The Influence of Empathy and Ego-Drive of Salespersons on Sales performance
| Autor: | Chia-Chieh Cheng, 鄭家傑 |
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| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 103 The purpose of the thesis is to realize whether the two factors “Empathy” and “Ego-Drive” can be embodied; meanwhile discover more detailed and positive descriptions over the two factors by literature review and factor analysis. The data analysis was conducted via gender, age, job seniority, education, territory and annual income. The findings are as follows: (1) Entrepreneur should focus on personality and provide appropriate rewards to salespersons. The result was also coincided with the findings of David Mayer and Herbert M. Greenberg. (2) In order to discover potential salespersons’ personality regarding to empathy and ego-drive, entrepreneur could find out “active understanding” and “caring service” characteristics for empathy and “career development” and “independent operation” for ego-drive. (3) In personal background, the difference of gender, age, job seniority, education, field, and annual income are significant in “active understanding”, “caring service”, “career development” and “independent operation” to sales performance. Only gender is not significant in “career development”. Therefore, male and female salespersons could give “promotion” as incentive to have better performance. (4) It indicated that senior salesperson with good experience of service, higher education, fine annual income in the higher service demand field was able to have positive impact on sales performance. This research provides valuable guidance in recruitment, sales incentive plan set up and sales strategic plan management. |
| Databáze: | Networked Digital Library of Theses & Dissertations |
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