Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi

Yıl 2021, Cilt: 22 Sayı: 2, 385 - 399, 31.12.2021

Can Efecan Akhan , İlknur Tanrıverdi , Nebi Seren , Murat Hakan Altıntaş

https://doi.org/10.17494/ogusbd.1040450

Öz

İş müzakerelerinin başarı ile sonlandırılması her müzakerecinin öncelikli hedefidir. Etkili iletişim ve mizahi öğeler satış sürecinde müzakere perfor-mansında artışa, hatta yer yer gülmeyi tetikleyerek satış elemanına ve dolayısıyla satış sürecine yönelik olumlu hislerin oluşmasına yol açmaktadır. Bu bağlamda çalışma, satış elemanlarının kişisel mizah eğilimleri ve buna bağlı olarak iletişim yetenekleri ile müzakere performansları arasındaki ilişkiyi incelemektedir. Analiz sonuçları iletişim yeteneği ve kişisel mizah yönelimi ile müzakere performansı arasında beklendiği üzere pozitif ilişki olduğu sonucunu ortaya koymaktadır. Bunun yanı sıra satış sürecinde satış elemanla-rının kişisel mizah anlayışlarının satış performansı üzerindeki etkisinde müzakere iletişiminin aracılık rolü üstlendiği belirlenmiştir. Çalışmada analiz sonuçlarına bağlı olarak teorik ve pratik öneriler sunulmuştur. Satış elemanla-rı iletişimi güçlendiren bir faktör olarak mizahı, müzakere başarılarını arttırmak adına ölçülü olmak kaydıyla kullanabilirler.

Anahtar Kelimeler

mizah, müzakere, iletişim, müzakere performansı, PLS

Kaynakça

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