The Effect of Leadership Style on Turnover Intention of Salespeople: Incentive System as Moderating Variable

• Main Authors: Chou Pei-Chi, 周佩祺
• Other Authors: Dr. Hsu Chang-Hsien
• Format: Others
• Language: zh-TW
• Published: 2011
• Online Access: http://ndltd.ncl.edu.tw/handle/09121236349943228411

碩士 === 亞洲大學 === 經營管理學系碩士在職專班 === 99 === For most enterprises and organizations, the salespeople are responsible for developing new customer, maintaining good communication and relationship with existing customers, as well as keeping updated of the changing industry environment. With above function and higher training cost, salespeople are usually considered have more direct impact to the organization and its overall profit comparing with other functional groups. Study how to reduce the turnover of salespeople is very important from both practical and academic respect. With the purpose of researching how turnover behavior of salespeople is affected by supervisors’ leadership style and incentive system in the organization, more than 250 salespeople were surveyed through questionnaires and the result was analyzed. According to the analysis, both transformational and transactional leadership style can reduce the turnover intention of salespeople. In addition, transactional leadership style is more effective to reduce the turnover trend compare to the transformational style leadership. On the other hand, introducing proper incentive system to an organization can interfere the relation between leadership style and turnover intention. The research has found that the rewarding system can further reduce the turnover intention of salespeople under the leadership of transformational style. However, for the sales under the leadership of transactional style, the incentive system tend to reduce their working motivation and increases the turnover intention.