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korean management review - Vol. 45 , No. 1

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[ Article ]
korean management review - Vol. 45, No. 1, pp. 95-119
Abbreviation: kmr
ISSN: 1226-1874 (Print)
Print publication date 29 Feb 2016
Received 26 Jun 2015 Revised 14 Sep 2015 Accepted 15 Dec 2015
DOI: https://doi.org/10.17287/kmr.2016.45.1.95
The Effects of Governance-Motivation Fit on Sales Managers’ Performance of Start-up Company
Sang Duck Kim^* ; Suyoen Heo^**
*Professor, Department of Business Administration, Kyungnam University, First Author

**Doctoral Candidate, Department of Business Administration, Kyungnam University, Co-Author

결정권-동기 간 적합도가 창업기업 영업담당의 성과에 미치는 영향: CEO-영업담당 대상 양방향 연구
김상덕^* ; 허수연^**

*(주저자) 경남대학교 경영학부 교수 (sdkim@kyungnam.ac.kr)

**(공저자) 경남대학교 경영학부 박사과정 (wink0221@hanmail.net)

Abstract

A central question in governance is about how decision rights should be shared among members. Although prior governance research has provided insights into governance arrangements at the sales function level, it has overlooked the subtlety that governance configurations appropriate for different situations do not necessarily mirror those used for the sales function. The focus on sales functions as the unit of analysis therefore theoretically obscures the subtleties surrounding governance at the sales manager level.

Specialization within CEO and sales manager exacerbates such governance challenges in another underappreciated way: Sales managers generally use their regulatory focus strategies when they make a decision. A person’s regulatory focus is a specific strategic and motivational orientation that the person adopts during goal pursuit. This study seeks to address the fit between decision rights and regulatory focus, guided by the following research question: How does fit between decision rights and sales managers’ regulatory focus influence sales performance at the sales manager level. The paper conceptualized a sales governance configuration as centralization/decentralization of two classes of sales decision right-decision control rights and decision management rights.

To test the research model, data were collected from 108 CEO-sales manager dyads of start-up company of Gyeongnam Techno-park and KAIST Technology Business Incubation Center) in Korea. Hierarchical regression analysis was used to test the research model in which sales managers’ regulatory foci were hypothesized to have effects on two types of performances-quantitative performance and qualitative performance, and decision rights decentralization has moderating effects between the relationships. The results gave general supports foe the hypotheses, although there were some unsupported ones. As expected, sales managers’ promotion focus had a positive effect on the quantitative performance and prevention focus had a positive effect on the qualitative performance of him. In addition, there were interaction effects between promotion focus and decision control rights, and between prevention focus and both of decision rights.

초록

결정권은 거버넌스의 핵심요소로서 의사결정을 할 수 있는 권한이다. 이러한 결정권은 조직 및 의사결정자의 성과와 밀접한 관련이 있는데, 의사결정자의 특성과 결정권의 적합도에 따라서 성과에 미치는 영향이 달라질 수 있다. 본 연구에서는 이러한 의사결정자의 특성 중 의사결정자의 동기에 관심을 갖고 있으며, 최근 이 분야에서 가장 큰 관심을 받고 있는 조절초점과 결정권 간의 적합도가 성과에 어떠한 영향을 미치는 지 규명하고자 한다.

이러한 목적을 달성하기 위해 본 연구는 국내 창업기업의 CEO와 영업담당을 대상으로 양방향 설문조사를 실시하였고, 최종 108개 기업의 설문지를 수집하였다. 이를 대상으로 계층적 회귀분석을 실시한 결과 영업담당의 향상초점은 양적성과에, 예방초점은 질적성과에 正의 영향을 미쳤다. 다음으로 영업담당의 향상초점은 결정통제권과의 상호작용을 통해 양적성과에 正의 영향을 미쳤고, 예방초점은 결정통제권과의 상호작용을 통해서는 질적성과에 負의 영향을 결정관리권과의 상호작용을 통해서는 질적성과에 正의 영향을 미쳤다.


Keywords: Governance, Decision Rights, Regulatory Focus, Sales Performance, Start-up Company 키워드: 거버넌스, 결정권, 조절초점, 영업성과, 창업기업

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∙저자 김상덕은 현재 경남대학교 경영학부 마케팅전공 교수로 재직 중이다. 연세대학교 경영학과를 졸업하였고, 동대학원에서 마케팅 전공으로 석사와 박사를 취득하였다. 아모레퍼시픽 마케팅기획팀 대리, 삼성전자 유통연수소 과장, 한국유통연구원 부원장, Iowa State University 방문학자 등을 역임하였으며, 주요 연구분야로는 유통관리, 프랜차이즈, 소매경영, SCM, 관계마케팅, 화장품산업, 전자산업 등이 있다.

∙저자 허수연은 현재 범한산업㈜ 총무팀장으로 재직 중이다. 경남대학교 대학 및 경영대학원 경영학과를 졸업하였으며, 동 대학원 경영학과 박사과정에 재학 중이다. 국민안전처 청렴옴부즈만 위촉위원, 한국해양구조협회 감사위원을 역임하였고, 현재 국세문학 초청시인으로 활동 중이다. 주요 연구분야는 리더십, 내부마케팅, 브랜드 마케팅, 기업 메세나 등이다.