Followership of Sales and Services Personnels

2016 Fiscal Year Final Research Report

• Project/Area Number: 26380580
• Research Category: Grant-in-Aid for Scientific Research (C)
• Allocation Type: Multi-year Fund
• Section: 一般
• 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): 2014-04-01 – 2017-03-31
• Keywords: フォロワーシップ / 組織アイデンティフィケーション / 組織アイデンティティ / 販売管理 / サービスマネジメント

Outline of Final Research Achievements

The researcher aims at examining how employees’ followership influences their intention to improve their service quality and not to leave their organization. He conducted empirical studies on interactions and conflicts between the headquarters and managerial boards (leadership) and subsidiaries or offshore employees (followership), and he presented his papers at 3 domestic conferences and at 3 international conferences. He identified both functions and dysfunctions of the headquarters focusing on certain organizational policies. For example, he found that when the headquarter defines roles and objectives of subsidiaries and/or offshore employees prior to conducting market research, it is no use leveraging organizational identification of offshore employees in charge. His paper is refereed and to be published in GSTF journal of Business Review.

Free Research Field

販売管理論