销售人员人力资本投资对企业出口绩效的影响
发布时间：2018-10-29 17:37
【摘要】：企业员工素质是提高企业出口竞争优势的重要组成因素,这种素质主要体现在员工的知识技能水平与工作经验等方面。对于从事出口贸易的企业而言,销售人员素质直接关系到企业所生产的产品能否顺利卖出及企业出口收入的多少。销售人员素质的高低可通过企业对销售人员人力资本投资程度来体现。本文以反应整体销售人员能力的薪资水平与反应销售管理人员营销能力的销售费用率分别作为企业销售人员人力资本投资Ⅰ与Ⅱ的代理变量,利用短面板数据回归,研究企业销售人员人力资本投资与企业出口绩效的关系,实证结果显示:(1)销售人员人力资本投资I与企业出口绩效呈现显著的正向关系;(2)销售人员人力资本投资Ⅱ与企业出口绩效呈正“U”型关系;(3)初创企业销售人员人力资本投资Ⅰ与Ⅱ对企业出口绩效的正向促进作用比后入企业的大;(4)高研发强度企业提升销售人员人力资本投资I对企业出口绩效的正向促进作用更大;(5)企业所处行业的技术密集度越高,提升销售人员人力资本投资Ⅰ与Ⅱ对企业出口绩效的正向促进作用更大。
[Abstract]:The quality of employees is an important factor to improve the competitive advantage of enterprises export, which is mainly reflected in the level of knowledge and skills and work experience of employees. For the enterprises engaged in export trade, the quality of sales personnel is directly related to whether the products produced by the enterprises can be sold smoothly and the export income of the enterprises. The quality of sales personnel can be reflected by the degree of investment in human capital of sales personnel. This paper takes the salary level which reflects the ability of the whole salesperson and the sales expense rate of the marketing ability of the sales manager as the agent variable of the investment in human capital of the enterprise salesperson, and uses the short panel data to return, The relationship between human capital investment and export performance of sales personnel is studied. The empirical results show that: (1) there is a significant positive relationship between human capital investment and export performance; (2) there is a positive "U" relationship between the human capital investment of sales personnel and the export performance of the enterprise, (3) the positive promotion effect of the investment of human capital investment of the sales personnel of the start-up enterprise on the export performance of the enterprise is greater than that of the latter. (4) the high R & D intensity enterprise promotes the salesperson human capital investment I the positive promotion function to the enterprise export performance; (5) the higher the technical intensity of the industry, the greater the positive effect of improving the investment of human capital on the export performance of the enterprise.
【学位授予单位】：暨南大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F274;F752.62
本文编号：2298358
[Abstract]:The quality of employees is an important factor to improve the competitive advantage of enterprises export, which is mainly reflected in the level of knowledge and skills and work experience of employees. For the enterprises engaged in export trade, the quality of sales personnel is directly related to whether the products produced by the enterprises can be sold smoothly and the export income of the enterprises. The quality of sales personnel can be reflected by the degree of investment in human capital of sales personnel. This paper takes the salary level which reflects the ability of the whole salesperson and the sales expense rate of the marketing ability of the sales manager as the agent variable of the investment in human capital of the enterprise salesperson, and uses the short panel data to return, The relationship between human capital investment and export performance of sales personnel is studied. The empirical results show that: (1) there is a significant positive relationship between human capital investment and export performance; (2) there is a positive "U" relationship between the human capital investment of sales personnel and the export performance of the enterprise, (3) the positive promotion effect of the investment of human capital investment of the sales personnel of the start-up enterprise on the export performance of the enterprise is greater than that of the latter. (4) the high R & D intensity enterprise promotes the salesperson human capital investment I the positive promotion function to the enterprise export performance; (5) the higher the technical intensity of the industry, the greater the positive effect of improving the investment of human capital on the export performance of the enterprise.
【学位授予单位】：暨南大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F274;F752.62
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