영업 역량이 영업성과에 미치는 영향과 일터학습의 조절효과 -IT 영업 인력을 중심으로- = The Impact of Sales Competencies on Sales Performance and Moderating Effects of Workplace Learning -Focused on IT Salesforces-

다국어 초록 (Multilingual Abstract)

This study was designed to investigate the impact of sales competencies on sales performance and to verify moderating effects of workplace learning focused on IT salesforces. For this 237 salesforces from Korean IT company were targeted, data was collected and linear regression was executed. The results of this research are as follows. First, the impact of sales competencies and its competencies clusters on sales performance was positive(+). Second, workplace learning did not moderate between sales competencies and sales performance. Workplace learning of formal and incidental learning did not moderate between sales competencies and sales performance but informal learning did. In case of incidental learning it moderated between the impact & influence clusters of sales competencies and sales performance. This is an empirical research which examined moderating effects of formal, informal and incidental learning separately and checked moderating effect. Based on the result that sales competences effect on sales performance and the moderating effect of informal learning and incidental learning. It is required for sales HRD practitioners to make an effort to improve the opportunity of informal and incidental learning as a lifelong learning in the workplace as well as formal learning.

참고문헌 (Reference)

1 황미소, "호텔직원의 근무부서와 자기주도성이 서비스제공수준에 미치는 영향" 한국호텔외식관광경영학회 23 (23): 113-131, 2014

2 Spencer, L. M., "핵심역량모델의 개발과 활용" PSI컨설팅 1998

3 조윤형, "학습조직이 인지된 병원성과에 미치는 영향과 일터학습의 매개효과" 한국인력개발학회 14 (14): 87-110, 2012

4 이재영, "학습조직 구축수준과 성과의 관계에서 자기주도학습능력의 조절효과" 한국기업교육학회 15 (15): 81-105, 2013

5 신형재, "학습조직 구축과 조직유효성과의 관계에 있어 지식공유의 조절효과 분석" 한국경영교육학회 28 (28): 457-479, 2013

6 최우재, "학습이 성과에 미치는 영향" 35 (35): 60-76, 2012

7 이희수, "지식기반경제에서의 교육 패러다임 전환 논리의 재음미" 16 : 103-118, 2001

8 최유환, "중소기업 영업직원의 역량이 영업성과에 미치는 영향 : 직무만족, 조직몰입의 매개효과 중심으로" 중앙대학교 대학원 2015

9 차유석, "중소기업 내 일터학습과 직무태도간의 관계에 관한 연구" 한국전문경영인학회 17 (17): 263-281, 2014

10 임재원, "중소기업 근로자의 일터학습과 경력몰입 및 조직몰입의 관계" 한국농·산업교육학회 42 (42): 223-248, 2010

11 송영선, "조직문화 유형과 학습조직 수준 및 조직효과성 관계" 한국인력개발학회 11 (11): 115-151, 2009

12 박풍식, "제약산업의 전략, 영업사원역량, 조직구조가 경영성과에 미치는 영향" 한국인적자원관리학회 16 (16): 101-122, 2009

13 오헌석, "자동차 영업사원의 핵심역량에 관한 연구" 한국기업교육학회 12 (12): 41-68, 2010

14 이정금, "일터학습이 혁신성과 조직몰입 및 조직시민행동에 미치는 영향" 원격교육연구소 10 (10): 181-208, 2014

15 조수민, "인터넷정보보안 솔루션기업의 역량모델링 사례연구" 한국인적자원관리학회 19 (19): 53-74, 2012

16 하재홍, "외식기업의 내부마케팅 활동이 영업사원의 핵심역량과 직무만족에 미치는 영향" 한국호텔리조트학회 11 (11): 311-330, 2012

17 황창환, "영업직원의 직무만족에 영향을 미치는 영업역량에 관한 연구" 국제e-비즈니스학회 10 (10): 49-71, 2009

18 유명근, "영업교육과 개인역량이 영업사원의 직무몰입에 미치는 영향에 관한 연구" 인하대학교 대학원 2008

19 윤필현, "역량기반의 인적자원관리(CBHRM)체제 개발 - 종합유선 케이블TV 기업을 대상으로 -" 한국농·산업교육학회 40 (40): 167-194, 2008

20 윤정헌, "여행업 종사원의 동기부여 및 영업역량이 성과에 미치는 영향" 한국인적자원관리학회 16 (16): 103-118, 2009

21 Dubois, D. D., "업무성과 향상의 비결 컴피턴시" 이디에스 2000

22 백수정, "성인교육 퍼실리테이터 역량 개발: 필요 수준과 현재 수준간의 차이 분석을 중심으로" 원격교육연구소 8 (8): 59-85, 2012

23 김진모, "기업의 인적자원 개발을 위한 역량 중심의 교육과정 개발" 한국직업교육학회 20 (20): 109-128, 2002

24 안동윤, "기업 e-Learning의 무형식학습 특성에 대한 사례연구" 한국직업능력개발원 9 (9): 121-144, 2006

25 진성미, "경력 자본과 경력 아비투스: 경력과 일터학습" 원격교육연구소 9 (9): 73-92, 2013

26 위영은, "개념지도 작성에 근거한 무형식학습 개념의 형성 과정 탐구" 한국평생교육학회 16 (16): 107-130, 2010

27 Lambert, B., "World-class selling : New sales competencies" ASTD Press 2009

28 Fenwick, T., "Workplace learning: Emerging trends and new perspectives" 119 : 17-26, 2008

29 Powell, W., "Train today, sell tomorrow" 55 (55): 40-50, 2001

30 Dochy, F., "Theories of learning for the workplace : Building blocks for training and professional development programmes" Routledge 2011

31 Michaels, E., "The war for talent" Harvard Business Press 2001

32 Baker, W. E., "The synergistic effect of market orientation and learning orientation on organizational performance" 27 (27): 411-427, 1999

33 Rowden, R. W., "The role of human resource development in successful small to mid‐sized manufacturing businesses : A comparative case study" 6 (6): 355-373, 1995

34 Rowden, R. W., "The relationship between workplace learning and job satisfaction in small to mid-sized businesses in Malaysia" 3 (3): 307-322, 2000

35 Rowden, R. W., "The relationship between workplace learning and job satisfaction in US small to midsize businesses" 13 (13): 407-425, 2002

36 Rowden, R. W., "The relationship between workplace learning and job satisfaction in US small commercial banks" 16 (16): 69-90, 2004

37 Kim, S. K., "The relationship between salesperson competencies and performance in the Korean pharmaceutical industry" 16 (16): 259-271, 2005

38 Parry, S. B., "The quest for competences:competency studies can help you make HR decision, but the results are only as good as the study" 33 (33): 48-56, 1996

39 Swansin, R. A., "The purpose of human resource development is to improve organizational performance" 72 : 13-19, 1996

40 Coffield, F., "The necessity of informal learning" Policy Press 2000

41 Baron, R. M., "The moderator-mediator variable distinction in social psychological research : Conceptual, strategic, and statistics considerations" 51 (51): 1173-1182, 1986

42 Meyers, M. C., "The influence of underlying philosophies on talent management: Theory, implications for practice, and research agenda" 49 (49): 192-203, 2014

43 Rowden, R. W., "The impact of workplace learning on job satisfaction in small US commercial banks" 17 (17): 215-230, 2005

44 Beechler, S., "The global"war for talent"" 15 (15): 273-285, 2009

45 Spencer, L. M., "The emotionally intelligent workplace: How to select for, measure, and improve emotional intelligence in individuals, groups, and organizations" Jossey-Bass 45-82, 2001

46 Churchill Jr, G. A., "The determinants of salesperson performance : A meta-analysis" 22 (22): 103-118, 1985

47 Prahalad, C., "The core competencies of the corporation" 68 (68): 79-91, 1990

48 Boyatzis, R. E., "The competent manager:A model for effective performance" Wiley-Interscience 1982

49 Green, B., "The body in professional practice, learning and education: body/practice" Springer 15-33, 2015

50 Lucia, A. D., "The art and science of competency models" Jossey-Bass 1999

51 McClelland, D. C., "Testing for competence rather than for intelligence" 28 (28): 1-14, 1973

52 Sujan, H., "Smarter versus harder: an exploratory attributional analysis of salespeople's motivation" 23 (23): 41-49, 1986

53 Leigh, T. W., "Research priorities in sales strategy and performance" 21 (21): 83-93, 2001

54 Babakus, E., "Removing salesforce performance hurdles" 9 (9): 19-29, 1994

55 Anderson, E., "Perspectives on behavior-based versus outcome-based salesforce control systems" 51 (51): 76-88, 1987

56 Dunphy, D., "Organizational learning as the creation of corporate competencies" 16 (16): 232-245, 1997

57 Eraut, M., "Non‐formal learning and tacit knowledge in professional work" 70 (70): 113-136, 2000

58 White, R. W., "Motivation reconsidered:the concept of competence" 66 (66): 297-333, 1959

59 Merriam, S. B., "Learning in adulthood: A comprehensive guide" Jossey-Bass 2007

60 Garrick, J., "Informal learning in the workplace: Unmasking human resource development" Routledge 1998

61 Eraut, M., "Informal learning in the workplace" 26 (26): 247-273, 2004

62 Leslie, B., "Informal learning : The new frontier of employee & organizational development" 15 (15): 12-18, 1998

63 Marsick, V. J., "Informal and incidental learning in the workplace" Routledge 1990

64 Hunter, J. E., "Individual differences in output variability as a function of job complexity" 75 (75): 28-42, 1990

65 McClelland, D. C., "Identifying competencies with behavioral-event interviews" 9 (9): 331-339, 1998

66 Swanson, R. A., "Human resource development:Performance is the key" 6 (6): 207-213, 1995

67 Engeström, Y., "Expansive learning at work:Toward an activity theoretical reconceptualization" 14 (14): 133-156, 2001

68 Noe, R. A., "Employee training and development" McGraw-Hill 2013

69 Weitz, B. A., "Effectiveness in sales interactions: A contingency framework" 45 (45): 85-103, 1981

70 Thompson, A., "Delivering meaningful outcomes for your organization" 66 (66): 38-41, 2012

71 Warech, M. A., "Competency-based structured interviewing at the buckhead beef company" 43 (43): 70-77, 2002

72 현영섭, "Competency-based Curriculum(CBC)를 적용한 고객응대역량 모델링 및 CS교육프로그램 개발 사례 : H社의 판매 및 정비직을 대상으로" 한국인력개발학회 10 (10): 195-222, 2008

73 McLagan, P. A., "Competency models" 34 (34): 22-26, 1980

74 Rothwell, W. J., "Competency identification, modelling and assessment in the USA" 3 (3): 90-105, 1999

75 Yan, A., "Competency identification of sales staff in the agricultural seed industry: Evidence from seed firms in China" 37 (37): 513-524, 2009

76 Garavan, T. N., "Competencies and workplace learning: Some reflections on the rhetoric and the reality" 13 (13): 144-164, 2001

77 Ping, Z. Y., "Competences of frontline sales staff:A case study on a medicines sales company" 6 (6): 156-161, 2014

78 Minnick, W. A., "Behaviors and competencies of leaders/owners of small businesses: The independent sales agency" Capella University 2010

79 Cravens, D. W., "Behavior-based and outcome-based salesforce control systems" 57 (57): 47-59, 1993

80 Low, G. S., "Antecedents and consequences of salesperson burnout" 35 (35): 587-611, 2001

81 Jarvis, P., "Adult education and lifelong learning: Theory and practice" Routledge 2010

82 Behrman, D. N., "A role stress model of the performance and satisfaction of industrial salespersons" 48 (48): 9-21, 1984

83 Jacobs, R. L., "A proposed conceptual framework of workplace learning : Implications for theory development and research in human resource development" 8 (8): 133-150, 2009

84 Vinchur, A. J., "A meta-analytic review of predictors of job performance for salespeople" 83 (83): 586-597, 1998

85 Ollis, T., "A critical pedagogy of embodied education: Learning to become an activist" Palgrave Macmillan 2012

86 Lambert, B., "A competency model for entry level business-to-business services salespeople" 35 (35): 84-103, 2014