文献类型：会议论文

英文题名：Research on the Relationship Between Empowerment and Sales Performance in E-Commerce Service Industry Enterprises

作者：Pei, Yilei[1];Xue, Wanxin[1];Li, Dandan[1];Chang, Jinping[1];Su, Yong[2]

第一作者：裴一蕾

通讯作者：Pei, YL[1]

机构：[1]Beijing Union Univ, Coll Management, Dept Informat Management & Ecommerce, Beijing 100101, Peoples R China;[2]95997 Unit PLA, Beijing 100076, Peoples R China

第一机构：北京联合大学管理学院

通讯机构：[1]corresponding author), Beijing Union Univ, Coll Management, Dept Informat Management & Ecommerce, Beijing 100101, Peoples R China.|[1141755]北京联合大学管理学院;[11417]北京联合大学;

会议论文集：4th International Conference on Logistics, Informatics and Service Science (LISS)

会议日期：JUL 23-26, 2014

会议地点：Beijing Jiaotong Univ, Sch Econ & Management, Beijing, PEOPLES R CHINA

主办单位：Beijing Jiaotong Univ, Sch Econ & Management

语种：英文

外文关键词：E-Commerce service industry; Empowerment; Sales performance; On-site contact quality; Effect mechanism

摘要：At present, E-Commerce service industry plays an important role in E-commerce development. E-Commerce service industry enterprise's growth and development is inseparable from customers. How do salespeople in E-Commerce service industry enterprises grasp the key moment of contact with customers and enhance sales performance? This paper discusses sales performance of salespeople in E-Commerce service industry enterprises from the perspective of empowerment. Based on the literature of empowerment, this paper constructs the structure model of the relationship between empowerment and sales performance and verifies the theoretical hypothesis through the questionnaire of 203 salespeople. The research findings show that superior empowerment behavior has a significant positive effect on salespeople's perception of empowerment; salespeople's perception of empowerment has a significant positive effect on on-site contact quality; on-site contact quality has a significant positive effect on sales performance. This paper reveals the effect mechanism between salespeople's empowerment and sales performance in E-Commerce service industry enterprises.