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Followership of Sales and Services Personnels

Research Project

Project/Area Number 26380580
Research Category

Grant-in-Aid for Scientific Research (C)

Allocation TypeMulti-year Fund
Section一般
Research Field Commerce
Research InstitutionKyoto 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
Project Status Completed (Fiscal Year 2016)
Budget Amount *help
¥4,290,000 (Direct Cost: ¥3,300,000、Indirect Cost: ¥990,000)
Fiscal Year 2016: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000)
Fiscal Year 2015: ¥2,080,000 (Direct Cost: ¥1,600,000、Indirect Cost: ¥480,000)
Fiscal Year 2014: ¥1,300,000 (Direct Cost: ¥1,000,000、Indirect Cost: ¥300,000)
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 / 商業 / 販売員管理 / サービス・マネジメント / 離職 / リーダーシップ / マーケティング
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.

Report

(4 results)
  • 2016 Annual Research Report   Final Research Report ( PDF )
  • 2015 Research-status Report
  • 2014 Research-status Report

Research Products

(11 results)

All 2017 2016 2015 2014

All Journal Article (5 results) (of which Peer Reviewed: 4 results,  Acknowledgement Compliant: 3 results) Presentation (6 results) (of which Int'l Joint Research: 3 results)

  • [Journal Article] Dysfunction from Focusing on Overseas Business2017

    • Author(s)
      Gen Fukutomi, Yuko Yamashita, Wataru Uehara, Hiroyuki Fukuchi, and Masato Sasaki
    • Journal Title

      GSTF Journal on Business Review

      Volume: 5(1) Pages: 28-37

    • Related Report
      2016 Annual Research Report
    • Peer Reviewed / Acknowledgement Compliant
  • [Journal Article] Social Identity of Offshore Employees: When Do Organizational Identity and Identification Improve International Business Performance?2016

    • Author(s)
      Gen Fukutomi, Kenichiro Kuroiwa, and Keiko Kotani
    • Journal Title

      Proceedings in 2016 Annual Conference, Academy of Marketing Science

      Volume: -

    • Related Report
      2016 Annual Research Report
    • Peer Reviewed
  • [Journal Article] Dysfunction from Focusing on Overseas Business2016

    • Author(s)
      Gen Fukutomi, Yuko Yamashita, Wataru Uehara, Hiroyuki Fukuchi, and Masato Sasaki
    • Journal Title

      Proceedings in 5th Annual International Conference on Enterprise Marketing and Globalization

      Volume: 2016 Pages: 131-137

    • Related Report
      2016 Annual Research Report
    • Peer Reviewed / Acknowledgement Compliant
  • [Journal Article] Social Identity of Offshore Employees: When Do Organizational Identity and Identification Improve International Business Performance?2016

    • Author(s)
      Gen Fukutomi, Kenichiro Kuroiwa, and Keiko Kotani
    • Journal Title

      A Paper to be Presented at 2016 Annual Conference, Academy of Marketing Science

      Volume: forthcoming

    • Related Report
      2015 Research-status Report
    • Peer Reviewed / Acknowledgement Compliant
  • [Journal Article] Determinants of Sales Force Loyalty and Turnover Intention: How to Avoid an Undesirable Consequences of Their Desirable Behavior2015

    • Author(s)
      Gen Fukutomi
    • Journal Title

      京都マネジメントレビュー

      Volume: 26 Pages: 41-57

    • Related Report
      2014 Research-status Report
  • [Presentation] Social Identity of Offshore Employees: When Do Organizational Identity and Identification Improve International Business Performance?2016

    • Author(s)
      Gen Fukutomi, Kenichiro Kuroiwa, and Keiko Kotani
    • Organizer
      Academy of Marketing Science
    • Place of Presentation
      Walt Disney World Comtemporary Resort (Orlando, USA)
    • Year and Date
      2016-05-20
    • Related Report
      2015 Research-status Report
    • Int'l Joint Research
  • [Presentation] Social Identity of Offshore Employees: When Do Organizational Identity and Identification Improve International Business Performance?2016

    • Author(s)
      Gen Fukutomi
    • Organizer
      Academy of Marketing Science
    • Place of Presentation
      Orlando, USA
    • Related Report
      2016 Annual Research Report
    • Int'l Joint Research
  • [Presentation] Dysfunction from Focusing on Overseas Business2016

    • Author(s)
      Gen Fukutomi
    • Organizer
      Global Science and Technology Forum
    • Place of Presentation
      Singapore, Singapore
    • Related Report
      2016 Annual Research Report
    • Int'l Joint Research
  • [Presentation] 海外事業における『調査なきミッション』の危険性2015

    • Author(s)
      福冨言
    • Organizer
      日本フードサービス学会
    • Place of Presentation
      JFセンター(東京都・港区)
    • Year and Date
      2015-12-04
    • Related Report
      2015 Research-status Report
  • [Presentation] 中核人材の海外赴任:マーケティング成果との関連性について2015

    • Author(s)
      福冨言、山下裕子、鷲田祐一、上原渉、佐々木将人、福地宏之、澤田成章、黒岩健一郎
    • Organizer
      日本労務学会関西部会
    • Place of Presentation
      京都産業大学(京都府・京都市)
    • Year and Date
      2015-06-28
    • Related Report
      2015 Research-status Report
  • [Presentation] Managing Foreign Subsidiaries in Emerging Countries: Are They Different from Western Subsidiaries?2014

    • Author(s)
      Masato Sasaki, Yuko Yamashita, Yuichi Washida, Wataru Uehara, Gen Fukutomi, and Hiroyuki Fukuchi
    • Organizer
      17th. World Marketing Congress, Academy of Marketing Science
    • Place of Presentation
      Lima, Peru
    • Year and Date
      2014-08-06
    • Related Report
      2014 Research-status Report

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Published: 2014-04-04   Modified: 2018-03-22  

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