近年來台灣百貨業市場規模不斷擴大，新的百貨公司不斷興起，競爭程度更趨激烈，各品牌如何在百貨通路中能永續經營並持續成長，專櫃銷售人員是成功的關鍵。 本研究以個案P公司百貨專櫃銷售人員為研究對象，並採非機率之便利抽樣進行調查。共計發出120份問卷，回收問卷供119份，有效問卷回收率為99%。利用因素分析、信度檢定、相關分析及迴歸分析進行驗證，其實證結果如下： 一、 主管之領導風格越傾向轉換型及交易型者，銷售人員之工作投入越高。 當主管領導風格傾向為轉換型，則銷售人員工作投入越高。 二、 主管之領導風格越傾向轉換型及交易型者，銷售人員之工作績效越好。 當主管領導風格傾向為交易型，則銷售人員之任務績效越好。 當主管領導風格傾向為交易型，則銷售人員之脈絡績效越好。 三、 銷售人員之內控傾向越高，其工作投入也越高。 四、 銷售人員之內控傾向越高，其工作績效也越佳。 內控傾向的銷售人員其任務績效較佳。 內控傾向的銷售人員其脈絡績效也較佳。 五、 銷售人員之工作投入越高，其任務績效越佳。 銷售人員之工作投入越高，其脈絡績效也越佳 以上研究，期望協助企業未來經營百貨專櫃選擇適當人才之參考。 The purpose of this study is to gain a better understanding of the effects of leadership style, promoters personality to the job performance, moreover, using the job involvement to an intermediate variable. This research was using the method of questionnaire survey together with various kind of statistic analysis and got the important discoveries are stated separately as follows: 1. The transformational leadership has the remarkable influence to promoter’s job involvement. 2. The transactional leadership has the remarkable influence to promoter’s task performance and contextual performance. 3. Internals personality has the disturbance effect to the job involvement. 4. Internals personality has the disturbance effect to the task performance and contextual performance. 5. Promoter’s job involvement has remarkable influence to task performance and contextual performance. Accordingly to the results of research, the advice has been offered to the department stores, companies, and others researchers.
