| Project/Area Number |
24730371
|
|---|
| Research Category |
Grant-in-Aid for Young Scientists (B)
|
| Allocation Type | Multi-year Fund |
|---|
| Research Field |
Commerce
|
|---|
| Research Institution | Kyoto Sangyo University |
|---|
Principal Investigator |
FUKUTOMI Gen 京都産業大学, 経営学部, 准教授 (80387993)
|
|---|
| Project Period (FY) |
2012-04-01 – 2014-03-31
|
| Project Status |
Completed (Fiscal Year 2013)
|
| Budget Amount *help |
¥2,340,000 (Direct Cost: ¥1,800,000、Indirect Cost: ¥540,000)
Fiscal Year 2013: ¥780,000 (Direct Cost: ¥600,000、Indirect Cost: ¥180,000)
Fiscal Year 2012: ¥1,560,000 (Direct Cost: ¥1,200,000、Indirect Cost: ¥360,000)
|
|---|
| Keywords | 商学 / 販売 / 営業 / サービス / 人的資源管理 / 販売管理 / 販売員管理 / サービス業 |
|---|
| Research Abstract |
The aim of this study is to identify organizational factors that leverage performance of sales and service workers. It is desirable when talented and skilled workers intend to stay in their organization and are eager to serve their customers. Large-scale samples from food service industry were collected following a quantitative research of workers from various industries. For example, the effects (both positive and negative) of vision sharing and various types of leadership behavior are examined. It is interesting to note that vision statement of the organization has positive impacts on desirable consequences, but the future image proposal by leaders has negative impacts. Better or worse, leadership behaviors have significant impacts on sales and service workers' attitudes and behaviors. At the same time, these impacts vary according to the orientations of organization, workers, and customers toward universal (or customized) operation.
|
