基于产品生命周期的销售人员胜任力模型研究

沈阳理工大学硕士学位论文基于产品生命周期的销售人员胜任力模型研究姓名：赵海明申请学位级别：硕士专业：管理学、企业管理指导教师：高峰2011-03-12AbstractSincetheHarvardProfessorDavidMcClellandproposedcompetency,thestudyonsalesmancompetencymodelhasbeenandwillstillbeoneofthehotpointsamongthecompetencystudyfields.Buttheseresearchesareallstatic,theyjustexplainwhichcompetencysalesmanfinishtheirjobneeding,asforthechangeofthecompetencyinsalesmanworkingprocessisnotinvolved.Basedontheproductlifecycleasthebasicunit,westudyhowthecompetencythatsalesmanneedchangewiththeconversionofdifferentphrasesoftheproductlifecycle,andconstructasalesmancompetencymodelwhichcontainsthesechanges.Afterdefiningtheresearchobject,wehavealargecollectionofrecruitmentadvertisement,sumupthekeywordsthatarerelatedtocompetency,andadjustcurrentsalesmangeneralcompetencymodelaccordingtothesekeywords,thusputsforwardthegeneralsalesmancompetencymodelthispaperused,wepreparequestionnairetocollectdata,analyzereliabilityandvalidityofourdataanddoindependentsamplet-testbySPSS,doconfirmatoryfactoranalysisbyAMOS.Ultimatelyweprovethedataisreliableandeffective,therevisedgeneralcompetencymodelisreasonable,thismodelcontainsfivedimensions,twelvecompetenceandthirty-fourcompetenceterms.Accordingtothefourstagesofproductlifecycle,wegotfourcompetencymodelsbygettingridofthesecompetencyorcompetencytermsthatdon'tworkincorrespondingstagesofproductlifecycle,whichisbasedonthegeneralsalesmancompetencymodel.Theresultisthat,comparedwiththegeneralcompetencymodel,theearlymodeldoesnotconcluderelationshipinfluence,relationshipbuilding,relationshipmaintaining,thegrowthmodeldoesnotconcluderelationshipinfluence,goodimage,relationshipbuilding,relationshipmaintaining,maturitymodeldoesnotincludeunderstandingothers,serviceawareness,persuasion,goodimage,solveproblem,analysisandprediction,recessionmodeldoesnotincludechallenge,informationcollection,informationsystem,understandingothers,serviceawareness,persuasion,goodimage,solveproblem,analysisandprediction,self-confident,daretochallenge,optimistic,compressivecapacity,insist.Throughcomparingthechangeamongtheelementsofdifferentcompetencymodels,Wefinallygetsuchconclusion,first,alongwiththeproductlifecycle,differentcompetencymodelsincludelessandlesscompetencyterms,intherecessionstage,thecompetencytermsissignificantlylessthanotherthreestagesbecauseoftheexitofcompetitorsandsalesworkingprocedure.Thesecond,thesethreecompetencyterms,understandingothers,demandorientationandsolivingproblem,areonlyincludedintheearlyandgrowthcompetencymodelbecauseofthesalesmancertainbehaviorsfocusingonearlyandgrowthstage,nothappeninginmaturationandrecessionstage.Thirdly,alongwiththeincreaseinthenumberofcompetitorsandinformationofbuyersmasteringaboutproduct,salesstaff'sinfluenceonbuyersisonthedecline,goodimagepapersonlyintheearlymodel,persuasionappearonlyinearlyandmaturitymodel,onthecontrary,thecompetencyandcompetencytermswhicharerelatedtorelationshipareappearonlyinmaturationandrecessionstage.Keywords:competency,competencymodel,salesman,productlifecycle1-1--2-1-3--4-1-5--6-1-7--8-22-9--10-2-11-2.2-12-2-13--14-2-15--16-1X2X1F2FmFiX1ia1F2ia2FimamFidd+=AFXX⎥⎥⎥⎥⎦⎤⎢⎢⎢⎢⎣⎡n21XMXXA⎥⎥⎥⎥⎦⎤⎢⎢⎢⎢⎣⎡…………………nmnnmmaaaaaaaaa212222111211F⎥⎥⎥⎥⎦⎤⎢⎢⎢⎢⎣⎡m21FFFMd⎥⎥⎥⎥⎦⎤⎢⎢⎢⎢⎣⎡n21dddMijaiXjFA2-17-1V2VFF1V2V1l2l1E2EFVE1V1lF1E2V2lF2E1F2FP5E6E1V2VF1E2El2l-18-1V1l1F1E1l1dP5E1E2V2l1F2E2l1dP5E2E3V3l2F3E3l2dP6E3E4V4l2F4E4l2dP6E4E1V2V1l1F1E2l1F2E1l2l1F1F1l1F2E2l1F1E1E2E1l2l1V1l1F1E1l1F1E1l1l1E1V3V1l1dP5E1E3l2dP6E3E1l3l1d2d1l2l3l4l1d2d5E1V2V1F1E2E1d2l3V4V2F3E4E3l4ll1d6E2-19-1l-20-542133-21--22-3-23--24-3-25--26-3-27--28-4-29--30-4-31-aaa⎥⎥⎦⎤⎢⎢⎣⎡--∑2211sskkiaa-32-4-33--34-a4-35--36-4-37--38-4-39-e1e10e11e12e3e2v34e34v33e33v9e9v10v11v12v13e13v14e14v15e15e36e35e42e40e43e41e49e50e51e52e48.93.83.86.71.74.89.76.65.83.82.79.80.90.81.82.86.83.64.72.55.81.72.74.85.68.88.79v3v2v1v6e6v5e5v4e4v8e8v7e7e46e45e44v22e22v23e23.82v24e24.85v25e25v26e26v27e27v28e28v29e29e37e38e39v19e19v18e18v17e17v16e16v21e21v20e20v32e32v31e31v30e30.96.76.82.32.63.83.92.86.66.73.69.92.82.76.79.85.84.81.74.76.81.534.1-40-4-41--42-5-43--44-5-45--46-5-47--48-5-49--50-5-51--52-5-53--54-5-55--56-5-57--58-5-59--60-5-61--62-5-63--64-5-65--66-5-67--68--69--70--71--72--73--74--75--76--77--78-基于产品生命周期的销售人员胜任力模型研究作者：赵海明学位授予单位：沈阳理工大学本文链接：