摘要
该研究采用胜任特征研究技术,对国内12个行业、20家企业的136名高级营销经理进行了研究,结果表明:1)我国高级营销经理胜任特征模型由成就导向、主动性、顾客服务导向、影响力、团队合作、团队领导、分析式思考、自信心、灵活性、组织承诺、关系建立等11项胜任特征组成。2)所建构的胜任特征模型对于我国的高级营销经理具有较好的通用性。3)《高级营销经理胜任特征调查问卷》与被试的工作业绩具有高相关,可预测其工作绩效,且具有较好的信度和效度。
In this research, using the BEI key behavioral event interview and questionnaire, 136 advanced sales managers of 20 business enterprises in China（ all above region level） were studied. The results showed：（1）the competences of advanced sales managers include： achievement orientation, initiativeness, guest orientation, impact and influence, term cooperation, term leadership, analysis thinking, self-confident, flexibility, organization promise, relation establishment, were consisted of competency model of the senior sales managers;（2）that no significant differences of competence among industry, region, job class, gender were found in excellent group（all p 〉0.05） ; （3） the score in the scale of the competences of advanced sales manager was highly related to advanced sales managers＇ work achievement.
出处
《心理学探新》
CSSCI
北大核心
2008年第4期71-75,共5页
Psychological Exploration
基金
国家自然科学基金项目(70262004)
