판매원이 지각하는 고용 불안정성이 고객지향성에 미치는 영향

The business activities such as reorganization, restructuring, job cuts have been occasionally made in enterprises in Korea, although it is not as much as the companies in the western advanced countries usually do. Through this phenomenon, employees feel unrest about their job. Due to the globally economic crisis in the present that about 18 years have passed, the employees are suffering again from job instability. The instability of employment such as salespeople are shown very highly, as it is a typical enterprise with high dependence on human resources. The objective of this research is to find out (a) the relationship between job insecurity and customer orientation, (b) the role of salespeople-company identification in moderating the relationship between job insecurity and customer orientation. Results showed that first, most of the salespeople are the more recognized job insecurity, the less customer orientation. Second, the more customer orientation, salespeople try to adaptive selling behavior and the better sales performance. Also, salespeople-company identification positively moderated the relationship between the perceived job insecurity and customer orientation. This paper discussed theoretical and practical implications of these findings.