Research On The Mechanisms Of Promoting Work Performance By Social Capital Of Salespersons

The arrival of the ‘Low-profit Times’ has caused profound changes which taken place in the market.The ability to successfully sell products is the key to business development.Therefore,as the key human resources of the enterprise,the sales staff’s performance is very important to the enterprise.In this situation,how to improve the performance of sales staff is the focus of recent research.Research proves that social capital and innovation behavior will have an impact on corporate performance,but the research results are not targeted.So we use sales people as research objects,based on Nahapiet’s(1998)three-dimensional model of social capital,two-dimensional model of Liu Chunying’s(2018)innovative behavior and two-dimensional model of work performance of Wang Hui’s(2003),to construct social capital,innovative behavior and job performance.Then we build a relationship role model,according to the logic of“resource-behavior-performance”,we explore the mediating role of innovation behavior in the relationship between social capital and sales staff performance.In this study,we distributed the questionnaires to sales man in Changchun and Chengdu,and a total of 358 valid data were recovered.Under the premise that the reliability,validity and correlation analysis meet the requirements,we use the personal background such as gender and education as the control variable.We use regression analysis to test the relationship between social capital,innovation behavior and job performance,and explore the mediating role of innovation behavior.The following conclusions are drawn: 1,Social capital has a significant positive impact on salesperson performance;2,Social capital has a significant positive impact on salesperson innovation;3,Innovation has a significant positive impact on sales force performance;4,Innovative behavior plays a partial intermediary role in the relationship between social capital and performance.Based on the results of the data test,this study proposes the following recommendations for improving the performance of sales staff: 1,Businesses should help and support salespeople to build social capital.2,Enterprises should encourage individual innovation behavior of sales personnel;3,Companies need to establish and improve sales staff performance evaluation system.