自我监控人格对销售绩效的影响研究

销售人员绩效高低直接影响公司的生存与发展。现有自我监控与个体绩效的关系研究结果存在不一致。本文以保险销售员为研究对象，采用结构方程和层次回归方法，研究自我监控人格与个体销售绩效之间的关系，研究提出并验证了销售员自我监控人格与销售绩效呈倒“U”型关系的假设，期望能为提高企业绩效和销售管理有所贡献。

Self-Monitoring Personality and Sales Performance

Salesperson＇ s performance has direct of salesperson＇ s self-monitoring personality on impact on enterprises＇ survival and development. This paper study the influence sales performance. Available studies show that self-monitoring personality has inconformity impact on sales performance. This paper puts forward and tests the inverted U-shaped relation between the salesperson self-monitoring and sales performance based on data collected from sales person from six different insurance companies in Panzhihua city, China, adopted Hierarchical Regression Analysis to test the hypotheses of this study. It is hoped that this paper could extend the application of selfmonitoring theory in the theory and practice of sales management.