直销员有效激励因素研究毕业论文.docVIP

毕业论文 （20_ _届） 直销员有效激励因素研究 摘 要 随着直销行业的不断发展，销售员已经成为直销公司的主力军，在直接营销中所起的作用越来越大。如何通过激励他们的工作意愿与情绪，乃至积极有效激发其工作潜能，提高其工作表现，达成组织目标，已经成为直销公司面临的一个重要问题。本文在文献探讨的基础上采用调査问卷的形式研究了直销公司对销售员的激励。希望本研究能帮助管理者更准确地了解销售员的主观感受，改进对销售员的管理工作，提高其满意度，从而增强寿险公司的市场竞争力。因此，本研究选题具有重要的实践意义。 本研究运用了描述性统计等方法，主要分析了直销员对激励因素的重要性和满意度情况，探讨了激励因素的激励效果，并进一步分析了不同背景变量的销售员所感受到的激励因素重要性的不同以及由此带來的激励效果的不同。 关键词：激励因素；直销；探索性研究 Abstract With the continuous development of the direct selling industry, the salesman has become the main force of direct selling companies in the direct marketing role in the growing. How to motivate their willingness to work with emotions, and even work actively and effectively stimulate their potential, improve their performance, achieve organizational goals, has become a direct sales companies face a major problem. Based on the literature review, based on the use of questionnaires in the form of a direct sales company salesperson incentive. Hope that this research can help managers more accurate understanding of the subjective feelings of salespeople to improve the management of the sales staff to increase their satisfaction, thereby enhancing the market competitiveness of life insurance companies. Therefore, the research topics of great practical significance. In this study use the methods like descriptive statistics, analysis of variance, correlation and regression analysis , mainly of the direct seller of the importance of motivation and satisfaction, and to explore the incentive effects of the incentives, and further analysis of the different background variables Seller incentives felt the importance of the different incentive effects and the resulting difference. Keywords: Incentives; Direct marketing; Exploratory study 目录 1 绪论 1 1.1 研究背景及研究意义 1 1.1.1 研究背景 1 1.1.2研究意义 1 1.2研究对象 2 1.2.1研究对象的相关概念界定 2 1.2.2对研究对象进行激励的原因 2 1.3论文流程和论文结构 3 1.3.1研究流程 3 1.3.2论文结构 4 2 概念界定 5 2.1直销在国内外发展状况 5 2.1.1直销概述 5 2.1.2 直销在国外的发展 6 2.1.3 直销在中国的发展状况 7 2.2 激励概述 8 2.2.1 激励的定义 8 2.2.2 激励理论 9 2.2.3 激励因素研究 11