The Research on the Relationship between Psychological Empowerment of Front-line Salespeople and Sales Performance in Logistics Enterprises

摘要

Empowerment is an effective method of improving perceived service quality and organization effectiveness.Many logistics enterprises have found out they have to empower front-line employees,especially front-line salespeople,in order to respond to customer demand immediately.And the success of empowerment depends on psychological empowerment of salespeople.This paper proposes the conceptual model of the relationship between psychological empowerment of front-line salespeople and sales performance in logistics enterprises,discusses the mechanism of the relationship between psychological empowerment and sales performance,and gives some suggestions that managers should reinforce psychological empowerment of front-line salespeople and enhance perceived service quality and sales performance from the perspective of human resource management practice.