房仲業務人員職能與工作績效關係之研究－以組織承諾為中介變數

The Study on the Relationship between Competency and Job Performance of Real Estate Agent’s Sales－Taking Organizational Commitment as the Mediating Variable

黃鈺清(Yu-Ching Huang)

指導教授 ： 陳怡昌

崑山科技大學/商業管理學院/企業管理研究所/碩士(2012年)

摘要

近幾年，房仲市場在政府的多項政策及多變的環境下，產生了許多衝擊。像是打房政策、ECFA、奢侈稅等，都可能造成房仲市場逐漸走向泡沫化。在此趨勢下，避免的方法就是提高企業優異績效，藉由績效的提升使公司遠離泡沫化的危機。優異績效的提升需仰賴員工的職能來達成，藉由特定的內在能力及行為特徵來預期或影響工作行為和績效的表現，並可協助組織或個人來提升其工作績效，再者組織承諾也是攸關組織成敗的關鍵因素，如何使員工有較高的組織承諾，進而投入職場並展現優異績效也是組織不容忽視的議題之一。
因此本研究目的在探討房仲業務人員職能與組織承諾對工作績效的影響。本研究以房仲業為對象，回收有效問卷345份，並以獨立t檢定及迴歸分析來了解房仲業務人員職能、組織承諾、工作績效之間的關係。
研究結果發現：房仲業務人員職能之「衝擊與影響力」及「顧客服務傾向」正向影響組織承諾，而「顧客服務傾向」及「自信心」會正向影響員工工作績效，且組織承諾對職能之「人際瞭解」與工作績效具有完全中介效果。

關鍵字

職能 ； 組織承諾 ； 工作績效

並列摘要

In the recent years, the real estate market is impacted by many government policies and the changing of environment, such as the policy of strike of real estate, ECFA (Economic Cooperation Framework Agreement), and luxury tax etc. This all could be the reason of the burst of real estate bubbles. In this trend, the way to prevent this situation is to enhance corporation’s performance, by increasing the performance; it could keep the corporation away from the crisis of bubbles. To increase employees’ job performance, it needs to depend on their competence to achieve it. By specific intra competence and the characteristics of individual’s behaviors, this could use to estimate, influence, and help organization or individual to improve their job performance. Moreover, organizational commitment is also the key factor of influence of an organization’s outcome. As the result, it is a crucial subject of how to make employees to have higher organizational commitment and then have better performance.
Thus, this study aimed to analyze the influence of real estate agent’s sales competency and organizational commitment to job performance. This study was preceded by independent samples t-test and regression analysis after 345 copies of questionnaires were collected.
The results of this study showed that impact and influence and customer service tendency of the real estate agent’s sales competency were positively related to the organizational commitment. In addition, customer service tendency and self-confidence of the real estate agent’s sales competency were positively related to the job performance. Meanwhile, organizational commitment had completed mediation effects on the relationship between the real estate agent’s sales competency and the job performance.

並列關鍵字

Competency ； Organization Commitment ； Job Performance

參考文獻

[31]賴盈宗(2006)。職能、自我效能與績效關聯性研究~以台灣S人壽及中國大陸T人壽業務單位為例。暨南國際大學國際企業學系研究所碩士論文。

[7]吳欣怡(2006)。會議展覽規劃師專業職能、人格特質與工作績效關係之研究。國立高雄餐旅學院旅遊管理研究所碩士論文。

[15]洪麗美、陳春富、莊照明(2007)。技專校院總務主管對工作職能、工作壓力與組織承諾之關聯性研究。弘光學報52期。

[3]史習安、陳佐任(2008)。正向主管獎賞行為如何影響員工的工作表現?目標接受與組織承諾的中介角色。組織與管理，2008年8月，第一卷二期，89-121頁。

[30]蔡明春、鄭青展、李日興(2006)。大陸直接員工職能與工作績效之研究－以台商監視器零件產業為例。交大商管學報vo1.10,no.1(2005),pp.53-74。