리더의 하향적 영향력 전술, 목표몰입, 팀 성과 간의 관계 = The Relationship between Downward Influence Tactic, Target Commitment, and Team Performance

국문 초록 (Abstract)

본 연구의 목적은 조직 내 리더가 사용하는 영향력 전술이 목표몰입 및 팀 성과에 미치는 영향을 확인하는 것이다. 특히, 리더의 영향력이 효과를 미치는 범위는 리더의 통제 범위 내에 있는 팀원이라는 점을 고려하여 팀 수준에서 연구를 진행하였다. 본 연구를 위하여 다양한 전술 유형 중 구성원 태도 및 성과에 가장 강한 영향을 미치는 것으로 밝혀진 리더의 합리적 설득과 상담을 영향력 전술 변수로 채택하였고, 영향력 전술에 강한 영향을 받는 결과로 밝혀진 목표몰입을 태도변수로 사용하였다. 마지막으로 성과변수는 실제 팀의 매출 변화를 측정하여 사용하였다. 이를 위해 리더의 영향력 전술, 목표몰입, 성과에 대한 이론적 논의들을 기초로 하여 여섯 개의 연구가설을 설정하였으며, 총 140개 팀, 420명으로부터 데이터를 수집하여 실증분석을 실시하였다. 연구결과를 살펴보면 리더의 합리적 설득과 상담 전술은 목표몰입에 정(+)의 영향을 미치는 것으로 나타났고, 목표몰입은 팀 성과에 정(+)의 영향을 미치며, 리더의 영향력 전술과 팀 성과의 관계는 목표몰입을 통한 간접효과를 갖는 것으로 밝혀졌다. 이러한 결과는 리더의 영향력 전술이 목표몰입을 통해 팀 성과에 영향을 미치는 경로를 확인시켜주는 것으로, 실제 팀 성과의 향상을 위해 리더의 적절한 영향력 전술 사용이 요구됨을 실증적으로 확인 해주고 있다.

다국어 초록 (Multilingual Abstract)

This paper investigates the relationship between leader's influence tactic, target commitment and team performance. The research design and analysis employed in this paper are all conducted at the team level. Yukl et al.(2008) indicates that rational persuasion and consultation are the core tactics among all eleven others, because these two tactics demonstrate the strongest relationship with target commitment. Following his research, we use rational persuasion and consultation as independent variables and target commitment as a mediator. The team performance is measured in the ratio of sales increasing. Data was collected from 420 members from 140 different teams. The results of the research are summarized as follows; First, both rational persuasion and consultation show positive effect on target commitment. Second, target commitment positively affects the team performance. Third, the relationship between influence tactic and team performance demonstrates an indirect effect only through target commitment.

목차 (Table of Contents)

• <요약>
• Ⅰ. 서론
• Ⅱ. 이론적 배경 및 가설
• Ⅲ. 연구방법
• Ⅳ. 분석 결과
• Ⅴ. 결론 및 제언
• 참고문헌

참고문헌 (Reference)

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