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| 高级营销经理胜任特征的实证研究 | |
| 引用本文： | 冯江平,李昌庆,李丽娜,罗国忠.高级营销经理胜任特征的实证研究[J].心理学探新,2008,28(4):71-75. |
| 作者姓名： | 冯江平 李昌庆 李丽娜 罗国忠 |
| 作者单位： | 1. 云南师范大学,教育科学与管理学院,昆明,650092 2. 丽江师范高等专科学校,丽江,674100 3. 昆明铁路局,昆明,650000 4. 昭通高等师范专科学校,教育系,昭通,657000 |
| 基金项目： | 国家自然科学基金 |
| 摘 要： | 该研究采用胜任特征研究技术，对国内12个行业、20家企业的136名高级营销经理进行了研究，结果表明：1）我国高级营销经理胜任特征模型由成就导向、主动性、顾客服务导向、影响力、团队合作、团队领导、分析式思考、自信心、灵活性、组织承诺、关系建立等11项胜任特征组成。2）所建构的胜任特征模型对于我国的高级营销经理具有较好的通用性。3）《高级营销经理胜任特征调查问卷》与被试的工作业绩具有高相关，可预测其工作绩效，且具有较好的信度和效度。 |
| 关 键 词： | 高级营销经理 胜任特征 模型 |
The Applied Research on Advanced Sales Managers Competence |
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| Feng Jiangping,Li Changqing,Li Lina,Luo Guozhong.The Applied Research on Advanced Sales Managers Competence[J].Exploration of Psychology,2008,28(4):71-75. | |
| Authors: | Feng Jiangping Li Changqing Li Lina Luo Guozhong |
| Institution: | Feng Jiangping , Li Changqing, Li Lina, Luo Guozhong(School of Education Science and Management, Yunnan Normal University, Kunming 650092 ) |
| Abstract: | In this research, using the BEI key behavioral event interview and questionnaire, 136 advanced sales managers of 20 business enterprises in China（ all above region level） were studied. The results showed：（1）the competences of advanced sales managers include： achievement orientation, initiativeness, guest orientation, impact and influence, term cooperation, term leadership, analysis thinking, self-confident, flexibility, organization promise, relation establishment, were consisted of competency model of the senior sales managers;（2）that no significant differences of competence among industry, region, job class, gender were found in excellent group（all p 〉0.05） ; （3） the score in the scale of the competences of advanced sales manager was highly related to advanced sales managers＇ work achievement. |
| Keywords: | advanced sales managers competency model |
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