销售人员胜任力、应对方式与职业倦怠的关系研究

发布时间：2018-05-23 14:40

本文选题：销售人员 + 胜任力　；参考：《郑州大学》2017年硕士论文

【摘要】：本研究采用《胜任特征量表》、《简易应对方式量表》及《Maslach职业倦怠问卷通用版》三个量表对郑州某房地产公司的350位销售人员进行问卷调查,用以探讨销售人员的胜任力、应对方式及职业倦怠现状、人口学变量对三者的影响以及三者间的关系,结论如下:(1)销售人员的胜任力在学历和性别因素上差异不显著;而在婚姻状况、工作年限和年龄上呈现显著差异;应对方式在工作年限和性别因素上差异不显著;而在学历、婚姻状况和年龄因素上存在显著差异;职业倦怠在年龄和性别因素上差异不显著;而在学历工作年限和婚姻状况上差异显著。(2)销售人员的胜任力与职业倦怠存在显著负相关,即销售人员的胜任力越高,职业倦怠越不明显;并且胜任力显著负向预测职业倦怠。(3)销售人员的积极应对方式与职业倦怠存在显著负相关,消极应对方式与职业倦怠存在显著正相关,即销售人员采用积极应对方式越多,职业倦怠越不明显,采用消极应对方式越多,职业倦怠越明显;并且积极应对方式显著负向预测职业倦怠,消极应对方式显著正向预测职业倦怠。(4)销售人员的胜任力与积极应对方式存在显著正相关,与消极应对方式存在显著负相关,即销售人员的胜任力越高,采用积极应对方式越多,胜任力越低,采用消极应对方式越多。(5)销售人员的胜任力及应对方式共同预测其职业倦怠,胜任力越高,则采用积极应对方式越多,消极应对方式越少,职业倦怠越不明显。
[Abstract]:In this study, 350salesmen of a real estate company in Zhengzhou were investigated by using the competency scale, the simple coping style scale and the General version of the Maslach Job Burnout questionnaire, in order to explore the competence of the salespeople. Coping style and job burnout, demographic variables' influence on the three factors and the relationship among them, the conclusion is as follows: (1) there is no significant difference in qualifications and gender factors among salespeople, but in marital status, there is no significant difference between them in terms of academic qualifications and gender. There were significant differences in years of work and age, no significant differences in coping styles in years of work and sex, significant differences in educational background, marital status and age factors, no significant differences in age and gender factors in job burnout. However, there is a significant negative correlation between job burnout and the competence of sales personnel in terms of working years of academic qualifications and marital status, that is, the higher the competence of salespeople, the less obvious job burnout. The positive coping style of the salespeople is negatively correlated with the burnout, and the negative coping style is positively correlated with the burnout, that is, the more positive coping styles the salespeople adopt. The less obvious job burnout is, the more negative coping styles are used, the more obvious job burnout is, and the more negative positive coping styles are, the more job burnout can be predicted. Negative coping style significantly positively predicted job burnout. 4) there was a significant positive correlation between the competence of sales personnel and positive coping style, and a significant negative correlation between negative coping style and negative coping style, that is, the higher the competence of salespeople. The more positive coping styles, the lower competence, the more negative coping styles, the more competence and coping style of salespeople to predict their job burnout, the higher the competence, the more positive coping styles. The less negative coping styles, the less obvious job burnout.
【学位授予单位】：郑州大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：B844.3;C913.2

【相似文献】