• The Journal of the Korea Contents Association
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• v.18 no.4
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• pp.138-153
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• 2018

In the recent years, coaching leadership has been in the spotlight as being an essential human resources management strategy for improving organizational effectiveness in addition to strengthening the capacity of organizational members. Therefore, this study empirical analyses the effect of sales coaching on motivation and organizational effectiveness and the moderating effect of achievement needs. As a result, First, sales manager coaching appeared to have positive effect on the motivation and organizational effectiveness (job satisfaction, organizational commitment, job performance). Second, motivation appeared to have positive effect on organizational effectiveness. Third, achievement need appeared to have moderating effect in the relationship between sales manager coaching and organizational commitment. According to the study results, sales managers' coaching has positive effects on improving salespeople's performance as well as their levels of motivation, job satisfaction, and organizational commitment. In addition, this study proves that depending on the level of salespeople's need for achievement, the purpose and approach of coaching styles must be different to maximize the positive effects. This empirical study contributes to the theoretical as well as practical improvements of leadership coaching by verifying the conditional attributes for implementing effective sales managers' coaching for improving organizational effectiveness.

• CRM연구
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• v.3 no.1
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• pp.49-71
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• 2010

This study set out to shed more specific light onto sales managers' coaching and salespersons'organizational commitment and role perceptions, which have been proven to work as important variables in salespersons' performance. It thus conducted an in-depth investigation into the overall sale management activities of sales managers from five high-sales organizations and five low-sales organizations and analyzed differences between them. The interviews of the ten sales managers were combined and analyzed. As a result, the ones from the high-sales organizations demonstrated the following characteristics: first, the salespersons of the high-sales organizations were strongly committed to the goals and values of their organizations. Second, the salespersons of the high-sales organizations had clear perceptions of their roles and showed relatively fewer role conflicts than those of the low-sales organizations. Third, the sales managers of the high-sales organizations demonstrated coaching behavior strongly. They provided positive feedback and role models for the salespersons to follow, thus earning great respect from them and maintaining trust-based relationships with them. And finally, the sales managers' organizational commitment and role perceptions had positive impacts on the salespersons' organizational commitment and role perceptions. Those research findings indicate that sales managers' organizational commitment and role perceptions can be a positive role model to salespersons and that such a role model can have influences on salespersons' performances as part of the characteristics of coaching behavior.

• Korean Journal of Organic Agriculture
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• v.27 no.2
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• pp.133-146
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• 2019

This study analyze the certified management bodies for rural convergence industry promotion in Jeonnam province. The main results are as follows. Firstly, both certified management bodies and committee members are positive about the prospects of the 6^th industry, and they also agree on the need for 6^th Industrial accreditation system. Secondly, The 6^th industry affects "creation of value added" and "linked to regional agriculture." In other words, we can see that the 6^th industry can contribute to creating new values and linking regional agriculture. Finally, in order to foster certified management bodies for the 6^th industry, the management bodies put joint promotion, marketing and sales support on a priority basis, and was interested in supporting commercialization, such as on-site coaching, while the expert committee put priority on fostering the search for profit models, placing importance on supporting commercialization such as customized coaching.