A Study On The Influencing Mechanism Of Employees' Issue Selling Willingness

With the fast pace of informationization and globalization, the environment which organizations depend on is gradually becoming more flexible. It's essential for organizations to be innovative, adaptive and flexible to keep their competitiveness in the fast-changing environment. The behavior of employees'finding out problems or potential opportunities for an organization and telling them to their supervisors can not only help their supervisors notice issues that may be neglected by them, but also help the organization to be more flexible and diversified.Acoording to past researches, this paper use issue selling to describe the above behavior of employees and constructs a modle of issue selling willingness influencing mechanism, with the two contextual cues leader-member exchange and perceived organizational support as variables, and with issue selling efficacy and Chinese traditionality as mediator and moderator respectively. Subsequently, comparative case study, questionnaire and statistics methods are all used to test the hypotheses raised in this paper, and the following conclusions are achieved:(1) In Chinses context, liking and loyalty, the two dimensions of leader-member exchange, as well as perceived organizational support are the main contextual factors which affect issue selling willingness.(2) Liking, loyalty and perceived organizational support are all positively related with issue selling willingness.(3) Liking and loyalty between an employee and his supervisor can affect his selling willingness directly, while the relationship between perceived organizational support and issue selling willingness is mediated by the mediator issue selling efficacy.(4) The moderating role that Chinese traditionality plays between issue selling efficacy and selling willingness is not proven in this research, and still waits to be verified.