以Q方法探討家具業務人員認知其職能類型之研究

A Q Method Study on the Cognitive Styles of Competency of Furniture Salesmen

尤建文 ； 張文菁

《勞資關係論叢》 18卷2期 (2016/12) Pp. 23-48

摘要

業務人員在企業中扮演重要的角色，除了為企業創造銷售收入外，更是企業與客戶間的溝通橋樑。職能是個人所具備的與工作相關的各項能力且與個人持久特質有關，並且比智商更能影響績效。因此，瞭解業務人員必須具備的職能相當重要。本文利用Q 方法探討國內家具業的業務人員應具備之職能，配合文獻探討與深度訪談，彙整出國內家具業的業務人員所需具備之職能清單。故本研究目的主要探討家具業務人員職能認知類型。題項方面，參酌文獻與對資深家具業務的深度訪談，進而發展39 個題項。經過 Q 方法的方法加以處理，共有15 位在職家具業務人員參與研究。研究結果發現國內家具業務人員對職能的認知有「銷售導向型」、「主動出擊型」與「關係建立型」等三種。上述類型可供欲從事家具業務者了解所須具備之職能，並據此提供國內家具業者業務人員招募及教育訓練之參考依據。

關鍵字

家具 ； 職能 ； 業務人員 ； Q方法

並列摘要

Salesman plays an important role in the enterprise. They not only create revenue for the enterprise, but also be the bridge between enterprises and customers. Therefore, it is essential to understand the competency of salesman. In this research, we developed a list of 39 items of salesman's competency in furniture industry based on in-depth interviews, and then Q Method was adopted to collect and analyze data. A total of 15 participants were selected. According to the result, cognitive types of salesmen through their perspectives were categorized into three types including sale-oriented, proactive marketing, and guanxi-oriented. Based on the findings, this research made recommendations on recruitment and training for furniture industry in Taiwan.

並列關鍵字

Furniture ； Competency ； Salesman ； Q Method