An Empirical Study Of The Relationship Among Transformational Leadership, Organizational Justice For Salesmen, And Selling Behavior

Under the increasing press of the market competition and the daily-new market environment, enterprises must learn how to adapt to the changing circumstances more actively. One of the most important elements that cannot be ignored is the leadership capacity of managing the company or the methods of running the business. It reflected from the management of the company. For the leadership of the company, the important method to strengthen the effectiveness of management is finding out what the employees are thinking about and taking the most proper way to manage them. How to put a positive effect on the staffs through the leadership behavior and make them doing the right thing for the company's good, it's still a problem deserved to be talked over deeply both in theory and practice.This essay supposed the sales as the given objects, tried to find out how the leadership methods influence the sales behavior and probe about the mutual affection-mechanism between the transformational leadership and the sales behavior. Based on the reference researching documents, this essay assumed a research assumption and set up a comprehensive theoretic model that includes several variables like transformational leadership, organizational justice, sales behavior etc.This research had investigated some sales from retail market, insurance market and financial market of Nanning, and 354 pieces of these surveys are valid. This essay applied reliability analysis, availability analysis, correlation analysis and structural educational model to verifying the assumption and the theory model by using the SPSS 17.0 and AMOS7.0(statistic and analysis) system. Estimate and judge the transformational leadership by his moral integrity demonstration, long-range vision encouragement, personality carefulness for staffs and personal charm; estimate and judge the organizational justice by distribution justice, process justice and mutual interflow justice. The analysis result indicated that transformational leadership with those four dimensionality, organizational justice and sale behavior with those three dimensionality are obviously present direct ratio. It's still been found that the distribution justice and mutual interflow justice are clearly appearing direct ratio with sales behavior. This result verified the mechanism that how the transformational leadership affect the sales behavior through the justice organization, and probe about the organizational justice as an intermediary in the mechanism how much influences it will bring.At last, Considering the limitations of this study is unavoidable, in the final chapter of the study, limitations of the study are addressed, and future research suggestions are provided.