業務人員人格特質與薪酬獎金制度之研究

Abstract

本研究主要探討業務人員人格特質與薪酬獎金制度之關係，係以化學分析量測儀器產業 為對象，並分析相關業務人員人格特質與薪酬獎金制度之影響。本研究透過問卷調查法針對 化學分析量測儀器產業之樣本進行研究。研究成果為藉由相關企業研究，發現業務人員人格 特質對風險態度具正向影響性，且風險態度在業務人員人格特質對薪酬制度間具部份中介效 果。並針對國內化學分析量測儀器產業如何在既有薪酬制度上選擇具有積極進取人格之業務 人員。最後，本研究提供具體建議給相關產業用人參考。

This study mainly explores the relationship between the personality traits of sales people and the salary bonus system. It is aimed at the chemical analysis instrument industry, and analyzes the influence of the personality traits of the sales people and the salary bonus system. The research targets of the chemical analysis instrument industry through a questionnaire. The research results are based on the research of related enterprises and found that the personality traits of business personnel have a positive effect on risk attitudes, and that risk attitudes have a mediating effect between the personality traits of business personnel and the compensation system. It also focuses on how the domestic chemical analysis instrument industry selects sales people with positive personality on the existing salary system. Finally, this research provides specific suggestions for the reference of relevant industry personnel.