研究者情報 | 神奈川大学

カナザワ　ユウイチロウ Kanazawa Yuichiro 金澤　雄一郎所属神奈川大学経済学部経済学科/現代ビジネス学科職種教授
言語種別	英語
発行・発表の年月	2001
形態種別	学術雑誌
査読	査読あり
標題	Continuous learning as a mediator of the relationship between personality and sales performance : An empirical study on a Japanese information system company.
執筆形態	共著
掲載誌名	The Japanese Journal of Administrative Science
掲載区分	国内
出版社・発行元	The Japanese Association of Administrative Science
巻・号・頁	15(1),pp.29-45
担当範囲	Establishing a Research Framework, Statistical Analysis, Writing a Paper
担当区分	責任著者
著者・共著者	◎Naoto TSURU, Yuichiro KANAZAWA, Shinichiro WATANABE
概要	The importance of continuous learning for achieving sales success in ever-changing competitive environment is increasingly being recognized. We hypothesized that the positive relationship between conscientiousness and sales performance would be mediated by continuous learning. We tested the hypothesis by the structural equation model with latent variable using the data gathered from the 139 sales representatives working for a large Japanese information system company listed on the Tokyo Stock Exchange, We found that conscientiousness significantly affected on continuous learning, but that continuous learning did not significantly influence sales performance. Oour hypothesis was not supported by the data. We also found that openness to experience and the degree of the sales representative's perception of competitiveness in the market environment were positively correlated with continuous learning. We discuss implications of the study.
DOI	http://doi.org/10.5651/jaas.15.29