過去已有許多轉換型領導風格與工作績效之研究，然而國內極少數針對零售業進行研究，加上案例公司時值從業人員世代交替，對主管轉換型領導風格需求日益遽增，因此，本研究的目的為檢視轉換型領導是否會經由銷售工作價值觀，進而影響員工工作績效。
本研究以問卷調查的方式，收集個案公司第一線營業人員作為研究對象，問卷包含主管轉換型領導、銷售工作價值觀，工作績效則以個人實際兩年度業績成長率為準。研究發現轉換型領導與銷售價值觀呈現正向關係，而轉換型領導會透過他人肯定，進而影響工作績效。
本研究根據研究結果，提供案例公司具體的管理意涵如下：(1) 除了提供獎金獎勵，公開表揚也很重要；(2) 依據標竿人員工作價值觀建立招募遴選常模；(3) 定期進行組織氛圍或工作敬業度調查。

The research of transitional leadership has been thoroughly conducted for decades, however, few of those focused on retailers as a main topic. Yet it should be remembered that transitional leadership plays an important role in the process of company transformation. Therefore, the purpose of this study is to explore the relationship between transformational leadership and sales work value, and to further verify if work performance will be influenced by sales work value. To research the problem, data are collected from the questionnaire made by first tier employees of the company, in which the content includes transformational leadership, sales work value, and the individual performance based on actual growth rate of the past two years. The findings revealed that transitional leadership is positively proportional to sales work value. Furthermore, the work performance is influenced by transitional leadership through approval from the others. Based on the findings, some implications are provided as follows: (1) both bonus-providing and performance-recognition are equally important; (2) recruiting patterns should be based on the model sales work value; and (3) the level of company loyalty and working environment should be periodically surveyed.

論文審定書 i
中文摘要 ii
英文摘要 iii
目錄 iv
圖次 vi
表次 vii
第一章 緒論 1
第一節 研究背景與動機 1
第二節 研究目的 3
第三節 研究流程 4
第二章 文獻探討 6
第一節 領導風格 6
第二節 銷售工作價值觀 11
第三節 工作績效 13
第四節 各變項之間的關係 15
第三章 研究方法 17
第一節 研究架構與研究假設 17
第二節 研究樣本與施測程序 17
第三節 研究工具 18
第四節 共同方法變異之避免 21
第五節 分析方式 22
第四章 研究結果 23
第一節 描述性統計分析 23
第二節 轉換型領導風格驗證性因素分析及路徑分析結果 23
第三節 研究模型驗證性因素分析及路徑係數分析結果 27
第五章 研究結論與建議 31
第一節 研究結論 31
第二節 管理意涵 31
第三節 研究限制 33
參考文獻 35

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