本文選題：IT行業(yè) + 銷售人員��； 參考：《天津商業(yè)大學(xué)》2013年碩士論文

【摘要】：當(dāng)今社會(huì)進(jìn)入了信息化時(shí)代，信息技術(shù)行業(yè)（IT行業(yè)）隨著信息時(shí)代的來(lái)臨成為當(dāng)今最有發(fā)展?jié)摿Φ男袠I(yè)，也是技術(shù)創(chuàng)新和競(jìng)爭(zhēng)最激烈的行業(yè)。企業(yè)的競(jìng)爭(zhēng)歸根結(jié)底是人才的競(jìng)爭(zhēng)，誰(shuí)擁有優(yōu)秀的人才誰(shuí)就掌握了市場(chǎng)的主動(dòng)權(quán)。企業(yè)要想留住優(yōu)秀的人才就要了解員工的工作生活滿意度情況。銷售人員是企業(yè)人力資源中流動(dòng)性最大的員工群體，IT行業(yè)的銷售人員是具有高學(xué)歷高技術(shù)的知識(shí)型員工，他們具有普通銷售人員和知識(shí)型員工的特點(diǎn)。本文選取IT行業(yè)的銷售人員作為研究對(duì)象，試圖通過(guò)設(shè)計(jì)出適合IT行業(yè)銷售人員的員工滿意度量表。通過(guò)滿意度量表來(lái)了解IT行業(yè)銷售人員的生活現(xiàn)狀，幫助企業(yè)改善管理水平，幫助企業(yè)留住優(yōu)秀的銷售人才，提高企業(yè)的核心競(jìng)爭(zhēng)力。 在研究中，作者綜合運(yùn)用了文獻(xiàn)研究法、企業(yè)訪談法、調(diào)查問(wèn)卷法、比較分析法、統(tǒng)計(jì)分析法等多種研究方法，注重理論研究和實(shí)證研究的相結(jié)合。通過(guò)大量查閱國(guó)內(nèi)外有關(guān)員工滿意度研究資料發(fā)現(xiàn)，以往學(xué)者對(duì)員工滿意度的研究往往是從縱向入手，選擇一個(gè)或多個(gè)完整的企業(yè)或組織的全體員工作為研究對(duì)象，對(duì)某一群體的橫向研究較少，，因此本文研究具有一定的理論意義。本文選取近幾年發(fā)展迅猛的IT行業(yè)作為研究樣本來(lái)源，選擇IT行業(yè)的銷售人員這一人員流動(dòng)較大、追求實(shí)現(xiàn)職業(yè)理想的人群進(jìn)行員工滿意度的研究，從一定程度上反映出知識(shí)型銷售人員的工作滿意度狀況，本研究具有一定的現(xiàn)實(shí)意義。 本文通過(guò)采用問(wèn)卷調(diào)查的形式，對(duì)IT行業(yè)的銷售人員的滿意度情況進(jìn)行實(shí)證研究。在設(shè)計(jì)研究模型時(shí)，本文首先參考了閱讀了大量有關(guān)滿意度測(cè)量的資料，最終選擇了在國(guó)外應(yīng)用較為成熟的工作滿意度量表（JSS）為基本模型，在參考國(guó)內(nèi)學(xué)者楊玉文等（2010）學(xué)者對(duì)工作滿意度量表（JSS）的本土化研究成果的基礎(chǔ)上，保留了適合中國(guó)國(guó)情的五個(gè)滿意度維度。 此外，為了使本次調(diào)查更貼近員工實(shí)際，更具有現(xiàn)實(shí)意義。本文在設(shè)計(jì)問(wèn)卷之前，選取個(gè)別企業(yè)進(jìn)行了員工訪談。企業(yè)訪談過(guò)程中，通過(guò)與銷售人員和部分管理者的交流，作者了解到了IT行業(yè)銷售人員比較關(guān)注的工作問(wèn)題。他們和其他員工崗位員工相比除了注重薪酬福利、晉升、人際關(guān)系等因素外，他們還比較重視培訓(xùn)和職業(yè)發(fā)展、工作方式及作息時(shí)間、行業(yè)及企業(yè)的發(fā)展前景，并希望自己能在企業(yè)中獲得歸屬感。因此，在文本問(wèn)卷模型中，作者添加了其他幾個(gè)反映IT行業(yè)銷售人員員工滿意度的影響維度。本文最后確定了發(fā)展前景、上司、晉升、薪酬、職業(yè)發(fā)展、同事關(guān)系、工作本身、工作條件、歸屬感九個(gè)衡量員工滿意度的維度。 問(wèn)卷初步設(shè)計(jì)完成后，通過(guò)小范圍的預(yù)測(cè)試和有關(guān)專家老師的指導(dǎo)，最終確定了正式問(wèn)卷。通過(guò)發(fā)放問(wèn)卷收集數(shù)據(jù)，對(duì)問(wèn)卷數(shù)據(jù)整理錄入。本文主要運(yùn)用SPSS19.0統(tǒng)計(jì)分析工具，對(duì)問(wèn)卷的信度效度進(jìn)行了分析，然后對(duì)問(wèn)卷進(jìn)行了因子分析。最后通過(guò)對(duì)問(wèn)卷數(shù)據(jù)的整理得到IT行業(yè)銷售人員的整體滿意度情況，并針對(duì)不同人口統(tǒng)計(jì)學(xué)變量對(duì)員工滿意度的影響做了分析。 通過(guò)本文的研究分析，得出研究結(jié)果，天津地區(qū)的IT行業(yè)的銷售人員對(duì)發(fā)展前景、晉升、工作本身、同事關(guān)系、薪酬五個(gè)滿意度維度達(dá)到了滿意，但對(duì)上司、職業(yè)發(fā)展、歸屬感、工作條件等維度的滿意度較低，沒(méi)有達(dá)到滿意水平。人口統(tǒng)計(jì)變量中的性別、學(xué)歷、年齡、工作職位等也會(huì)對(duì)員工滿意度產(chǎn)生不同的影響，本文對(duì)此做了詳細(xì)分析。 本文最后從六個(gè)方面總結(jié)了IT行業(yè)的企業(yè)在銷售人員的管理中存在問(wèn)題，以及今后應(yīng)該提高改進(jìn)地方。并對(duì)提高IT行業(yè)的銷售人員員工滿意度提出了意見(jiàn)和建議。提高員工滿意度對(duì)企業(yè)的發(fā)展是具有重大影響，國(guó)內(nèi)外研究表明滿意度高的企業(yè)，往往顧客滿意度和盈利水平都較高，因此提高企業(yè)員工的滿意度有重要的現(xiàn)實(shí)意義。文章結(jié)尾，作者提出了本文研究中存在的不足之處，IT行業(yè)銷售人員的滿意度模型和分析方法還可以進(jìn)行更深入的研究和探討，并對(duì)未來(lái)研究提出展望。
[Abstract]:With the advent of information age , IT industry ( IT industry ) has become one of the most developing industries in today ' s society , and it is also the most competitive industry in technology innovation and competition .

In the research , the author combines the research methods of literature research , enterprise interview , questionnaire , comparative analysis and statistical analysis , and focuses on the combination of theoretical research and empirical research .

This paper makes an empirical study on the satisfaction of the sales staff in IT industry by using the form of questionnaire . In the design of the research model , this paper first makes a reference to the information about satisfaction measurement , and finally selects the mature job satisfaction scale ( JSS ) as the basic model , and maintains five degree of satisfaction dimensions suitable for China ' s national conditions on the basis of the research results of the domestic scholar Yang Yuwen et al . ( 2010 ) on the work satisfaction scale ( JSS ) .

In addition , in order to make the survey closer to the practical and practical significance of the staff , the author has selected individual enterprises to conduct employee interviews before designing the questionnaire . In the course of interviews , the author has learned about the work problem that IT industry sales personnel pay attention to . In addition to paying attention to the factors such as salary benefit , promotion and interpersonal relationship , they also pay attention to the development prospect of training and career development , promotion and interpersonal relationship . In the text questionnaire model , the author adds several factors that reflect the employee satisfaction of IT industry sales staff . In the end , the paper determines the prospect , supervisor , promotion , salary , career development , colleague relationship , work itself , working condition , and the sense of belonging nine dimensions of employee satisfaction .

After the completion of the preliminary design of the questionnaire , the formal questionnaire was finally determined through the small - range forecasting test and the guidance of the relevant expert teachers . The data was collected through the questionnaire data collection . The reliability validity of the questionnaire was analyzed by SPSS 10.0 statistical analysis tools . Finally , the overall satisfaction of the sales personnel in IT industry was obtained through the collation of questionnaire data , and the influence of different demographic variables on employee satisfaction was analyzed .

Through the research and analysis of this paper , it is concluded that the sales force of IT industry in Tianjin area is satisfied with the development prospect , promotion , job itself , colleague relationship and salary five degree of satisfaction . However , the satisfaction of the supervisor , career development , sense of belonging and working condition is low , and the satisfaction level is not achieved . The gender , educational background , age , job position and so on in the demographic variables will have different influence on employee satisfaction . This paper makes a detailed analysis of this .

In the end , the paper summarizes the problems existing in the management of the IT industry , and puts forward suggestions and suggestions to improve the satisfaction of the employees in IT industry . At the end of the article , the author put forward some shortcomings in the research of the enterprise , and the satisfaction model and the analysis method of IT industry sales personnel can also carry out more in - depth research and discussion , and put forward the prospect of future research .

【學(xué)位授予單位】：天津商業(yè)大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類號(hào)】：F426.63;F272.92

【引證文獻(xiàn)】

相關(guān)期刊論文 前1條

1 王曉彬;;IT行業(yè)銷售人員流失問(wèn)題分析[J];合作經(jīng)濟(jì)與科技;2015年09期

本文編號(hào)：1840819