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

In: Liss 2014

Author

Listed:
  • Yilei Pei

    (Beijing Union University)

  • Wanxin Xue

    (Beijing Union University)

  • Dandan Li

    (Beijing Union University)

  • Jinping Chang

    (Beijing Union University)

  • Yong Su

    (95997 Unit of PLA)

Abstract

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.

Suggested Citation

  • Yilei Pei & Wanxin Xue & Dandan Li & Jinping Chang & Yong Su, 2015. "Research on the Relationship Between Empowerment and Sales Performance in E-Commerce Service Industry Enterprises," Springer Books, in: Zhenji Zhang & Zuojun Max Shen & Juliang Zhang & Runtong Zhang (ed.), Liss 2014, edition 127, pages 959-967, Springer.
    • Handle: RePEc:spr:sprchp:978-3-662-43871-8_138
    DOI: 10.1007/978-3-662-43871-8_138
    as

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