銷售專員績效行為及工作態度關係之研究-以通信代理商S公司為例

A Research on The Relationships Between Sales Staff`s Performance Behavior as well as Job Performance Study of Communication Agents S Corporation

林子元(Tzu-Yuan Lin)

指導教授 ： 張阜民 ； 王 言

朝陽科技大學/管理學院/財務金融系/碩士(2014年)

摘要

摘要
本研究旨在探討以通信代理商S公司為例，在銷售專員績效行為關係下，對於工作態度模式、工作表現、組織管理及公司認同等方面之差異情形。本文利用『銷售專員績效行為與工作態度關係之研究-問卷調查』作為主要研究之工具，以全省北、中、南三區店長級以上職位發放問卷；問卷數共215份，有效樣本200份，回收率為93%，將所有蒐集的資料利用統計、單因子變異數分析後，研究結果整理如下:
一、 S公司銷售專員掌握顧客需求對於績效行為獲得認同。
二、 銷售專員對於工作表現上持正面思考，有助於公司發展。
三、 銷售專員在組織管理上，使前線作戰人員有實質經驗，對於人才培育有幫助。
四、 銷售專員在公司認同方面，認為在S公司任職是一件對的並且驕傲的選擇。

關鍵詞:績效行為、工作表現、組織管理、公司認同

關鍵字

公司認同 ； 組織管理 ； 工作表現 ； 績效行為

並列摘要

Abstract
The purpose of our research is to compare the sales performance behavior on work attitude, job performance, organizational commitment and the management of organizations in the S company case.
Survey research is employed in this study, and the data collection is obtained from the manager levels in three districts.
A total of 215 subjects participated in this research. Among them 200 valid questionnaires is returned. The return rate is 93%. The researchers analyzed the data by descriptive statistics and One-way ANOVA.
1、The sales believe that grasp the customer requirement is the performance behavior in the S company.
2、The sales have the positive job performance is be beneficial to organizations expand.
3、On the management of organizations, It is useful for the sales who have the practical experience in human resource development.
4、On the Organizational commitment, the sales believe that hold a post in the S company is right and pride.

Keywords: Performance Behavior, job performance, Organizational commitment, the management of organizations.

並列關鍵字

Organizational commitment ； Job performance ； Performance Behavior ； the management of organizations

參考文獻

2.Campbell, D. J., & Furrer, D. M.,(1995)。 Goal setting and competition as determinants of task performance. Journal of Organizational Behavior。

4. N.M .Tichy, ,Fomburn，C．J. and Devanna，M.A., 1982 "Strategic Human Resources Management ", Sloan Management Review ,Winter,

5.P B Piore, M J Doeringer(1971)。International Labour Markets and Manpower Analysis

英文部分

1.Bennett, Peter D.(1995)。Dictionary of Marketing Terms Lincolnwood III., USA：NTC Business Books