組織變革對業務人員銷售力的影響-以電子零組件通路商為例

NCUIR > School of Management at National Central University > Executive Master of Business Administration > Electronic Thesis & Dissertation > Item 987654321/65140

Please use this identifier to cite or link to this item: http://ir.lib.ncu.edu.tw/handle/987654321/65140

Title:	組織變革對業務人員銷售力的影響-以電子零組件通路商為例
Authors:	許雅惠;Hsu,Ya-hui
Contributors:	企業管理學系在職專班
Keywords:	組織變革;通路商;銷售力;電子零組件產業
Date:	2014-07-21
Issue Date:	2014-10-15 14:41:41 (UTC+8)
Publisher:	國立中央大學
Abstract:	隨著經濟競爭全球化，企業所面臨的問題不同於以往，為了因應這些變化，企業內部組織整頓成為首要步驟，進而產生組織變革，將事業部組織調整為功能型組織。組織變革會使企業更能解決迎面而來的問題，進而提高銷售額。本研究以一家台灣電子零組件通路商為例，深入研究組織變革活動對其企業內部組織銷售變動量是否會受到員工年資及產品線變動之影響。本研究運用線性回歸模型來探討年資和產品線變動量對銷售業績之關係。研究結果發現組織變革會讓組織內部進行大改變，員工的年資對於銷售變動量之關係為不顯著，產品線變動量對於銷售變動量之關係為顯著。由此本研究推論，組織變革中產品線變動量確實會造成企業內部銷售業績的變動，但年資並非為提升業績的因素。;Enterprises faced these issues is different from the past with the globalization of economic competition. In response to these changes, organizational change is become the first step. And the enterprises changed from multidivisional structure to functional structure. Organizational change will solve incoming business issues, and increase sales. In this study, a Taiwanese electronic component distributor as sample, the impact of organizational change activities within the enterprise sales organization will be affected staff seniority and the change in product lines. In this study, a linear regression model to discuss the relationship for staff seniority and product lines result from sales amount change. The results showed that the organizational change will be major changes in the organization, staff seniority changes in the relationship between the amount of sales is not significant, the amount of change in the product line for the relationship between changes in sales amount significantly. This study thus infer changes in the amount of organizational change in the product line does cause changes in sales, but staff seniority is not the major matter.
Appears in Collections:	[Executive Master of Business Administration] Electronic Thesis & Dissertation

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