Constructing Indicators of Selecting Direct Salespersons in Taiwan with Analytic Hierarchy Process

• Main Author: 陳玲珠
• Other Authors: 林玉娟
• Format: Others
• Language: zh-TW
• Published: 2014
• Online Access: http://ndltd.ncl.edu.tw/handle/75713935226664743936

碩士 === 國立高雄師範大學 === 事業經營系 === 102 === Owing to the transition of Taiwan’s social structure, as well as its rising awareness of environmental protection and health concepts, the consumption pattern has transformed. The direct selling industry, which is individual customer service- oriented, has emerged accordingly. As human resources are the core of the direct selling industry, selecting qualified personnel is the key factor in the successful operation of a direct selling business. The Delphi method and analytic hierarchy process are employed in this study to construct the selection indicators, which are expected to serve as a reference for talent recruitment and screening in the direct selling industry. First, through a literature review and two-round modified Delphi, both the hierarchical structure and the indices of the selection indicators are constructed. Then, through a questionnaire survey with fifteen experts as respondents, dimensions in each hierarchy and the weights of the indices are calculated via the analytic hierarchy process; with a consistency test and selection, the weights of the hierarchical indices are co-determined by fourteen experts. The results of this empirical study are described as follows: First, the dimensions of the second hierarchy are: work values (weight: 0.475), personality traits (weight: 0.315) and professional competence (weight: 0.209), as listed in the order of importance, while the dimensions of the third hierarchy are: helping others achieve certain goals (total weight: 0.153), organizational commitment (total weight: 0.134), goal setting (total weight: 0.117), self-fulfillment (total weight: 0.109), emotional stability (total weight: 0.101), teamwork (total weight: 0.067), sense of fulfillment (total weight: 0.067), work attitude (total weight: 0.065), interpersonal communication skills (total weight: 0.058), affinity (total weight: 0.038), conscientiousness (total weight: 0.038), openness (total weight: 0.027), creativity (total weight: 0.013) and professional knowledge (total weight: 0.012). The abovementioned indices and the weights are expected to serve as references for the direct selling businesses in regard to salesperson selection.