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  • 學位論文

西藥業務人員核心職能之研究-以G公司為例

The research on the core competence of pharmaceutical salesmen - A case study of G Company

指導教授 : 李弘暉
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摘要


『人』是企業最珍貴的資產。在現今的企業對於人才的招募已由過去的「尋找最優秀的人才」轉變到現在的「尋找最適合的人才」,這之間的轉變關鍵在於『職能』的內涵已普遍被企業所接受且運用在實務上。而企業的核心職能不只可以做為甄選、訓練、發展、考核、升遷之用,亦可做為薪酬、接班人計畫以及人力資源資訊系統等方面的應用。 本研究主要希望透過研究探討西藥業務人員之核心職能與績效表現之相關性以及將研究結果提供個案公司及業界,做為西藥業務人員招募、考核、訓練及發展時之參考,提升企業的競爭力之目的。 本研究乃先確定以「個案公司之西藥業務人員之職能研究」為方向,蒐集參考相關學術理論及文獻報告,其中包括探討傳統與現代西藥業務人員所扮演角色與任務、探討職能之定義與內涵及職能在實務上之運用、探討職能如何影響個人行為等文獻,再將Spencer所建構之業務人員之核心職能及個案公司所建構之核心職能整合出十四項核心職能:衝擊與影響力、成就傾向、主動積極、人際瞭解、顧客服務、自信心、團隊合作、分析式思考、概念化思考、關係建立、組織知覺力、資訊蒐集運用、計畫與組織、不屈不撓,之後依據研究動機、背景,建構出研究目的、研究架構,並參考Spencer、Saxe and Weitz等學者所設計之問卷,發展出本研究之問卷量表,再針對個案公司之業務代表及地區經理隨機發放問卷進行調查,發放問卷共計100份,回收問卷72份,剔除無效問卷2份、「現職工作年資一年以下」業務代表之問卷14份,共計16份不予分析,最後實際進入統計分析的問卷共計86份。 研究結果發現人際瞭解、團隊合作、分析是思考、概念化思考及不屈不撓五項職能與績效表現關係最為顯著,建議做為公司的核心職能,並確實將其做為業務代表甄選、考核、訓練、發展以及接班人計畫時之依據,以增加公司整體的績效表現,進而提升公司在業界的競爭力。

並列摘要


“Talent” is the most treasured asset of corporate. Nowadays, many companies have learned the concept as well as have implemented the strategy of core competence to their recruitment by changing the processes from hunting for “the best talent “to “the fitting talent”. As we know, the notion of core competence not only provides a company the model of wage system, successor plan but also set up the criteria of recruitment and selection (such as candidates of sifting, assessing, developing, training & promoting). Our motivation is to beef up the business competition, identify the PSR core competence and dramatize the positive influence on competency-based recruitment & selection and employee performance. In order to reinforce the study” the core competence of pharmaceuticals salesmen”, we collect all kinds of references and theories, including inquiries of the difference at present / in past of PSR’s role & mission, of definition PSR’s competence and practical skill of recruitment & selection conduct in enterprise and of affection of employee’ behaviors. In addition to, we also develop 14 capabilities by integrating the Spencer’s competence of salesmen. The 14 competences are as bellowed: Impact & Influence, Achievement drive, Initiative & Positive attitudes, Interpersonal understanding, CRM, Self-esteem & Self-confidence , Team-worker , Analytic thinking, Conceptual thinking, Relationship set-up, Awareness of Organization, Information collecting & application, Perseverance & Patience. Consulting the reference of Spencer, Saxe & Weitz , we conduct a questionnaire based on 14 competence and go over the random survey to DM & PSR in G Company. This study issued a questionnaire 100 to recover a valid questionnaire 86 totally. (Delete 16 questionnaires: 2 invalid & 14 one-year-experienced PSR). Finally, we found the remarkable result of this survey is the 5 competencies (Interpersonal understanding, Team-worker, Analytical thinking, Conceptual thinking, Perseverance & Patience) have significant influence on PSR achievement & performance. We deeply believed the company can increase its revenue and enhance its competition in Pharmaceuticals industry if it assessed the PSR with the 5 core competence.

參考文獻


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