Transforming employee engagement into long-term customer relationships: Evidence from information technology salespeople in Taiwan

Benjamin J. C. Yuan; Michael B. H. Lin; Jia-Horng Shieh; Kuang-Pin Li

doi:10.2224/sbp.2012.40.9.1549

PDF (USD 29)

Published: Oct 31, 2012

DOI: https://doi.org/10.2224/sbp.2012.40.9.1549

Issue: Vol. 40 No. 9 (2012)

Keywords:

employee engagement, long-term customer relationships, information technology salespeople, Taiwan

Benjamin J. C. Yuan

National Chiao Tung University

Michael B. H. Lin

National Chiao Tung University

Jia-Horng Shieh

National Taipei College of Business

Kuang-Pin Li

Hsing Wu Institute of Technology

Cite this article: Yuan, B. J. C., Lin, M. B. H., Shieh, J.-H., & Li, K.-P. (2012). Transforming employee engagement into long-term customer relationships: Evidence from information technology salespeople in Taiwan. Social Behavior and Personality: An international journal, 40(9), 1549-1554.

Abstract

Full Text

References

Tables and Figures

Acknowledgments

Author Contact

In this study, we found that when information salespeople in Taiwan perceived more transformational leadership, they were more likely to show increases in work engagement development over time. Furthermore, increases in work engagement development influenced increases in service performance development, which therefore positively predicts increases in customer relationship development over time.

Please login and/or purchase the PDF to view the full article.

Article Sidebar

Main Article Content

Article Details