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3536数字化时代的工作赋予了销售人员更强的自主性，自我领导行为因此愈发重要。本文探究销售人员的自我领导行为与其离职间的关系，并挖掘其作用机制。首先采用结构化访谈，发现销售人员利用数字化平台的自我领导行为体现在信息搜寻和内部社交上，反映了数字化时代平台赋能的特点。然后，我们融合自我控制理论和岗位嵌入性理论，构建了分析模型。定量研究使用了企业移动工作平台中销售人员的行为数据，采用生存分析模型和蒙特卡洛方法，发现销售绩效是自我领导与离职之间的中介变量：销售人员利用数字化平台的自我领导行为越多，其销售绩效越高；销售绩效高的员工离职可能性更低。研究结果从数字化时代的自我领导角度，为管理绩效与离职提供了理论和实践启示。
数字化时代销售人员自我领导行为对离职的影响
摘要
参考文献
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引用本文
徐敏亚, 马力, 王为久. 数字化时代销售人员自我领导行为对离职的影响[J]. 外国经济与管理, 2021, 43(11): 26-40.
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