【摘要】：目前學(xué)界對培訓(xùn)及績效的關(guān)系已經(jīng)有了較大的研究投入,同時對于新興的電子商務(wù)領(lǐng)域企業(yè)特點、管理風(fēng)格也存在一些成型的理論研究,但是在結(jié)合電商企業(yè)特點對培訓(xùn)與績效關(guān)系的研究還存在學(xué)術(shù)空白點,針對這一點,本文在充分分析電商企業(yè)一線銷售人員的構(gòu)成及特點,并結(jié)合電商企業(yè)特性基礎(chǔ)上,細分培訓(xùn)的各個影響因素在組織承諾度和工作滿意度的中介作用下如何對銷售的行為績效和結(jié)果績效產(chǎn)生影響。并結(jié)合研究結(jié)論,對電商企業(yè)管理者如何搭建培訓(xùn)體系,對不同的銷售人員分別應(yīng)當側(cè)重哪些不同的培訓(xùn)方向提供指導(dǎo)性意見和建議,以期電商企業(yè)的培訓(xùn)體系的搭建和培訓(xùn)方案的設(shè)計實施能夠更加的合理,培訓(xùn)的效果更加高效。本文通過對之前相關(guān)研究的梳理,分別對培訓(xùn)的前期調(diào)研、培訓(xùn)結(jié)果考核、培訓(xùn)的后期優(yōu)化如何對電商企業(yè)一線銷售的行為績效和結(jié)果績效產(chǎn)生何種影響進行討論分析,并且在分析中引入工作本身滿意度、薪酬滿意度、晉升滿意度、企業(yè)認同度、企業(yè)忠誠度作為中介變量研究其在培訓(xùn)對績效的影響中是否產(chǎn)生中介作用以及產(chǎn)生什么樣的中介作用。本文的研究樣本有針對性的取自阿里巴巴、百度糯米等在我國有代表性的電子商務(wù)企業(yè)的一線銷售人員,在對研究樣本的有效性篩選及分類整理后搭建了研究模型,并利用結(jié)構(gòu)方程式等科學(xué)統(tǒng)計分析手段,對樣本模型進行分析研究,得出了以下結(jié)論:培訓(xùn)對績效、培訓(xùn)對組織承諾度、工作滿意度對績效、組織承諾度對績效均為顯著性影響,而培訓(xùn)對工作滿意度的顯著性影響則是部分成立。這與人們的普遍感知基本一致,而對于培訓(xùn)的后期優(yōu)化對薪酬、晉升滿意度并不產(chǎn)生顯著影響的原因,本文也在結(jié)合電商企業(yè)特點的前提下進行了詳細的分析并給出了合理的解釋。本文在做培訓(xùn)對績效的影響研究時,引入了工作滿意度和組織承諾度的雙重中介變量的影響作用分析,這是本研究區(qū)別以往類似研究的一個創(chuàng)新點,這樣的分析結(jié)果會更加全面,相對而言,其研究結(jié)果也更貼近實際情況,能夠?qū)﹄娚唐髽I(yè)管理者直接給出建設(shè)的意見,有助于電商企業(yè)管理者對培訓(xùn)體系的優(yōu)化建設(shè),以提高培訓(xùn)效率,帶來更高的投入產(chǎn)出比。
[Abstract]:At present, there has been a great investment in the relationship between training and performance in academic circles. At the same time, there are some theoretical studies on the characteristics and management style of enterprises in the emerging field of electronic commerce. However, there are still academic gaps in the study of the relationship between training and performance in combination with the characteristics of e-commerce enterprises. In view of this, this paper fully analyzes the composition and characteristics of front-line salespeople in e-commerce enterprises, and combines the characteristics of e-commerce enterprises. How the influencing factors of subdivision training influence the behavior performance and result performance of sales under the intermediary of organizational commitment and job satisfaction. Combined with the conclusion of the research, it provides guidance and suggestions on how to set up the training system for the managers of e-commerce enterprises and which different training directions should be emphasized by different sales personnel. It is expected that the construction of training system and the design and implementation of training scheme can be more reasonable and more efficient. In this paper, by combing the previous related research, we discuss and analyze how the pre-training research, the training result evaluation, and how the optimization of the later stage of training affect the behavior performance and the result performance of e-commerce enterprises. And in the analysis of the introduction of job satisfaction, salary satisfaction, promotion satisfaction, corporate identity, As an intermediary variable, the enterprise loyalty is studied whether and what kind of intermediary effect it has in the influence of training on performance. The research samples in this paper are taken from Alibaba, Baidu glutinous rice and other representative front-line salespeople of e-commerce enterprises in our country. After screening and sorting out the validity of the research samples, the research model is built. By using the structural equation and other scientific statistical analysis methods, the sample model is analyzed and studied, and the following conclusions are drawn: training on performance, training on organizational commitment, job satisfaction on performance. Organizational commitment had a significant impact on performance, while training had a significant impact on job satisfaction. This is basically consistent with the general perception of people, and the reason that promotion satisfaction does not have a significant impact on pay for late optimization of training, This paper also gives a detailed analysis and reasonable explanation under the premise of combining the characteristics of ecommerce enterprises. In this paper, the impact of training on performance is analyzed by introducing the dual intermediary variables of job satisfaction and organizational commitment, which is an innovative point that distinguishes the previous similar studies. This kind of analysis result will be more comprehensive, relatively speaking, its research result is also closer to the actual situation, can give the construction opinion to the ecommerce enterprise manager directly, is helpful to the ecommerce enterprise manager to the training system optimization construction, In order to improve the efficiency of training, resulting in a higher ratio of input and output.
【學(xué)位授予單位】：首都經(jīng)濟貿(mào)易大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2015
【分類號】：F272.92;F724.6

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