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本文从组织层面探讨了销售控制体系如何影响销售绩效,是直接影响还是通过中介变量间接影响。通过问卷调研,并运用SPSS和LISREL统计分析软件得出实证检验结果:销售控制体系是通过组织承诺间接影响销售绩效;行为控制体系对心理承诺、成就感均有显著的正向影响作用,对消极情感有负向影响作用;结果控制体系对成就感、消极情感均有显著的正向影响效应。
This article explores how the sales control system affects sales performance at the organizational level, either directly or indirectly through intermediary variables. Through the questionnaire survey and SPSS and LISREL statistical analysis software, the empirical test results are obtained: the sales control system indirectly influences the sales performance through the organizational commitment; the behavior control system has a significant positive impact on the psychological commitment and the sense of accomplishment; Emotion has a negative effect on the results; the results of the control system on the sense of accomplishment, negative emotions have a significant positive effect.