業務人員人格特質與團隊合作對於業務績效之影響

本研究以市場業務人員的人格特質與團隊合作行為為主軸，探討是否影響業務人員的業務績效表現，進一步探討何種人格特質對於團隊合作與業務績效具有高度顯著關係。本研究使用問卷發放針對生物科技業務與保險業務為母群體，回收資料加以使用SPSS分析軟體進行資料分析與驗證，以敘述性統計分析、信效度分析、回歸分析、差異性分析，共四項分析統計進行檢測。正式問卷以網路問卷的方式進行抽樣，共回收173份問卷樣本，皆為有效問卷樣本。研究結果如下: 一、人格特質對於團隊合作具有正向影響。二、團隊合作對於業務績效具有正向影響。三、人格特質對於業務績效具有正向影響。此研究論文發現，人格特質中「親和性」與「經驗開放性」對於團隊合作具有正向顯著影響；團隊合作對於業務績效中，業務的月平均收入與年所得具有正向顯著影響；人格特質中「外向性」、「情緒穩定性」、「經驗開放性」與業務績效具有正向顯著影響。因此，尋找優秀的業務人才，除了應具備應有的專業知識與技能外，本結果可以做為人才招聘參考條件。

關鍵字

人格特質；團隊合作；業務績效

並列摘要

This study focused on the effectiveness of personality traits and teamwork to business performance, further explored the relationship between personality traits, teamwork and business performance. The study applied IBM SPSS Statistics software for data analysis, included descriptive analysis, reliability analysis, regression analysis, and variance analysis. An online survey was used for data collection. A total of 173 questionnaires were collected, all collected questionnaires were valid. The result of the study as follow: 1. Personality traits has a significant positive influence on teamwork. 2. Teamwork has a significant positive influence on business performance. 3. Personality traits has a significant positive influence on business performance. The study discovered the personality traits of “Agreeableness” and “Openness to Experience” have a positive influence on teamwork, whereas “Extraversion", "Emotional Stability" and "Openness to Experience” have a positive influence on business performance. Based on the business performance, sales representative’s average monthly salary and annual income have a positive influence on teamwork. Therefore, besides specialized knowledge, the result of this study can use as a reference for recruit a talented sales representative.