Research on the Relationship Between Empowerment and Sales Performance in E-Commerce Service Industry Enterprises

Yilei Pei (), Wanxin Xue (), Dandan Li (), Jinping Chang () and Yong Su
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Yilei Pei: Beijing Union University
Wanxin Xue: Beijing Union University
Dandan Li: Beijing Union University
Jinping Chang: Beijing Union University
Yong Su: 95997 Unit of PLA

A chapter in LISS 2014, 2015, pp 959-967 from Springer

Abstract: Abstract At present, E-Commerce service industry plays an important role in E-commerce development. E-Commerce service industry enterprise’s growth and development is inseparable from customers. How do salespeople in E-Commerce service industry enterprises grasp the key moment of contact with customers and enhance sales performance? This paper discusses sales performance of salespeople in E-Commerce service industry enterprises from the perspective of empowerment. Based on the literature of empowerment, this paper constructs the structure model of the relationship between empowerment and sales performance and verifies the theoretical hypothesis through the questionnaire of 203 salespeople. The research findings show that superior empowerment behavior has a significant positive effect on salespeople’s perception of empowerment; salespeople’s perception of empowerment has a significant positive effect on on-site contact quality; on-site contact quality has a significant positive effect on sales performance. This paper reveals the effect mechanism between salespeople’s empowerment and sales performance in E-Commerce service industry enterprises.

Keywords: E-Commerce service industry; Empowerment; Sales performance; On-site contact quality; Effect mechanism (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-662-43871-8_138

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DOI: 10.1007/978-3-662-43871-8_138

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