A单位电销员工人格特点与工作绩效的相关性研究

发布时间：2018-11-02 20:48

【摘要】：随着当今市场经济的快速发展,企业之间的竞争都归根于人才之间的竞争,如何拓展市场并进一步占领更多的市场份额,这与企业内的营销员工关系密切,营销员工能否产生绩效,及绩效的高低,显著影响着一个公司的生存和发展,对教育培训行业尤其如此。因为教育培训行业中中小型企业数量占到总数的80%以上,而这些中小型教育培训公司的总员工数量中营销型员工占总员工的80%以上,而影响营销员工绩效高低的因素颇多,但其中与营销员工本身人格特点关系密切。本文在近年来国内外有关人格特质和工作绩效之间的关联研究的理论基础上进行综合研究。首先简要综述了国内外有关人格特质和工作绩效的研究慨况及最新进展,并加以归纳总结,然后运用人格研究的经典理论模型大五人格理论和九型人格理论及任务绩效和关系绩效理论,结合A单位的基础情况下设计监控量表和问卷,并对A单位电销员工人格特点进行全面调查、访谈并同时对他们的工作绩效进行统计汇总,剖析两者之间的联系.本文重点运用人格理论和绩效理论针对性地分析原因,得出两者的相关规律并找出那些显著影响着员工发挥自身能力和提升工作绩效的人格特点.接着对销售员工的人格特质与工作绩效的关系理论进行了研究分析,着重在对电销员工的绩效与人格的关系进行了进一步研究阐述.最后本文在调查研究的基础上提出了改进电销员工工作绩效的一般规律性方案,尤其在招聘及录用,员工人格管理,团队及文化氛围建设三个方面提出一些具体的可执行性方案和措施。
[Abstract]:With the rapid development of the market economy, the competition among enterprises is rooted in the competition among talents. How to expand the market and further occupy more market share is closely related to the marketing staff in the enterprise. The existence and development of a company are significantly affected by the performance of marketing employees, especially in the field of education and training. Because the number of small and medium-sized enterprises in the education and training industry accounts for more than 80% of the total, and the total number of employees in these small and medium-sized education and training companies accounts for more than 80% of the total employees, there are many factors that affect the performance of marketing employees. However, it is closely related to the personality characteristics of marketing employees themselves. This paper makes a comprehensive study on the relationship between personality traits and job performance at home and abroad in recent years. First of all, the research situation and the latest progress of personality traits and job performance at home and abroad are briefly reviewed, and summarized. Then, using the classic personality theory models, Big five personality theory and nine type personality theory and task performance and relationship performance theory, combined with the basic situation of unit A, the monitoring scale and questionnaire are designed. It also makes a comprehensive investigation on the personality characteristics of electric sales employees in unit A, interviews and statistical summary of their work performance, and analyzes the relationship between the two. This paper focuses on the use of personality theory and performance theory to analyze the reasons, get the correlation between the two, and find out the personality characteristics that significantly affect the employees' ability to play and improve their job performance. Then, the relationship theory of sales employees' personality traits and job performance is studied and analyzed, and the relationship between performance and personality of sales employees is further studied and expounded. Finally, on the basis of investigation and research, this paper puts forward a general regular scheme to improve the performance of employees in electric sales, especially in recruitment and recruitment, employee personality management, Three aspects of team and cultural atmosphere construction put forward some concrete implementability plan and measure.
【学位授予单位】：湖南师范大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F274;F272.92

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