臺灣博碩士論文加值系統

論文摘要
根據衛生署統計資料顯示，我國近十年的醫療保健的需求與品質有長足的向上提升趨勢，不但各類醫療院所數目快數增加，投入此醫療產業之人力與資金也跟著快速成長，在此一趨勢中，產業之業務人員之重要性，也是不可忽視的一股力量。本研究即進一步去探討醫療器材產業之業務人員其金錢倫理觀與專業承諾、組織承諾之間的關係，並藉此找出對此產業之業務人員有效的激勵因素及管理建議，以提供實務界與有心進入此產業之人士參考。
本研究以醫療器材廠商之業務人員為主要研究對象，並依據對此產業特性之了解及文獻整理，以建立本研究架構，經過樣本調查後，以區塊回歸統計的方法來驗證樣本的金錢倫理觀對專業承諾與組織承諾之影響性，研究結果如下：

一.業務人員之金錢倫理觀對專業承諾的子構面有顯著影
響。
1.認為賺錢是重要的傾向愈強時，則對專業認同就愈
高。
2.認為賺錢是重要的傾向愈強時，則對專業投入就愈
高。
3.重視金錢預算的傾向愈強時，則對專業投入就愈高。
4.認為金錢是非內在激勵因素的傾向愈強時，則留業意
願就愈低。
5.認為金錢是激勵因素的傾向愈強時，則對專業認同就
愈高。
6.認同金錢代表權力的傾向愈強時，則留業意願就愈
低。
二.業務人員之金錢倫理觀對組織承諾的子構面有顯著影
響。
1.認為賺錢是重要的傾向愈強時，則對專業認同就愈
高。
2.認為金錢是非內在激勵因素的傾向愈強時，則留職意
願就愈低。
3.認為金錢是激勵因素的傾向愈強時，則對組織認同就
愈高。
4.認同金錢代表權力的傾向愈強時，則留職意願就愈
低。

Abstract

According to the statistics of Department of Health, demand and quality of health care have been increased for the past decade in Taiwan. Not only the number of medical organizations of various categories is increasing rapidly, but also human resources and capital invested in the medical industry have been growing fast. The importance of salesman in this trade cannot be underestimated any longer. A study on the correlations among money ethic, professional commitment and organizational commitment of the salesman in the medical devices dealers was made to locate useful motivation elements and management suggestions to the salesman in this field as well as to serve as a reference for people who have been in practice or intend to join this industry.
The subject of study was aimed at salesman of medical devices dealers. The structure of this study was established based on an understanding of properties of this industry and a review of documents. A sample survey was conducted and the impact of money ethic upon professional commitment and organizational commitment was examined in a statistical way of block regression. Results of this study are listed as follows:

1.The money ethic of salesman imposed
significant impact upon the sub-dimensions of
professional commitment.
（1）As the tendency of considering making money
was important was getting stronger,
professional identification became higher.
（2）As the tendency of considering making money
was important was getting stronger,
professional involvement became greater.
（3）As the tendency of budget emphasis was
getting stronger, professional involvement
became higher.
（4）As the tendency of considering money was no
intrinsic motivation element was getting
stronger, the willingness of staying in the
same profession was getting lower.
（5）As the tendency of considering money was a
motivation element was getting stronger,
professional identification became higher.
（6）As the tendency of identifying money stood
for power was getting stronger, the
willingness of staying in the same profession ]
was getting lower.
2.The money ethic of salesman imposed significant
impact upon the sub-dimensions of
organizational commitment.
（1）As the tendency of considering making money
was important was getting stronger,
professional identification became higher.
（2）As the tendency of considering money was no
intrinsic motivation element was getting
stronger, the willingness of staying in the
same profession was getting lower.
（3）As the tendency of considering money was a
motivation element was getting stronger,
organizational identification became higher.
（4）As the tendency of identifying money stood
for power was getting stronger, the
willingness of staying in the same profession
was getting lower.

目 錄

第一章 緒論 ……………………………………………………………1
第一節 研究動機與背景 …………………………………………………1
第二節 研究目的 …………………………………………………2

第一章 文獻探討 ……………………………………………………4
第一 節 醫療器材產業特性 ……………………………………………4
第二節 金錢倫理觀 ………………………………………………8
第三節 組織承諾 ……………………………………………………18
第四節 專業承諾 ……………………………………………………24

第三章 研究方法 ………………………………………………………27
第一節 研究架構 …………………………………………………27
第二節 研究假設 …………………………………………………29
第三節研究對象 ………………………………………………30
第四節 研究工具 …………………………………………………33
第五節 統計分析方法 ……………………………………………37

第四章 結果分析 ……………………………………………………39

第一節 背景資料、金錢倫理觀、專業承諾及組織承諾之相關分析…39
第二節金錢倫理觀對專業承諾、組織承諾之預測力 ………………45

第五章 結論與建議 ……………………………………………………58
第一節 結論 ………………………………………………………58
第二節 討論 ……………………………………………………62
第三 節 研究限制與建議 ……………………………………………64
參考文獻 ………………………………………………………………65
附錄 研究問卷 …………………………………………………………69

表目錄

表1-1 國民醫療保健支出統計 ……………………………………………2
表3-1 問卷發放與回收情形………………………………………………………31
表3-2 樣本統計資廖表 …………………………………………………………32
表3-3 金錢倫理觀量表構面及題目內容 ………………………………………33
表3-4專業承諾量表構面及題目內容 ……………………………………………35
表3-5 組織承諾量表構面及題目內容 …………………………………………36
表4-1 個人特徵與金錢倫理觀、專業承諾、組織承諾之相關係數表………40
表4-2 個人特徵、金錢倫理觀等各子構面對專業認同之預測力 …………46
表4-3 個人特徵、金錢倫理觀等各子構面對專業投入之預測力………………48
表4-4 個人特徵、金錢倫理觀等各子構面對留業意願之預測力………………50
表4-5 個人特徵、金錢倫理觀等各子構面對組織認同之預測力………………52
表4-6 個人特徵、金錢倫理觀等各子構面對組織投入之預測力 ……………54
表4-7 個人特徵、金錢倫理觀等各子構面對留職意願之預測力 ……………56
表4-8金錢倫理觀對專業承諾、組織承諾之預測力彙整表 ……………………57
表5-1 本研究之假設與實證結果彙整 …………………………………………58

圖目錄

圖2-1 Kirkcaldy ＆ Furnham（1993） 金錢信念的預測架 …………………11
圖2-2 Porter ＆ Garman（1992）財務滿足概念模式…………………………12
圖2-3 Steers（1977）組織承諾模式……………………………………………20
圖2-4 Mowday , Poter ＆ Steers（1982）組織承諾模式……………………21
圖2-5 黃國隆（1986）組織承諾模式……………………………………………22
圖2-6 Aranya , Pollock ＆ Amernic（1981）專業承諾模式 ………………26
圖3-1 研究架構 ………………………………………………………………27

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