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

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

doi:10.17494/ogusbd.1040450

TR

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

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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Ayrıntılar

Birincil Dil

Türkçe

Konular

-

Bölüm

Araştırma Makalesi

Yazarlar

Can Efecan Akhan ^*
0000-0003-1731-0075
Türkiye

İlknur Tanrıverdi
0000-0001-6788-497X
Türkiye

Nebi Seren
0000-0003-4080-4823
Türkiye

Murat Hakan Altıntaş
0000-0001-8517-0540
Türkiye

Yayımlanma Tarihi

31 Aralık 2021

Gönderilme Tarihi

30 Nisan 2021

Kabul Tarihi

20 Aralık 2021

Yayımlandığı Sayı

Yıl 2021 Cilt: 22 Sayı: 2

DOI

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

IZ

https://izlik.org/JA23TE89UJ

APA

Akhan, C. E., Tanrıverdi, İ., Seren, N., & Altıntaş, M. H. (2021). Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi, 22(2), 385-399. https://doi.org/10.17494/ogusbd.1040450

AMA

1.Akhan CE, Tanrıverdi İ, Seren N, Altıntaş MH. Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi. 2021;22(2):385-399. doi:10.17494/ogusbd.1040450

Chicago

Akhan, Can Efecan, İlknur Tanrıverdi, Nebi Seren, ve Murat Hakan Altıntaş. 2021. “Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi”. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi 22 (2): 385-99. https://doi.org/10.17494/ogusbd.1040450.

EndNote

Akhan CE, Tanrıverdi İ, Seren N, Altıntaş MH (01 Aralık 2021) Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi 22 2 385–399.

IEEE

[1]C. E. Akhan, İ. Tanrıverdi, N. Seren, ve M. H. Altıntaş, “Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi”, Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi, c. 22, sy 2, ss. 385–399, Ara. 2021, doi: 10.17494/ogusbd.1040450.

ISNAD

Akhan, Can Efecan - Tanrıverdi, İlknur - Seren, Nebi - Altıntaş, Murat Hakan. “Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi”. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi 22/2 (01 Aralık 2021): 385-399. https://doi.org/10.17494/ogusbd.1040450.

JAMA

1.Akhan CE, Tanrıverdi İ, Seren N, Altıntaş MH. Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi. 2021;22:385–399.

MLA

Akhan, Can Efecan, vd. “Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi”. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi, c. 22, sy 2, Aralık 2021, ss. 385-99, doi:10.17494/ogusbd.1040450.

Vancouver

1.Can Efecan Akhan, İlknur Tanrıverdi, Nebi Seren, Murat Hakan Altıntaş. Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi. 01 Aralık 2021;22(2):385-99. doi:10.17494/ogusbd.1040450

Öz

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

Öz

Anahtar Kelimeler

Kaynakça

Ayrıntılar

Birincil Dil

Konular

Bölüm

Yazarlar

Yayımlanma Tarihi

Gönderilme Tarihi

Kabul Tarihi

Yayımlandığı Sayı

DOI

IZ

Kaynak Göster