渠道经理胜任力模型实证研究——基于K电信的问卷调查

Empirical analysis on competency model of the channel managers—based on questionnaire survey of K Telecommunication JIANG Sheng-lan

文章研究了K电信的渠道经理胜任力模型,通过对K电信渠道经理的调研,利用关键行为事件访谈法和团体焦点访谈法,以及主成分因子分析方法、最大变异数法和二阶因素分析法对渠道经理胜任力模型进行了深入研究。研究得到有效问卷54份,最后将K电信渠道经理的胜任力模块划分为六个维度:包括信息识别能力、渠道拓展能力、教练辅导能力、人际关系能力、个性魅力和沟通协调能力。

This research investigates into the competency model of channel managers of K Telecommunication through interviews and investigations, using key behavior event interview, focus group interview, principal component factor analysis method, maximum variance method and second order factor analysis method. 54 valid questionnaires are got and the competency model has been divided into six dimensions： information identification ability, channel developing abihty, coach service abihty, interpersonal relationship ability, personality charm and communication and coordination abihty.