屈层氏分公司销售员倦怠情况探析,mba人力资源管理论文.docx

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1、屈层氏分公司销售员倦怠情况探析,mba人力资源管理论文本篇论文目录导航：【题目】 屈层氏分公司销售员倦怠情况探析【第一章】【第二章】【第三章】【第四章】【第五章】【结论/以下为参考文献】 内容摘要 不断进步的科学技术带来工业、制造业、服务业发展宏大的变革,多元化方向发展使各行各业在市场中的竞争也越来越剧烈,市场终端的争夺焦点越来越突出,市场运作精细化程度越来越高,与此同时,经济的发展也带来了组织变革速率加大,职业不稳定加剧,这势必使企业员工承受了比以往更大的压力,在工作能力如效率提高、工作量增加、适应快节拍的工作状态以及人员综合性管理和技术专业等方面素质更需具有较高要求,市场高期望值,源源不断

2、工作压力;同时有待完善的管理体制和相应的资源配置不平衡也普遍存在, 重管理、轻人才 的现象导致职业人士在工作上有不同程度的倦怠现象、满意度降低和态度冷漠、明显的年轻化趋势的人员流失现象严重,给企业经营发展带来了宏大的风险隐患及不安因素。解决该工作倦怠问题成为人力资源管理、组织行为学以及管理心理学等领域的重点研究课题。 美国着名的心理学家Freudenberger(1974)和Maslach (1976)等人在20世纪70年代提出工作倦怠(JOB BURNOUT)在服务性领域上的研究有极高的参考价值。然而近年多出现的销售群体的工作倦怠牵涉不多。销售是创造、沟通与传送价值给顾客,及经营顾客关系以便

3、让组织与其利益关系人受益的一种组织功能与程序;销售所提供的服务知足客户特定的需求须保证公司成功盈利和成长,是影响着企业生存和发展的核心要素和致胜关键,在企业内部发挥着重要的作用。因而,不可小视销售人员面临着的工作压力、工作倦怠的问题。密切关注销售群体的成长、对销售人员的鼓励、知足其需要、提高积极性不仅有利于企业的持续发展并也是维系家庭稳定生活必须研究的课题。 本论文以屈臣氏个人用品公司昆明分公司的销售人员作为研究对象,从关注、致力于改善销售人员的生存环境出发,讨论销售人员工作倦怠的相关问题,从销售人员的工作压力源、工作价值观、个体和工作环境的匹配、工作团队的气氛、职业晋升空间、同事支持以及领导

4、支持等角度进行分析,为工作倦怠问题的发现、诊断和干涉以及进一步研究提供参考,为企业解决员工工作倦怠的问题提供理论根据和实证参考。 本文以文献研究、问卷调查以及员工访谈为主要研究方式方法,从工作倦怠产生的组织相关因素、职业相关因素、个人特质相关因素、社会相关因素这四大因素出发,分析销售人员工作倦怠的现在状况以及影响因素;销售人员这个特殊且非常重要的角色群体具有的如人际关系、组织内部环境、个人发展时机、对个体需求和工作压力程度都是研究的方面。希望通过本文的研究,多管齐下,找到有效降低企业销售人员工作倦怠的应对策略,做到人-职匹配,并为屈臣氏公司乃至整个销售行业的蓬勃发展做出奉献。 本文关键词语:销

5、售人员;工作倦怠;影响因素;应对措施。 ABSTRACT The progress of science and technology, industrial manufacturing,the development of the service industry a huge change, diversifieddevelopment direction to all walks of life in the market competitionhas become increasingly fierce competition, more and more prominentfocus

6、 of the terminal market, the operation of the market more andmore high degree of fine, and at the same time, economic developmenthas also brought the organizational change rate increase, unstableoccupation intensified, this is bound to make the employees bear muchmore pressure than ever, the ability

7、 to work such as improvedefficiency, increased workload, fast-paced working state and thepersonnel comprehensive management and technical aspects of qualityneeds to have higher requirements, market expectations, Ever fountworking pressure; at the same time to improve the management systemand the cor

8、responding resource allocation imbalance is widespread, heavy management, light talent led to the phenomenon of post Thephenomenon of job burnout, lower degree of satisfaction andindifference of attitude, and obvious trend of youth loss are seriousin the work. Especially the frequent flow of core pr

9、ofessionalsbrings huge potential risks and uneasiness to business development.Human resource management, organizational behavior and managementpsychology have become a key research topic to solve this jobburnout.The famous American psychologist Freudenberger (1974) and Maslachet al (1976) proposed i

10、n 1970s for job burnout (JOB BURNOUT) in thestudy of service in the field of high reference value, in recentyears the sales group of job burnout but involved much, sales is tocreate, communicate and deliver value to customers, a theorganization functions and procedures and customer relations in orde

11、rto allow the organization and its stakeholders benefit; salesservices to meet the specific needs of customers to ensure thesuccess of the company growth and profitability, is the core elementwhich affects the survival and development of enterprises and the keyto success, and plays an important role

12、 in the enterprise. Therefore,the sales staff can not face the work pressure and job burnoutproblem. Paying close attention to the growth of sales group,motivating salesmen, meeting their needs and improving theirenthusiasm are not only conducive to the sustainable development ofenterprises, but als

13、o a topic that must be studied in order tomaintain family stability.In this case, Watsons personal care products company Kunmingbranch sales staff as the research object, from the point of concern,is committed to improving the living environment of the sales staff,to explore issues related to job bu

14、rnout of sales staff, sales stafffrom the source of job stress, work values, work environment, andindividual and team work atmosphere, occupation promotion, supportand support of leaders and colleagues analyzed, to provide effectiveinformation for job burnout problem finding, diagnosis andinterventi

15、on as well as the further research, and provide atheoretical basis and reference value for enterprises to reduce jobburnout problem.Based on the research method, literature review, questionnaireand interviews with staff analysis as a reference basis about jobburnout from the organization, related fa

16、ctors, occupation relatedfactors, personal characteristics and related factors of socialfactors such as the four major factors related to job burnout,factors analysis of the current situation of the sales staff andsales staff in the role of the group; special and very important suchas interpersonal

17、relationship, organization internal environment,personal development opportunities, to the individual needs and workpressure are all aspects of study. I hope that through this study, weshould find out strategies to reduce job burnout of salesmeneffectively, so as to make people job fit and contribut

18、e to thevigorous development of Watsons and even the entire sales industry。 Key words: sales staff; job burnout; influencing factors;solutions 内容摘要 第一章 绪论 1.1 研究背景 1.2 国内外研究现在状况 1.3 研究意义 1.3.1 理论意义 1.3.2 现实意义 1.4 研究途径和研究思路 第二章 相关概念与理论概述 2.1 相关概念概述 2.1.1 工作倦怠的概念 2.1.2 销售人员的界定 2.2 工作倦怠的测量方式方法 2.3 工作倦怠

19、的相关理论 第三章 屈臣氏(昆明)销售人员工作倦怠调查分析 3.1 屈臣氏(昆明)公司大概情况 3.2 屈臣氏(昆明)公司销售人员大概情况 3.2.1 销售人员的年龄分析 3.2.2 销售人员的工龄分析 3.2.3 销售人员的受教育程度分析 3.3 公司销售人员工作倦怠抽样调查分析 3.3.1 方式方法 3.3.2 样本大概情况 3.3.3 结果分析 第四章 屈臣氏(昆明)销售人员工作倦怠原因及影响分析 4.1 屈臣氏(昆明)销售人员工作倦怠原因分析 4.1.1 访谈方式方法、对象、目的及结果 4.1.2 工作倦怠原因分析 4.2 屈臣氏(昆明)公司销售人员工作倦怠的影响分析 4.2.1 工作

20、倦怠对昆明屈臣氏公司本企业的影响 4.2.2 工作倦怠对昆明屈臣氏公司销售员工个人的影响 第五章 屈臣氏(昆明)销售人员工作倦怠应对措施分析 5.1 员工个体干涉策略 5.1.1 积极应对工作压力 5.1.2 优秀员工示范 5.1.3 建立畅通的人际沟通网络 5.1.4 适当运动和锻炼 5.1.5 充分发挥自我能动性,主动寻找工作中的鼓励点 5.2 企业干涉策略 5.2.1 合理布置销售工作任务 5.2.2 建立合理的薪酬福利体系 5.2.3 完善、畅通销售员工职业发展通道 5.2.4 营造和谐的企业文化气氛 5.2.5 了解分析员工,知足员工的不同需求 第六章 结论与瞻望 6.1 研究结论 6.2 创新之处 6.3 研究局限性 6.4 研究瞻望 以下为参考文献