Annual Research Report
    • Open Access
  • [Journal Article] 営業組織における従業員満足と顧客満足の不一致2020

    • Author(s)
      木田世界
    • Journal Title

      横浜国立大学大学院国際社会科学府(経営学専攻博士論文)

      Volume: なし Pages: 1-260

    • Related Report
      2019 Research-status Report
    • Peer Reviewed
  • [Journal Article] Applying the Autonomation Concept to White-Collar Departments at Toyota Motors: The Basics of JKK (Ji Koutei Kanketsu)2020

    • Author(s)
      Manabe, Seiji & Heller, Daniel
    • Journal Title

      Yokohama National University, Faculty of Business Administration, Working Paper Series

      Volume: 333 Pages: 1-21

    • Related Report
      2019 Research-status Report
  • [Journal Article] アフターサービス重視の営業における店舗管理の研究に向けて2019

    • Author(s)
      木田世界
    • Journal Title

      組織学会大会論文集

      Volume: 8(1) Pages: 14-19

    • Related Report
      2019 Research-status Report
  • [Journal Article] A Literature Review on Kaizen : What Have We Learned over the Past 30 Years?2018

    • Author(s)
      Huaxing Shang
    • Journal Title

      横浜国際社会科学研究

      Volume: 22 Issue: 4・5・6 Pages: 127-139

    • DOI

      10.18880/00011605

    • NAID

      120006414096

    • URL

      https://ynu.repo.nii.ac.jp/records/8931

    • Year and Date
      2018-02-20
    • Related Report
      2017 Research-status Report
    • Peer Reviewed / Open Access
  • [Journal Article] Strategic Upgrading of an Overseas Subsidiary through Export Promotion Activities: The Case of Kuozui Motor2018

    • Author(s)
      Mihai Marinov, Shinya Orihashi, Yumi Kato, Daniel Heller
    • Journal Title

      International Journal of Automotive Technology and Management

      Volume: 17(4) Issue: 4 Pages: 369-384

    • DOI

      10.1504/ijatm.2017.10010251

    • Related Report
      2017 Research-status Report
    • Peer Reviewed / Open Access / Int'l Joint Research
  • [Journal Article] A tentative empirical study of the relationship between employee satisfaction and customer satisfaction at a Japanese auto dealer.2018

    • Author(s)
      木田世界
    • Journal Title

      Journal of Japan Society for Business Ethics Study

      Volume: 25 Issue: 0 Pages: 89-100

    • DOI

      10.20664/jabes.25.0_89

    • NAID

      130006701992

    • ISSN
      1343-6627, 2423-9925
    • Related Report
      2017 Research-status Report
    • Peer Reviewed / Open Access
  • [Presentation] アフターサービス重視の営業における店舗管理の研究に向けて: 標準の形成過程における店舗と本部の関係の事例研究2019

    • Author(s)
      木田世界
    • Organizer
      組織学会2019年度研究発表大会駒澤大学駒沢キャンパス(世田谷区)』2019年6月1日
    • Related Report
      2019 Research-status Report
  • [Presentation] A New Look at the Research Stream on Kaizen Management2018

    • Author(s)
      Shang Huaxing
    • Organizer
      Industry Studies Association
    • Related Report
      2017 Research-status Report
    • Int'l Joint Research
  • [Presentation] ドラッカーとスローンを『裏切った』GMの運命―日本への教訓―2017

    • Author(s)
      ダニエル・ヘラー
    • Organizer
      経営学史学会
    • Related Report
      2017 Research-status Report
  • [Presentation] Satisfying both Employees and Customers: A Comparative Case Study at the Sales Branches of a Japanese Automobile Dealer2017

    • Author(s)
      Kida Sekai
    • Organizer
      Industry Studies Association
    • Related Report
      2017 Research-status Report
    • Int'l Joint Research
  • [Presentation] サービス提供における従業員満足と顧客満足の両立に向けて―営業スタッフの協働に関する課題―2017

    • Author(s)
      木田世界
    • Organizer
      組織学会
    • Related Report
      2017 Research-status Report
  • [Book] Industries and Disasters: Building Robust and Competitive Supply Chains2017

    • Author(s)
      Takahiro Fujimoto, Daniel Heller
    • Total Pages
      314
    • Publisher
      Nova Science
    • ISBN
      9781536129052
    • Related Report
      2017 Research-status Report

URL: 

Published: 2016-04-21   Modified: 2023-01-30  

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