Research On Career Management And Loyalty Of SMEs' Salespersons Based On Psychological Contract

Since the reform and opening up,China SMEs' economy has played an important role in optimizing resource allocation and employment and improving economic efficiency,and has achieved dramatic development,which has become an important part of promoting China's economic development.In SMEs,it is not enough to increase the salesperson loyalty by relying on formal,legally effective agreements or improving employee benefits by traditional methods.Compared with institutional contracts,psychological contracts and career management play a very important role in improving the salespersons' loyalty.Career management can guide salespersons to give them a more accurate positioning,which can increase the salespersons loyalty.A psychological contract is a belief that employees are based on their relationship between their own and the organization,based on commitment and perception,and the responsibilities and obligations of each other and the organization,which will increase the salespersons' loyalty.This study attempts to explore the relationship between the career management of SMEs' salespersons' and the loyalty mechanism.The psychological contract is used as an intermediary to explore the interrelationship among the three through empirical analysis,and further validate the hypothesis in order to propose the constructive comments and suggestions for SMEs.In this paper,the methods of literature review and empirical research are adopted.Through reviewing the predecessors' literature and issuing questionnaires,this study have collected 637 questionnaires,including only 585 valid and conducted a series of statistical analysis,which included descriptive statistics analysis,regression and correlation analysis,etc.,further explored the relationship between career management and salespersons' loyalty,as well as a mediating effect of psychological contract between the career management and the salespersons' loyalty,the conclusions of this study are as follows:Firstly,career management and its dimensions(with the exception of training and information provision)have a significant positive effect on salespersons' loyalty;Secondly,the psychological contract acts as a partial intermediary in both career management and salespersons' loyalty.