摘要
作为企业与顾客之间纽带的销售人员的绩效会直接影响企业的生存与发展。然而,当前国内对于销售人员绩效的影响因素的系统研究尚属凤毛麟角。文章基于国外20多年的相关研究成果,通过文献研究、实地调研和实证研究相结合的方法,揭示出影响我国销售人员绩效的相关影响因素及其作用机制。研究表明:销售人员行为绩效和销售区域设计满意度对销售绩效有显著影响;报酬制度和销售控制体系对销售绩效有显著影响。其中,组织承诺在报酬制度、销售控制体系与销售绩效的关系中起到媒介作用。
The performance of sales personnel will directly affect enterprises＇ survival and development.However,little attention has been paid to the research about influencing factors on sales performance.Based on foreign research in the past 20 years,this article combines the approaches of literature review,spot investigation and empirical research,and reveals the influencing factors on sales performance and its mechanism.The result shows that behavior performance,satisfaction to sales territory project,compensation system and sales control system have a significant effect on sales performance.Organization commitment acts as a mediator among compensation system,sales control system and sales performance.
出处
《商业经济与管理》
CSSCI
北大核心
2011年第2期21-29,共9页
Journal of Business Economics
基金
教育部新世纪优秀人才支持计划(NCET-07-0001)
关键词
销售绩效
行为绩效
销售控制体系
组织承诺
薪酬制度
sales performance
behavior performance
sales control system
organization commitment
compensation system
