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Effects of perceived organizational support and guanxi on salesperson performance: The mediation of customer need knowledge

Frontiers of Business Research in China volume 5, pages 422–435 (2011)Cite this article

Abstract

Based on data from car dealers in China, this study examines the impacts of perceived organizational support (POS) and guanxi on personal performance and the mediating role of customer need knowledge (CNK). Results indicate that salespersons’ POS and guanxi with customers have a positively influence on their CNK and job performance; their CNK is also positively related to job performance. Meanwhile, CNK acts as a full mediator between salespersons’ POS and their job performance, and as a partial mediator between salespersons’ guanxi with clients and their job performance.

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Authors and Affiliations

  1. Department, School of Business, Nanjing University, Nanjing, 210093, China

    Guocai Wang

  2. Marketing department, School of Business, Nanjing University, Nanjing, 210093, China

    Dong Liu

  3. School of Economics and Management, Nanjing University of Technology, Nanjing, 210009, China

    Xifeng Wang

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  1. Guocai Wang
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  2. Dong Liu
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  3. Xifeng Wang
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Correspondence to Dong Liu.

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Wang, G., Liu, D. & Wang, X. Effects of perceived organizational support and guanxi on salesperson performance: The mediation of customer need knowledge. Front. Bus. Res. China 5, 422–435 (2011). https://doi.org/10.1007/s11782-011-0138-z

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  • DOI: https://doi.org/10.1007/s11782-011-0138-z

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