乳制品企业销售人员胜任力对工作绩效的影响研究

发布时间：2018-01-28 03:09

本文关键词： 销售人员胜任力工作绩效结构方程模型　出处：《内蒙古农业大学》2017年硕士论文　论文类型：学位论文

【摘要】：随着经济全球化的不断发展,越来越多外国品牌的乳制品进入中国市场,挤占中国市场份额,致使我国乳制品企业不但面临着国内乳制品企业间的激烈竞争,还面临着越来越强的国际品牌的竞争。乳制品企业要想在国内大型企业和国外企业激烈竞争的夹缝中生存下来,乳制品企业除了提高产品质量外,拥有优秀的销售人员,也是企业在竞争中取胜的关键。本文基于国内外众多研究学者关于胜任力和工作绩效的相关研究成果,根据乳制品企业销售人员的岗位职责、工作特点和对优秀销售人员进行的行为事件访谈,提取了 18个胜任力指标,并根据调查走访不同乳制品企业对销售人员的绩效考核,提取了 11个绩效考核指标;利用预调研数据对指标进行了相关性分析,最终确认14个胜任力指标和9个工作绩效指标。为了建立销售人员胜任力对工作绩效影响的结构方程模型,本文对各指标进行了降维处理,将胜任力分为驱动力、工作态度、个人特质、能力四个维度,工作绩效分为周边绩效和任务绩效两个维度。通过模型分析最终得出销售人员胜任力四个关键影响因素在胜任力中的占比分别为13%、27%、33%、27%;并根据模型路径系数,计算出了提升1个单位销售人员的胜任力,对工作绩效的影响程度。
[Abstract]:With the continuous development of economic globalization, more and more foreign brands of dairy products enter the Chinese market, crowding out the share of the Chinese market, which makes Chinese dairy enterprises not only face the fierce competition between domestic dairy enterprises. Dairy companies want to survive the fierce competition between domestic and foreign enterprises, dairy enterprises in addition to improving the quality of products. Having excellent sales personnel is also the key to win the competition. This paper is based on the relevant research results of many domestic and foreign scholars on competence and job performance. According to the responsibility of the sales staff in dairy enterprises, the characteristics of the work and the conduct of the excellent sales personnel interviews, 18 competency indicators were extracted. And according to the investigation of different dairy enterprises to the performance appraisal of sales personnel, extracted 11 performance evaluation indicators; Finally, 14 competency indicators and 9 job performance indicators are confirmed. In order to establish the structural equation model of the influence of salesperson competency on job performance. In this paper, the dimensionality reduction of each index is carried out. Competency is divided into four dimensions: driving force, working attitude, personal trait and ability. Job performance is divided into two dimensions: peripheral performance and task performance. Through the model analysis, it is concluded that the proportion of four key factors affecting the competence of sales personnel is 132.27% and 33% respectively. 27. According to the path coefficient of the model, the author calculates the degree of influence on the work performance by improving the competence of one unit salesperson.
【学位授予单位】：内蒙古农业大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92;F426.82

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