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http://dx.doi.org/10.29214/damis.2018.37.4.016

The Effects of Salesperson' Self-directed Career Management on Firm's Marketing Competitiveness Advantage  

Suh, Yong-Han (Dept. of Global Business, Ulsan College)
Lee, Yeon-Ju (Dept. of Global Business, Ulsan College)
Publication Information
Management & Information Systems Review / v.37, no.4, 2018 , pp. 271-287 More about this Journal
Abstract
Salespersons play an important role in strengthening a firm's marketing competitiveness advantage because they provide service through the direct contact with customers. This research tests several hypothesized relationships between their career performances(incomes, job satisfaction and organizational commitment) and marketing comprtitiveness advantage. The data used in this study to measure the hypotheses is 'Human Capital Enterprise Panel Data 2015(5th) that was collected by Korea Vocational Training Institute. The results showed that the earnings was not significantly different depending on salesperson's self-directed career management. The job satisfaction and organizational commitment of the salesperson positively affected firm's marketing competitiveness advantage, but the effects of salesperson job satisfaction and organizational commitment on firm's marketing competitiveness advantage were not significantly different depending on salesperson's self-directed career management. This study confirmed that it is necessary to regard career movement as the significant resources of the marketing competitiveness advantage as self-directed career management rather than a negative point of view.
Keywords
Self-directed Career Management; Job Satisfaction; Organizational Commitment; Marketing Competitiveness Advantage;
Citations & Related Records
Times Cited By KSCI : 1  (Citation Analysis)
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