The Impact Of Leader-member Exchange On Job Performance:Mediating Effect Of Perceived Insider Status

In order to enhance the company’s performance，alesperson plays a crucial role.Among the factors influencing performance，research about leader-member exchangehas attracted much attention in recent year. However，the conclusions between themare unconsent. Based on the problem， introducing some relevant mediating variablesor moderaters would be instructive. Some scholars have suggested that not onlyshould focus on the formation of a high level of leadership and membership， but alsoshould focus on the influence of the relationship on the perception of subordinates.Due to the characteristics of the sales work，it would generate the perception of“outsider” on salesmen easily. Therefore，to explore the mechanism of the influenceleader-member exchange on job performance，we take perceived insider status asmediator，On the basis of researching a large number of domestic and international literatures，combinning characteristics of sales job， this paper proposes a theoretical frameworkamong leader-member exchange，perceived insider status，and job performance.Through the way of questionnaire investigation， we completed the datacollection.Then.we test the reliability and validity of the scale with SPSS20.0，aimingto check the mediating role of PIS in the relationship between leader-memberexchange and job performance.The results reveal that four dimensions of leader-member exchange have positivelysignificant effects on the two dimensions of job performance；Therefore， perceivedinsider status fully mediates the relationship between leader-member exchange andjob performance.