Using Q Methodology to Explore Competency of Furniture Salesman
| Autor: | YU, CHIEN WEN, 尤建文 |
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| Rok vydání: | 2016 |
| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 104 Salesman plays an important role in the enterprise. In addition to creating revenue for the enterprise, salesman it is the bridge between enterprises and customers. Therefore, it is essential to understand the competency of salesman. McCelland(1973) think that competency is related to individuals’ permanent characteristics. And it can affect the performance better than the indicator “IQ”. In this thesis, we apply Q Methodology to define the competency of furniture industry salesman in Taiwan based on the related literature review and in-depth interview. We will define the key competencies of furniture salesman for future reference. It is found that three patterns of perceptions on furniture salesman competences exist in Taiwan. These three patterns include" Sale-Oriented", "Proactive Marketing" and "Guanxi-Oriented". Based on the findings, this research makes recommendations on recruitment and training for furniture industry in Taiwan. |
| Databáze: | Networked Digital Library of Theses & Dissertations |
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