A Research on the Competence Model of Automotive Regional Sales Manager

摘要：

This article researches into the Competence Model of automotive regional sales manager (ARSM) in auto industry. Based on literature analysis, the authors adopted the methods such as job analysis, behavioral event interview, and so on. Combined with generic competence model of salesmen, the authors constructed a competence transitional model of ARSM of auto industry and the questionnaire. Based on 115 valid questionnaires, utilized the methods of regression analysis and one-way ANOVA, the authors examined and modified the transitional competence model. The results show that Competence Model of ARSM of auto industry includes 13 element items. According to the different influence on the performance of ARSM, the competence element items can be divided into two major categories: the benchmark competence and the core competence.

关键词： Auto Industry Regional Sales Manager Competence Model Behavioral Event Interview

作者: Hongtao Wang jianlin Hu Linlin Wang Shiqiang Wang Sanbao Zhang

作者单位: Economics and Management School Wuhan University, Wuhan 430072, P.R.China

会议类型: 国际会议

会议名称: The Third International Conference on Operations and Supply Chain Management(第三届运营与供应链管理国际会议)

会议地点: 武汉

会议语种:英文

页码: 811-816

在线出版日期: 2009-07-28（万方平台首次上网日期，不代表论文的发表时间）