ZIB公司外贸业务员胜任力模型与招聘应用研究
发布时间：2019-03-08 15:58
【摘要】：随着加入世界贸易组织,中国的市场开放程度日渐提高,与越来越多的国家签订了双边贸易自由化协定。这必然要求政府对外贸经营者的管理从过去的授权特许经营转变为自由备案经营。由此,过去依靠政府授权特许经营的政策红利占得先机的传统外贸企业就失去了特殊地位,进入了充分竞争的市场机制中。这种地位的转变要求传统外贸企业更加重视业务员这一关键人才的建设。对传统外贸企业而言,外贸业务员的绩效直接影响公司年度目标的完成状况。如何建设一支高绩效的业务员队伍成为传统外贸企业人力资源管理的重要任务。本文正是针对上述问题,运用现代人力资源管理工具“胜任力模型”理论,以笔者所在单位ZIB公司为案例,构建出外贸业务员岗位的胜任力模型结构并运用于招聘环节。主要内容为:1、概括综述国内外胜任力及胜任力模型研究现状,论述了胜任力理论的定义、历史发展、研究方法及胜任力模型的结构、要素。在此基础上,讨论了胜任力模型的构建方法和步骤。2、以ZIB公司外贸业务员为被试对象,采用行为事件访谈法,对访谈结果进行整理、特征编码,经过SPSS软件的数据处理,得出外贸业务员岗位初步的胜任力模型并加以检验,最终构建出ZIB公司外贸业务员岗位的胜任力模型。该胜任力模型包括“二项技能、三项能力、四项意识、五项素质”,即最底层的学习能力、灵活变通能力和沟通能力这三项能力,外层的市场开拓与维护技能、供应链管理技能这两项技能,中层的双赢意识、服务意识、风险意识、专业意识这四项意识,最里层的诚信、成就欲、责任心、严谨、坚韧性这五项素质。同时对模型在招聘中的应用进行了阐述。本文的研究结果构建出ZIB公司外贸业务员岗位的胜任力模型,对提高公司的招聘效率和甄选人才的针对性有实践意义。同时,ZIB公司在外贸行业具有非常典型的代表性,本研究结果对同类企业在外贸业务员的选拔招聘、培训开发、绩效与薪酬管理等人力资源管理工作具有参考意义。
[Abstract]:With China's accession to the World Trade Organization (WTO), China's market opening is increasing and bilateral trade liberalization agreements have been signed with more and more countries. This inevitably requires the government management of foreign trade operators from the previous authorized franchising to free record-keeping business. As a result, the traditional foreign trade enterprises, which used to rely on the policy dividends authorized by the government to take advantage of the opportunity, lost their special position and entered the fully competitive market mechanism. This change of status requires the traditional foreign trade enterprises to pay more attention to the construction of the key talents. For traditional foreign trade enterprises, the performance of foreign trade salesmen directly affects the achievement of the company's annual objectives. How to build a high-performance salesmen team has become an important task of human resources management in traditional foreign trade enterprises. In view of the above problems, this paper uses the theory of competency model of modern human resource management tool, and takes the ZIB company of the author as an example, constructs the competency model structure of the position of foreign trade salesperson and applies it to the recruitment link. The main contents are as follows: 1. The research status of competency and competency model at home and abroad is summarized, and the definition, historical development, research methods, structure and elements of competency model are discussed. On this basis, the construction method and steps of competency model are discussed. 2. Taking the foreign trade salesperson of ZIB Company as the subject, the interview results are sorted out, the feature coding is carried out, and the data processing of SPSS software is carried out by using the behavior event interview method. A preliminary competency model of foreign trade salesmen is obtained and tested. Finally, the competency model of foreign trade salesmen of ZIB Company is constructed. The competency model includes "two skills, three abilities, four consciousness, five qualities", that is, the lowest learning ability, the flexibility ability and the communication ability, and the outer market development and maintenance skills. Supply chain management skills these two skills, middle-level win-win awareness, service awareness, risk awareness, professional awareness of the four consciousness, the lowest level of integrity, achievement desire, responsibility, rigor, tenacity, these five qualities. At the same time, the application of the model in recruitment is described. The research results of this paper construct the competency model of foreign trade salesmen in ZIB Company, which is of practical significance to improve the recruitment efficiency and the pertinence of talent selection in the company. At the same time, ZIB Company has a typical representation in the foreign trade industry. The results of this study have reference significance for the similar enterprises to select and recruit foreign trade salesmen, training and development, performance and salary management and other human resources management work.
【学位授予单位】：电子科技大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92
，
本文编号：2436962
[Abstract]:With China's accession to the World Trade Organization (WTO), China's market opening is increasing and bilateral trade liberalization agreements have been signed with more and more countries. This inevitably requires the government management of foreign trade operators from the previous authorized franchising to free record-keeping business. As a result, the traditional foreign trade enterprises, which used to rely on the policy dividends authorized by the government to take advantage of the opportunity, lost their special position and entered the fully competitive market mechanism. This change of status requires the traditional foreign trade enterprises to pay more attention to the construction of the key talents. For traditional foreign trade enterprises, the performance of foreign trade salesmen directly affects the achievement of the company's annual objectives. How to build a high-performance salesmen team has become an important task of human resources management in traditional foreign trade enterprises. In view of the above problems, this paper uses the theory of competency model of modern human resource management tool, and takes the ZIB company of the author as an example, constructs the competency model structure of the position of foreign trade salesperson and applies it to the recruitment link. The main contents are as follows: 1. The research status of competency and competency model at home and abroad is summarized, and the definition, historical development, research methods, structure and elements of competency model are discussed. On this basis, the construction method and steps of competency model are discussed. 2. Taking the foreign trade salesperson of ZIB Company as the subject, the interview results are sorted out, the feature coding is carried out, and the data processing of SPSS software is carried out by using the behavior event interview method. A preliminary competency model of foreign trade salesmen is obtained and tested. Finally, the competency model of foreign trade salesmen of ZIB Company is constructed. The competency model includes "two skills, three abilities, four consciousness, five qualities", that is, the lowest learning ability, the flexibility ability and the communication ability, and the outer market development and maintenance skills. Supply chain management skills these two skills, middle-level win-win awareness, service awareness, risk awareness, professional awareness of the four consciousness, the lowest level of integrity, achievement desire, responsibility, rigor, tenacity, these five qualities. At the same time, the application of the model in recruitment is described. The research results of this paper construct the competency model of foreign trade salesmen in ZIB Company, which is of practical significance to improve the recruitment efficiency and the pertinence of talent selection in the company. At the same time, ZIB Company has a typical representation in the foreign trade industry. The results of this study have reference significance for the similar enterprises to select and recruit foreign trade salesmen, training and development, performance and salary management and other human resources management work.
【学位授予单位】：电子科技大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92
，
本文编号：2436962
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