本文關(guān)鍵詞： 銷售人員 勝任力 工作績(jī)效 結(jié)構(gòu)方程模型　出處：《內(nèi)蒙古農(nóng)業(yè)大學(xué)》2017年碩士論文　論文類型：學(xué)位論文

【摘要】：隨著經(jīng)濟(jì)全球化的不斷發(fā)展,越來(lái)越多外國(guó)品牌的乳制品進(jìn)入中國(guó)市場(chǎng),擠占中國(guó)市場(chǎng)份額,致使我國(guó)乳制品企業(yè)不但面臨著國(guó)內(nèi)乳制品企業(yè)間的激烈競(jìng)爭(zhēng),還面臨著越來(lái)越強(qiáng)的國(guó)際品牌的競(jìng)爭(zhēng)。乳制品企業(yè)要想在國(guó)內(nèi)大型企業(yè)和國(guó)外企業(yè)激烈競(jìng)爭(zhēng)的夾縫中生存下來(lái),乳制品企業(yè)除了提高產(chǎn)品質(zhì)量外,擁有優(yōu)秀的銷售人員,也是企業(yè)在競(jìng)爭(zhēng)中取勝的關(guān)鍵。本文基于國(guó)內(nèi)外眾多研究學(xué)者關(guān)于勝任力和工作績(jī)效的相關(guān)研究成果,根據(jù)乳制品企業(yè)銷售人員的崗位職責(zé)、工作特點(diǎn)和對(duì)優(yōu)秀銷售人員進(jìn)行的行為事件訪談,提取了 18個(gè)勝任力指標(biāo),并根據(jù)調(diào)查走訪不同乳制品企業(yè)對(duì)銷售人員的績(jī)效考核,提取了 11個(gè)績(jī)效考核指標(biāo);利用預(yù)調(diào)研數(shù)據(jù)對(duì)指標(biāo)進(jìn)行了相關(guān)性分析,最終確認(rèn)14個(gè)勝任力指標(biāo)和9個(gè)工作績(jī)效指標(biāo)。為了建立銷售人員勝任力對(duì)工作績(jī)效影響的結(jié)構(gòu)方程模型,本文對(duì)各指標(biāo)進(jìn)行了降維處理,將勝任力分為驅(qū)動(dòng)力、工作態(tài)度、個(gè)人特質(zhì)、能力四個(gè)維度,工作績(jī)效分為周邊績(jī)效和任務(wù)績(jī)效兩個(gè)維度。通過(guò)模型分析最終得出銷售人員勝任力四個(gè)關(guān)鍵影響因素在勝任力中的占比分別為13%、27%、33%、27%;并根據(jù)模型路徑系數(shù),計(jì)算出了提升1個(gè)單位銷售人員的勝任力,對(duì)工作績(jī)效的影響程度。
[Abstract]:With the continuous development of economic globalization, more and more foreign brands of dairy products enter the Chinese market, crowding out the share of the Chinese market, which makes Chinese dairy enterprises not only face the fierce competition between domestic dairy enterprises. Dairy companies want to survive the fierce competition between domestic and foreign enterprises, dairy enterprises in addition to improving the quality of products. Having excellent sales personnel is also the key to win the competition. This paper is based on the relevant research results of many domestic and foreign scholars on competence and job performance. According to the responsibility of the sales staff in dairy enterprises, the characteristics of the work and the conduct of the excellent sales personnel interviews, 18 competency indicators were extracted. And according to the investigation of different dairy enterprises to the performance appraisal of sales personnel, extracted 11 performance evaluation indicators; Finally, 14 competency indicators and 9 job performance indicators are confirmed. In order to establish the structural equation model of the influence of salesperson competency on job performance. In this paper, the dimensionality reduction of each index is carried out. Competency is divided into four dimensions: driving force, working attitude, personal trait and ability. Job performance is divided into two dimensions: peripheral performance and task performance. Through the model analysis, it is concluded that the proportion of four key factors affecting the competence of sales personnel is 132.27% and 33% respectively. 27. According to the path coefficient of the model, the author calculates the degree of influence on the work performance by improving the competence of one unit salesperson.
【學(xué)位授予單位】：內(nèi)蒙古農(nóng)業(yè)大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2017
【分類號(hào)】：F272.92;F426.82

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