个人执行力影响因素的“付出”博弈模型构建及分析——以烟草公司客户经理为例

Building and Analyzing “Pay” Game Model of Influential Factors on Individual Execution Taking to Customer Manager in Tobacco Company as an Example

对任何组织而言,个人执行力都是影响组织执行力的重要因素,烟草公司客户经理的执行力直接关系到整个公司的营销绩效.影响个人执行力的因素很多,本研究在文献研究及访谈的基础上,将影响客户经理执行力的因素归纳为工作态度和工作能力,并据此构建了客户经理的"付出"博弈模型.通过该模型的分析,给出了提高客户经理执行力的对策建议,重点是通过提高监督检查的频率及查处的成功率给其造成"压力感",继而提高执行力.

For any organization, individual execution is an important factor to affect the execution of organization. The execution of customer manager in tobacco companies is directly related to the entire firm ＂s marketing performance. Many factors affect the personal execution. Based on literature research and interviews, the factors influencing the execution of customer manage are reduced to working attitude and working ability, and ＂Pay＂ Game Model on customer manager is built. Through the analysis of the model, the paper gives measures and proposals to improve the execution of customer manager, and it is an important measure that increasing the frequency of the supervision and the success rate of the inspection gives customer manager ＂stress＂. This will improve the exeeutionf customer manager.