| 正式控制对销售人员绩效的线性和非线性影响 |
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| 引用本文： | 吕涛,聂锐.正式控制对销售人员绩效的线性和非线性影响[J].预测,2008,27(2):20-26. |
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| 作者姓名： | 吕涛 聂锐 |
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| 作者单位： | 中国矿业大学,管理学院,江苏,徐州,221116 |
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| 摘 要： | 以前面的研究为基础,利用规范的实证研究方法,本文研究了正式控制对销售人员绩效的线性和非线性影响。结果表明,绩效与结果控制的线性关系假设得到支持,与结果控制的非线性关系、与过程控制的线性和非线性关系假设没有得到支持。不同工作年限的销售人员中,绩效与结果控制的关系有显著差异,与过程控制的关系没有显著差异。根据实证研究结果,为我国企业提出"把握结果控制的度,提高过程控制水平"的管理控制建议。
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| 关 键 词： | 销售人员 结果控制 过程控制 绩效 |
| 文章编号： | 1003-5192(2008)02-0020-07 |
| 修稿时间： | 2007年3月8日 |
An Empirical Study about the Effect of Formal Control on Salesperson Performance |
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| LV Tao,NIE Rui.An Empirical Study about the Effect of Formal Control on Salesperson Performance[J].Forecasting,2008,27(2):20-26. |
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| Authors: | LV Tao NIE Rui |
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| Abstract: | Based on prior researches,the paper did empirical analysis about the effect of formal control on salesperson performance.The results indicated that the hypothesis of the positive linear relationship between performance and outcome control were supported,The hypotheses of the non-linear inverse "U" relationship between performance and outcome control,performance and process control,were not supported,and the hypothesis of the positive linear relations of performance and process control were also not supported.Comparing with short service length salesperson,the non linear relationship between outcome control and performance is more significant for long service length salesperson.According to the empirical results,Chinese enterprise should consider moderate outcome control,and advance process control level. |
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| Keywords: | salesperson outcome control process control performance |
| 本文献已被 CNKI 维普 万方数据 等数据库收录！ |
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