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现有自我监控人格对社会网络的影响研究中,通常关注的是连带关系一方自我监控水平,且不同学者的观点存在着较大的差异。而连带关系的建立与发展,是连带关系双方自我监控水平相互作用的结果。本文从关系双方自我监控水平组合来考察其对社会网络关系特征及销售绩效的影响。研究发现:自我监控水平越高,建立连带越快;短期内,自我监控水平越高,连带强度越高;长期中,自我监控水平越低,连带强度越高;销售人员和外部客户建立连带越快、连带强度越高,个体绩效越高;销售人员外部客户网络关系特征完全中介了连带双方自我监控水平组合对销售绩效的影响。
In the researches on the impact of self-monitoring personality on social networks, the common concern is the level of self-monitoring of the parties involved in the relationship, and there are big differences among different scholars. The establishment and development of the joint and several relations is the result of the interaction between self-monitoring level of both parties. This article examines the impact of the relationship between social networks and sales performance from the level of self-monitoring of both parties. The results show that: the higher the level of self-monitoring, the faster the establishment of joint-ventures; the higher the level of self-monitoring in the short term, the higher the associated intensity; the lower the level of self-monitoring in the short term, the higher the intensity of associated; the sales force and external customers Fast, with the higher the intensity, the higher the individual performance; sales network characteristics of external customers fully mediated the relationship between the self-monitoring of both parties and the impact on sales performance.