earticle

영어

In the past studies, interfunctional coordination has been regarded as on of the principal drivers of various market performance. However, past studies have not explored how and when interfunctional coordination enhances salesperson capabilities. To address these research gaps, the present study aimed to identity the mediators and moderators of the relationship between deep acting and salesperson creativity. In detail, our research investigates the mediating effect of interfunctional coordination on the relationship between deep acting and salesperson creativity. The another objective of our research is to boundary conditions that strengthen the effects of interfunctional coordination and salesperson creativity. To test the hypotheses, we obtained data from 368 salespersons who were working in a department store in China. Also, to estimate the relationship among the variables, we proposed the research model which was constitute deep acting, interfunctional coordination, and salesperson creativity. The proposed research model was estimated using the PROCESS MACRO(Hayes, 2018). The results showed deep acting has a positive relationship with interfunctional coordination. Second, interfunctional coordimation was positively related to salesperson creativity. Third, deep acting and salesperson creativity was partially mediated by interfunctional coordination. Finally, the positive relationship between interfunctional coordination and salesperson creativity was stronger when self efficacy was high. On the basis of these findings, this research offers rich insights on the interfunctioal coordination and salesperson creativity which has been identified as a major challenge being faced by Chinese salesperson.