信息產(chǎn)業(yè)知識(shí)型銷售人員的激勵(lì)因素研究.pdf

1、南京師范大學(xué)碩士學(xué)位論文信息產(chǎn)業(yè)知識(shí)型銷售人員的激勵(lì)因素研究姓名：邰彥申請(qǐng)學(xué)位級(jí)別：碩士專業(yè)：應(yīng)用心理學(xué)指導(dǎo)教師：趙凱20080518AbstractBymorethantwentyyears’developing，informationindustryhasalreadybecamethefirstsupportofChineseindustryandthedevelopmentofinformationindustryisclose

2、lycombinedwithChina’SmainstreameconomysystemAtpresent，informationindustryenterprisesarefacedwithgreatopportunitiesaswellasgreatchallenges，fiercecompetitionmakesproducts，priceandservicenolongerthecorecompetitivenessofinfo

3、rmationindustrytalentsbecometherealcorecompetitivenessofinformationindustryInthesocietyofknowledgeeconomyknowledgehasbecomethemostimportantelementintheoperationofmodementerprises111esurvivalanddevelopmentofenterpriseswil

4、ldependlargelyonthepossession，creationandapplicationofknowledgeTherefore，knowledgeworkers，theownerofknowledgecapital，arebecomingthecorepartofthehumanresourcesinenterprisesandthemostimportantdrivingforcetocreatevalueJusta

5、sPeterDruckersaid，theproductivityofknowledgeemployeeswillbethekeyissueofthehumanresourceandthebiggestchallengeinthe21StcenturyNowadays，moreandmoreenterprises，especiallyinformationindustryenterprises，arefacingbigchallenge

6、sonknowledgesalesmanagementTherefore，itisthefirstthingforexecutivesininformationindustryenterprisestomanageknowledgesales，understandtheirrequirementsandmotivatethemeffectivelyThisresearchtakestheknowledgesalesofinformati

7、onindustryenterprisesinJiangsuProvinceandShanghaicityassubjectsItattemptstoanalyzethemotivationalfactorsbymeansofliteraturereviewinterviewandquestionnaireFirstlyitexploresthecharacteristicsoftheneedofmotivationoftheknowl

8、edgesalesmenininformationindustryenterprisesAfterastatisticalstudythroughquestionnaire，meyarecategorizedaccordingtotherelativityoftheindependentmotivationalfactorsSecondlywimtheaidofthestatisticsacquiredthroughinvestigat

9、ionitaimstofindthemotivationalfactorsthatexertgreatinfluenceontheextenttowhichthoseknowledgesalesmenaremotivatedFinallyitdiscussesthevariationofthemotivationfactorsandtheextentofstimulationduetosomedisturbingvariants：gen

10、derage，lengthofservice，educationstatusandnatureofworkTheresultsofthesestudiescanhelpframeamodelofmotivationalfactorsofknowledgesalesmenofinformationindustryenterprises，andoffersomemeasuresandsuggestionsabouttheconstructi