판매종업원의 역할행동에 영향을 미치는업무열의요인에 관한 연구

In the current research, self-efficacy as personal resource variable, work values as personal vision variable and supervisory support as environmental variable were presumed to affect work engagement. And this study made efforts to explore if work engagement might have impact on the in-role behavior that is formally required of employees by the job description and impact on the extra-role behavior that is neither prescribed formally in the job description nor is directly related to work performance but is voluntary, not forcible, acts of employees which could contribute to organizational achievements. The results of this study that used car salespersons as subjects for empirical study are as follows. First, the work engagement of car salespersons had a positive impact upon both in- and extra-role behaviors. Second, it was found that work values, self-efficacy of car salespersons and supervisory support had positive influence on the work engagement. Third, work values, self-efficacy had more positive influence on the work engagement than supervisory support did. Finally, in the full model including direct paths from all of the exogenous variables to both in-role and extra-role behavior significant mediating roles of work engagement were explored in case of self-efficacy and work values only under the condition of in-role behavior. And self-efficacy also had direct impacts on both in-role behavior and extra-role behavior. This study by thus, suggests that work values and self-efficacy of the car salespersons should be managed to strengthen work engagement to lead to the in-role behaviors which can make the growth of a corporation.