| Summary: | 碩士 === 崑山科技大學 === 企業管理研究所 === 95 === The salesperson is a major revenue-producing and cost-generating factor in most business enterprises. Consequently, the salesperson’s burdens are very heavy. The successful management of sales-force is of central importance in determining the success of the firm. However, one frequently observes differences among salesperson in their response patterns to competitions or difficulties with sales tasks, some face his(her) sale work as bases of altruism , whereas others face their sale work as bases of egoism. No matter how they adopt altruistic behavior or egoistic behavior, which become the key point for seeking business growing and keeping competitiveness. This research take the bank’s salesperson in Taiwan area to be the examples, confer the influence factors of salespersons’ altruistic or egoistic behaviors. The expectations of the study can help companies to pay attention to their salesperson, and then to establish applicable tactic and management for salesperson.
The research results indicated that organizational factors’「competitive atmosphere」and「culture of customer-oriented」have more influence on behavioral motivation, the personal factors’ 「risk appetite」and 「personality characteristics」 have more influence on behavioral motivation. On the part of the behavioral motivation, 「keep the existence’s motivation」and「learning motivation」have more influence on altruistic behavior, 「gain the reward’s motivation」and 「learning motivation」have more influence on egoistic behavior.
Therefore, based on the findings of this research, we suggest that corporates should understand the salesperson are very important, and to establish a perfected work environment, to select the suitable talents, actively pay attention to the meaning and impact behind salespersons’ behavior.
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