IT行业销售人员员工满意度实证研究

发布时间：2018-05-04 00:36

本文选题：IT行业 + 销售人员　；参考：《天津商业大学》2013年硕士论文

【摘要】：当今社会进入了信息化时代，信息技术行业（IT行业）随着信息时代的来临成为当今最有发展潜力的行业，也是技术创新和竞争最激烈的行业。企业的竞争归根结底是人才的竞争，谁拥有优秀的人才谁就掌握了市场的主动权。企业要想留住优秀的人才就要了解员工的工作生活满意度情况。销售人员是企业人力资源中流动性最大的员工群体，IT行业的销售人员是具有高学历高技术的知识型员工，他们具有普通销售人员和知识型员工的特点。本文选取IT行业的销售人员作为研究对象，试图通过设计出适合IT行业销售人员的员工满意度量表。通过满意度量表来了解IT行业销售人员的生活现状，帮助企业改善管理水平，帮助企业留住优秀的销售人才，提高企业的核心竞争力。在研究中，作者综合运用了文献研究法、企业访谈法、调查问卷法、比较分析法、统计分析法等多种研究方法，注重理论研究和实证研究的相结合。通过大量查阅国内外有关员工满意度研究资料发现，以往学者对员工满意度的研究往往是从纵向入手，选择一个或多个完整的企业或组织的全体员工作为研究对象，对某一群体的横向研究较少，，因此本文研究具有一定的理论意义。本文选取近几年发展迅猛的IT行业作为研究样本来源，选择IT行业的销售人员这一人员流动较大、追求实现职业理想的人群进行员工满意度的研究，从一定程度上反映出知识型销售人员的工作满意度状况，本研究具有一定的现实意义。本文通过采用问卷调查的形式，对IT行业的销售人员的满意度情况进行实证研究。在设计研究模型时，本文首先参考了阅读了大量有关满意度测量的资料，最终选择了在国外应用较为成熟的工作满意度量表（JSS）为基本模型，在参考国内学者杨玉文等（2010）学者对工作满意度量表（JSS）的本土化研究成果的基础上，保留了适合中国国情的五个满意度维度。此外，为了使本次调查更贴近员工实际，更具有现实意义。本文在设计问卷之前，选取个别企业进行了员工访谈。企业访谈过程中，通过与销售人员和部分管理者的交流，作者了解到了IT行业销售人员比较关注的工作问题。他们和其他员工岗位员工相比除了注重薪酬福利、晋升、人际关系等因素外，他们还比较重视培训和职业发展、工作方式及作息时间、行业及企业的发展前景，并希望自己能在企业中获得归属感。因此，在文本问卷模型中，作者添加了其他几个反映IT行业销售人员员工满意度的影响维度。本文最后确定了发展前景、上司、晋升、薪酬、职业发展、同事关系、工作本身、工作条件、归属感九个衡量员工满意度的维度。问卷初步设计完成后，通过小范围的预测试和有关专家老师的指导，最终确定了正式问卷。通过发放问卷收集数据，对问卷数据整理录入。本文主要运用SPSS19.0统计分析工具，对问卷的信度效度进行了分析，然后对问卷进行了因子分析。最后通过对问卷数据的整理得到IT行业销售人员的整体满意度情况，并针对不同人口统计学变量对员工满意度的影响做了分析。通过本文的研究分析，得出研究结果，天津地区的IT行业的销售人员对发展前景、晋升、工作本身、同事关系、薪酬五个满意度维度达到了满意，但对上司、职业发展、归属感、工作条件等维度的满意度较低，没有达到满意水平。人口统计变量中的性别、学历、年龄、工作职位等也会对员工满意度产生不同的影响，本文对此做了详细分析。本文最后从六个方面总结了IT行业的企业在销售人员的管理中存在问题，以及今后应该提高改进地方。并对提高IT行业的销售人员员工满意度提出了意见和建议。提高员工满意度对企业的发展是具有重大影响，国内外研究表明满意度高的企业，往往顾客满意度和盈利水平都较高，因此提高企业员工的满意度有重要的现实意义。文章结尾，作者提出了本文研究中存在的不足之处，IT行业销售人员的满意度模型和分析方法还可以进行更深入的研究和探讨，并对未来研究提出展望。
[Abstract]:With the advent of information age , IT industry ( IT industry ) has become one of the most developing industries in today ' s society , and it is also the most competitive industry in technology innovation and competition .

In the research , the author combines the research methods of literature research , enterprise interview , questionnaire , comparative analysis and statistical analysis , and focuses on the combination of theoretical research and empirical research .

This paper makes an empirical study on the satisfaction of the sales staff in IT industry by using the form of questionnaire . In the design of the research model , this paper first makes a reference to the information about satisfaction measurement , and finally selects the mature job satisfaction scale ( JSS ) as the basic model , and maintains five degree of satisfaction dimensions suitable for China ' s national conditions on the basis of the research results of the domestic scholar Yang Yuwen et al . ( 2010 ) on the work satisfaction scale ( JSS ) .

In addition , in order to make the survey closer to the practical and practical significance of the staff , the author has selected individual enterprises to conduct employee interviews before designing the questionnaire . In the course of interviews , the author has learned about the work problem that IT industry sales personnel pay attention to . In addition to paying attention to the factors such as salary benefit , promotion and interpersonal relationship , they also pay attention to the development prospect of training and career development , promotion and interpersonal relationship . In the text questionnaire model , the author adds several factors that reflect the employee satisfaction of IT industry sales staff . In the end , the paper determines the prospect , supervisor , promotion , salary , career development , colleague relationship , work itself , working condition , and the sense of belonging nine dimensions of employee satisfaction .

After the completion of the preliminary design of the questionnaire , the formal questionnaire was finally determined through the small - range forecasting test and the guidance of the relevant expert teachers . The data was collected through the questionnaire data collection . The reliability validity of the questionnaire was analyzed by SPSS 10.0 statistical analysis tools . Finally , the overall satisfaction of the sales personnel in IT industry was obtained through the collation of questionnaire data , and the influence of different demographic variables on employee satisfaction was analyzed .

Through the research and analysis of this paper , it is concluded that the sales force of IT industry in Tianjin area is satisfied with the development prospect , promotion , job itself , colleague relationship and salary five degree of satisfaction . However , the satisfaction of the supervisor , career development , sense of belonging and working condition is low , and the satisfaction level is not achieved . The gender , educational background , age , job position and so on in the demographic variables will have different influence on employee satisfaction . This paper makes a detailed analysis of this .

In the end , the paper summarizes the problems existing in the management of the IT industry , and puts forward suggestions and suggestions to improve the satisfaction of the employees in IT industry . At the end of the article , the author put forward some shortcomings in the research of the enterprise , and the satisfaction model and the analysis method of IT industry sales personnel can also carry out more in - depth research and discussion , and put forward the prospect of future research .

【学位授予单位】：天津商业大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F426.63;F272.92

【引证文献】