| Summary: | 因為人口老化，生醫材料的快速發展，使得低侵入性醫療器材產業成長快速，而個案公司因為擁有突破性的產品，因此在這幾年業務成長的速度相當快，組織也在這幾年快速的擴充。在組織擴充的同時，個案公司發現人力資源的制度及人才的缺乏，因此引入職能發展及招募的概念，並同時招募人力資源的人才，而在推行職能工具的同時，因為業務主管多年來都以非結構性的面談及應徵者的基本資料，進行甄選，也招募到某些傑出的業務人員，使得整體的銷售達成率，都一直是兩位數的成長，因此當人力資源主管以人力資源的理論，提供業務主管一套更好的甄選方式時，卻發現人力資源主管與業務主管，對於甄選條件有完全不同的看法。
本研究從文獻資料中，瞭解職能的意義，並且透過不同產業間，職能的比較，及個案公司業務的流程，以理論的方式輔以實際業務主管對於優秀業務人員職能的觀察，分析個案公司職能模型的適用性。另外，本研究也利用個案公司常用的甄選條件，包含業務人員的基本資料，及2005年的績效評分，領導職能及銷售能力職能的評分結果，與表示績效的三個效標進行統計分析，以瞭解個案公司職能模型的效標效度。最後與所有的業務主管訪談，瞭解業務主管對於職能的認知，及列出具有鑑別力的職能項目，以整體分析個案公司職能模型的方式，舉出科學性的證據，支持人力資源主管推行職能工具，並替個案公司找到更好的甄選條件。
本研究的科學分析結果，並無法解決人力資源主管的問題，因此本研究利用推論的方式，對於實務上的困境提出解決的方式，建議人力資源主管應該先與業務主管進行溝通，建立在業務主管前的信賴度，並且暸解業務主管所採用的甄選條件，並以這些甄選條件及職能的內容與業務主管進行討論，找到適合個案公司的甄選條件及職能面試方式。
=== Recent years have witnessed significant growth in the market for less-invasive medical products due to increases in the average age of the population and the rapid development of the biomaterials industry. The company that served as the research-site for the present study also enjoyed a high growth rate and organizational expansion thanks to its ability to produce cutting-edge products that were well-aligned to these market trends. Recognizing the need to improve its existing human resource pool and hire new talent during this period of rapid organizational expansion, the company introduced new forms of competency-based internal development and recruitment. However, since the company’s sales managers had relied upon non-structured interviews and reviews of applicants' basic information as recruitment criteria in the past, they felt that the previously-used methods of recruitment had proven effective by their prior outstanding sales performance levels. Accordingly, the HR manager’s attempts to promulgate competency-based recruitment techniques were met with resistance by the company’s existing sales managers.
The present study reviews the literature on the competency model by defining it, discussing its overall validity, and comparing competency models that have emerged in various industries. Moreover, it sketches the case company’s business model and offers observations of its outstanding salespersons. Next, the case company’s recruitment criteria, sales-staff information and performance records, leadership competency, and function competency data for the year of 2005 are analyzed according to three sales performance indicators to confirm the criteria validity of its competency model. All of the firm’s sales managers took part in our interviews to test their levels of understanding of competency, as well as to identify distinguished competency items. In short, the purpose of the study was to support the establishment and promotion of more effective HR manager promoting competency concepts and recruitment criteria.
The scientific results of the study were unable to solve directly the problems encountered by the HR manager in his attempts to employ competency-based hiring procedures. The study attempted to solve the ensuing differences between the sales managers and the HR manager via theoretical implications and suggestions that the HR manager communicate with the sales managers to augment their mutual trust and understand fully the recruitment criteria employed by the sales managers. In this way, it was shown that increased communication and understanding between the HR manager and the sales managers would lead to better overall recruitment criteria for the case company.
|
|---|
