WG房产公司销售经理胜任特征研究
发布时间：2019-07-08 11:39
【摘要】：本文从WG公司实际情况出发,综合运用企业人力资源管理中各模块的知识,采用多种数据收集及统计处理分析方法,结合当前中国杭州房地产行业的市场行情及WG房产公司销售经理职位自身的特点,建立了以能面向未来竞争环境并适应未来业务发展要求的较完整的房产销售经理胜任特征,从而为加强和改善人力资源管理系统奠定基础。首先,本文简单介绍了选题的背景、研究的目的、研究的内容及技术路线,以明确本研究意义所在。其次,本文介绍了胜任特征概念与理论分析,通过对相关文献的查阅,初步掌握了建立岗位胜任特征所需了解的基本理论知识和方法。对于胜任特征的结构分层,理论界以“冰山”模型中的动机、特质、自我概念、社会角色、技能和知识6个层次为主流。当然在实际研究过程中,除通用性的胜任特征模型外,针对特定岗位的胜任特征研究还需结合行业背景以及企业中该特定岗位的工作职责,开展个性化研究,包括胜任特征的结构分层与具体指标的设置选择等。总体而言,胜任特征不仅是一种人力资源的管理方法,而且是一种管理应用工具。再次,通过对WG房产公司具体情况的分析,采用问卷调查及深度访谈的实证研究方法,收集建立房产销售经理职位胜任特征所需的相关数据和信息。通过调查问卷采集到房产销售经理胜任特征的相关数据,并对该数据进行统计分析,将WG房产公司销售经理原有的35个胜任特征合并成为29个。通过对WG房产公司销售经理、相关上级、下属销售员及典型客户的访谈,进一步分析出影响房产销售经理胜任特征的相关因素。最后建立了由5个维度25个胜任特征组成的较完整的WG房产公司销售经理胜任特征。在本文的结尾部分,展开了对WG房产公司销售经理胜任特征的应用研究,对基于胜任特征的员工甄选、绩效评估、培训与开发、继任计划等方面进行分析,并将其纳入现有的人力资源管理系统中。但在应用的过程中,还需结合WG公司的实际情况,以渐进的方式把胜任特征引入到人力资源系统各模块的工作中去。
[Abstract]:Based on the actual situation of WG, this paper comprehensively uses the knowledge of various modules in the human resource management of the enterprise, and adopts a variety of data collection and statistical processing and analysis methods, in combination with the current market situation of the real estate industry in Hangzhou and the characteristics of the position of the sales manager of the WG. The establishment of a more complete housing sales manager competency in a future-oriented competition environment and adapting to future business development requirements, thus laying the foundation for strengthening and improving the human resources management system. First of all, this paper briefly introduces the background, purpose, content and technical route of the topic, so as to make clear the significance of this research. Secondly, this paper introduces the concept of competence and the analysis of the theory. There are six levels of motivation, trait, self-concept, social character, skill and knowledge in the "an iceberg" model. Of course, in the course of actual research, in addition to the competency model of universality, the research on the competency of the specific post needs to be carried out in combination with the industry background and the job responsibilities of the specific post in the enterprise. Includes the structure layering of the competent feature and the setting selection of the specific index, and the like. In general, the competency is not only a human resource management method, but also a management application tool. Thirdly, through the analysis of the specific situation of the WG house, the relevant data and information needed to establish the position competence of the real estate sales manager are collected by using the empirical research method of the questionnaire and the depth interview. The relevant data of the competency of the real estate sales manager were collected through the questionnaire, and the data were analyzed and analyzed, and the original 35 competent features of the sales manager of the WG were combined into 29. Through interviews with the sales manager of the WG, the relevant superior, the subordinate sales person and the typical customer, the relevant factors that affect the competency of the real estate sales manager are further analyzed. Finally, the competency of the sales manager of the more complete WG property company, which is composed of five dimensions and 25 competency features, is established. At the end of this paper, the application research on the competency of the sales manager of the WG is carried out, and the selection, performance evaluation, training and development, succession plan and other aspects of the competency-based employee selection, performance evaluation, training and development, succession plan, etc. are analyzed and included in the existing human resource management system. However, in the course of application, it is also necessary to incorporate the competence characteristics into the work of the various modules of the human resource system in a gradual way, in combination with the actual situation of WG.
【学位授予单位】：浙江工业大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.91;F299.233.4
[Abstract]:Based on the actual situation of WG, this paper comprehensively uses the knowledge of various modules in the human resource management of the enterprise, and adopts a variety of data collection and statistical processing and analysis methods, in combination with the current market situation of the real estate industry in Hangzhou and the characteristics of the position of the sales manager of the WG. The establishment of a more complete housing sales manager competency in a future-oriented competition environment and adapting to future business development requirements, thus laying the foundation for strengthening and improving the human resources management system. First of all, this paper briefly introduces the background, purpose, content and technical route of the topic, so as to make clear the significance of this research. Secondly, this paper introduces the concept of competence and the analysis of the theory. There are six levels of motivation, trait, self-concept, social character, skill and knowledge in the "an iceberg" model. Of course, in the course of actual research, in addition to the competency model of universality, the research on the competency of the specific post needs to be carried out in combination with the industry background and the job responsibilities of the specific post in the enterprise. Includes the structure layering of the competent feature and the setting selection of the specific index, and the like. In general, the competency is not only a human resource management method, but also a management application tool. Thirdly, through the analysis of the specific situation of the WG house, the relevant data and information needed to establish the position competence of the real estate sales manager are collected by using the empirical research method of the questionnaire and the depth interview. The relevant data of the competency of the real estate sales manager were collected through the questionnaire, and the data were analyzed and analyzed, and the original 35 competent features of the sales manager of the WG were combined into 29. Through interviews with the sales manager of the WG, the relevant superior, the subordinate sales person and the typical customer, the relevant factors that affect the competency of the real estate sales manager are further analyzed. Finally, the competency of the sales manager of the more complete WG property company, which is composed of five dimensions and 25 competency features, is established. At the end of this paper, the application research on the competency of the sales manager of the WG is carried out, and the selection, performance evaluation, training and development, succession plan and other aspects of the competency-based employee selection, performance evaluation, training and development, succession plan, etc. are analyzed and included in the existing human resource management system. However, in the course of application, it is also necessary to incorporate the competence characteristics into the work of the various modules of the human resource system in a gradual way, in combination with the actual situation of WG.
【学位授予单位】：浙江工业大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.91;F299.233.4
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