The Analysis Study of Structural Equation Modeling in Work Values, Job Involvement and Competency with Business Performance-A Case Study of Salesperson

• Main Authors: Kuan-Ting Chiang, 江冠廷
• Other Authors: 莊育詩
• Format: Others
• Language: zh-TW
• Published: 2012
• Online Access: http://ndltd.ncl.edu.tw/handle/29750228806722032567

碩士 === 清雲科技大學 === 國際企業管理研究所 === 100 === This study aims to explore the influence of the work values, work devotion and competency on the work performance by using the Structural Equation Model (SEM) and adopting the study methods of literature review and questionnaire survey, with the business staff in Taiwan as the subjects. During the pre-test, 50 questionnaires are distributed and 47 are returned. The valid questionnaires were then conducted with validity and reliability analysis. The analysis results show the pre-test has high validity and reliability, indicating the questions has discrimination to some extent, based on which the formal questionnaire are compiled. With the random sampling method, we select 300 subjects to conduct formal questionnaire survey, and 211 valid samples are obtained which were then conducted with data analysis via SPSS and AMOS software. In this study, the overall Cronbach α is over 0.85, and the AVE value, CR value and SMC value of this study all reach the reliable level, indicating the quite good validity and reliability. For the overall fitting, χ2/df=1.248, CFI=0.986, NFI=0.934, AGFI=0.911, RMSEA=0.034, which shows that the model of this study has quite good interpretability. Three of six assumptions of this study obtain highly significances, important results and findings, listed as below: 1. The work value of the business staff doesn’t influence on the work performance significantly and directly. The competency as the intervening variable should be taken to achieve the positive results. 2. The work value is positively influence on the work devotion significantly. 3. The work devotion doesn’t show significant influence on the competency and work performance. Based on the above studies, the following three suggestions are proposed as reference: 1. through sales plan, let the supervisor to know the work value and development direction, and the business staff to find the appropriate goal and direction for their own business. 2. Provide promotion channels to the business staff, so as to improve their self-realization value. 3. Offer the staff with the opportunities to show their talents, enhance their recognition to the enterprise, and build the reputation and status of the excellent staff in the organization. Regarding the practical perspective, this study attempts to provide the business management team with more systematic management means, and expects to strengthen the staff’s abilities of marketing, responding and increasing performance through promotion and instruction, finally achieve better performance for both the organization and the individual.