A Study on the Relationship among Social Capital, Sales Performance and Human Resource Development

• Main Authors: Yen-tzu Chang, 張彥慈
• Other Authors: Jen-wei Cheng
• Format: Others
• Language: zh-TW
• Published: 2006
• Online Access: http://ndltd.ncl.edu.tw/handle/kmb5qk

碩士 === 國立臺灣科技大學 === 企業管理系 === 94 === The essay is attempted to conclude the essential qualities for the salesman by analyzing and integrating the relevant theories based on the market of the liquor business in Taiwan. As a salesman, he should not only have the professional knowledge and the ability in marketing but also need to develop his own relationship networks to accumulate the social capitals, which help to achieve the goal of sales performance. Besides, what if the company could provide an efficient human resource development system would positively affect the sales performance. The essay focuses on the relation between social capitals, sales performance and the human resource development in the liquor business. Social capitals and human resource development are respectively independent variables, while sales performance is the dependent variable. Furthermore, taking human resource development as the moderator against social capitals and sales performance shows the relations between each variable. The domestic cellarers are taken as examples, and the research method is by questionnaire. The research examines the effects that social capitals and human resource development have on the sales performance and verifies whether the interaction of human resource development has notable influences on dependent variables by adopting the reliability analysis, one way analysis of variance, correlation analyses and hierarchical multiple regression analysis. . The result indicates that social capitals do not affect sales performance positively; the human resource development system provided by the company has a few positive effects on it either. However, human resource development does have influence on the relationship between social capitals and sales performance.