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研究生:羅涵馨
研究生(外文):Han-Shin Lou
論文名稱:網路化訓練成效對工作與家庭衝突、銷售績效之影響
論文名稱(外文):The Impacts of Web-Based Training on Work-Family Conflict and Sales Performance
指導教授:施佳玫施佳玫引用關係
學位類別:碩士
校院名稱:崑山科技大學
系所名稱:企業管理研究所
學門:商業及管理學門
學類:企業管理學類
論文種類:學術論文
論文出版年:2009
畢業學年度:97
語文別:中文
論文頁數:94
中文關鍵詞:組織因素個人因素網路化訓練成效工作與家庭衝突銷售績效工作滿意家庭滿意
外文關鍵詞:organizational factorspersonal factorsweb-based trainingwork-family conflictsales performancejob satisfactionfamily satisfaction
相關次數:
  • 被引用被引用:2
  • 點閱點閱:695
  • 評分評分:
  • 下載下載:0
  • 收藏至我的研究室書目清單書目收藏:2
目前,國內網路化訓練相關的研究,偏向於探討企業導入網路化訓練的模式與程序、課程內容、企業導入網路化訓練的概況、考量因素與關鍵成功因素。而過去文獻中少有探討與網路化訓練成效對銷售人員工作與家庭衝突之影響。但網路化訓練的成效一直都是企業所關注的焦點,網路化訓練的成效良窳並非由單一因素或構面所造成,故本研究將探討組織因素、個人因素對網路化訓練成效的影響。人才是企業的決勝關鍵,如何使網路化訓練成本效益提高,進而達到訓練之成效,為本研究目的之一;以及網路化訓練成效是否可以改善工作與家庭衝突,也正是本研究最大之目的。期望透過本研究所得之成果,將可對已導入或者計劃導入之企業組織,及未來對網路化訓練相關的學術研究者,具有參考價值,故此為本研究之動機。
本研究以人壽保險產業網路化訓練成效為研究背景,並以六家人壽保險業的301位第一線銷售人員為研究對象。複迴歸分析結果顯示,(1)高階主管支持、獎懲、成就動機對網路化訓練成效呈顯著正向影響。(2)評鑑、自我導向學習對網路化訓練成效的影響未達顯著水準。(3)網路化訓練成效對銷售績效、工作滿意呈顯正向影響。(4)網路化訓練成效對工作與家庭衝突的影響未達顯著水準。(5)工作與家庭衝突對銷售績效的影響未達顯著水準。(6)工作與家庭衝突對工作滿意呈顯著負向影響。(7)家庭滿意對工作與家庭衝突-工作滿意的影響未達顯著水準。(8)銷售績效對工作滿意的影響呈顯著正向影響。最後研究者依據實證結果,提出具體建議,以供已導入或者計劃導入之企業組織高階主管及人力資源部門參考,並提出後續研究的建議。


According to the researches regarding domestic Web-based training (WBT), most of them tend to discuss how the enterprises bring the mode and progress of WBT into the companies, what’s the condition of the actual training, what factors and key points lead it to success. In the past, few research discussed the effects that how the WBT training outcomes influence the sales performance and Work-Family Conflict (WFC). However, the enterprises had always focused on the WBT training results caused not only by one factor. Therefore, this research discussed the influences about organizational factors, and personal factors influence the WBT effects. Human Resources are the essential part in a company. The purpose of this research is to find out the way how to increase the WBT cost effectiveness and then to reach the training outcomes; and the WBT cost to improve WFC. Through this research, we hope that some WBT researchers and corporations that are planning or carrying out the WBT training could get some useful information. Also, that is the motivation of this research.
The research to WBT cost in life insurance industry to research back ground, and six of the 301 life insurance sales for the first line of research. The multiple-regression -analysis indicated that (1) top managemtent support, reward and punidshment, and achievement motivation have positive influence on WBT cost, (2) evaluation and self-directed learning has non-significant correlation to the WBT cost, (3) WBT cost have positive influence on sales performance and job satisfaction, (4) WBT cost has non-significant correlation to the WFC, (5) WFC has non-significant correlation to the sales performance, (6) WFC have negative influence on job satisfacetion, and (7) family satisfaction has non-significant correlation to the WFC-job satisfaction. (8) sales performance have positive influence on job satisfaction. According to the evidences, we give some concrete suggestions for some researchers and companies who were dealing with WBT training. Also, we give suggestions of further researches of WBT training.


目錄
中文摘要---------------------------------------------------------------------------------------- i
英文摘要----------------------------------------------------------------------------------------ii
誌謝---------------------------------------------------------------------------------------------iii
目錄--------------------------------------------------------------------------------------------- iv
表目錄----------------------------------------------------------------------------------------- vii
圖目錄---------------------------------------------------------------------------------------- viii
第一章 緒論-----------------------------------------------------------------------------------1
1.1 研究背景-----------------------------------------------------------------------------1
1.2 研究動機-----------------------------------------------------------------------------3
1.3 研究目的-----------------------------------------------------------------------------4
1.4 研究範圍-----------------------------------------------------------------------------4
1.5 預期研究貢獻-----------------------------------------------------------------------5
1.6 研究流程與架構--------------------------------------------------------------------7
第二章 文獻探討-----------------------------------------------------------------------------8
2.1 教育訓練的定義--------------------------------------------------------------------8
2.2 數位學習相關研究--------------------------------------------------------------- 10
2.2.1 數位學習(E-LEARNING)的意涵------------------------------------------------- 10
2.2.2 網路化訓練(WEB-BASED TRAINING)的意涵--------------------------------- 12
2.2.3 網路化訓練之優點--------------------------------------------------------------- 13
2.2.4 網路化訓練成效評估模式與方法--------------------------------------------- 14
2.3 高階主管支持--------------------------------------------------------------------- 16
2.3.1 高階主管支持的理論基礎------------------------------------------------------ 16
2.3.2 高階主管支持對網路化訓練成效之影響------------------------------------ 17
2.4 評鑑--------------------------------------------------------------------------------- 18
2.4.1 評鑑的意義------------------------------------------------------------------------ 18
2.4.2 評鑑對網路化訓練成效之影響------------------------------------------------ 18
2.5 獎懲--------------------------------------------------------------------------------- 19
2.5.1 獎懲的意涵------------------------------------------------------------------------ 19
2.5.2 獎懲對網路化訓練成效之影響------------------------------------------------ 20
2.6 自我導向學習--------------------------------------------------------------------- 21
2.6.1 自我導向學習的意涵------------------------------------------------------------ 21
2.6.2 自我導向學習對網路化訓練成效之影響------------------------------------ 22
2.7 成就動機--------------------------------------------------------------------------- 24
2.7.1 成就動機(ACHIEVEMENT MOTIVATION)的意涵------------------------------- 24
2.7.2 成就動機的理論------------------------------------------------------------------ 26
2.7.3 成就動機對網路化訓練成效之影響------------------------------------------ 28
2.8 工作與家庭衝突------------------------------------------------------------------ 28
2.8.1 工作與家庭衝突的意涵--------------------------------------------------------- 28
2.8.2 網路化訓練成效對銷售人員工作與家庭衝突之影響--------------------- 29
2.9 銷售績效--------------------------------------------------------------------------- 30
2.9.1 銷售績效的意涵------------------------------------------------------------------ 30
2.9.2 網路化訓練成效對銷售人員銷售績效之影響------------------------------ 31
2.9.3 銷售人員工作與家庭衝突對銷售績效之影響------------------------------ 31
2.10 工作滿意--------------------------------------------------------------------------- 32
2.10.1 工作滿意的意涵------------------------------------------------------------------ 32
2.10.2 銷售人員工作與家庭衝突對其工作滿意之影響--------------------------- 33
2.10.3 網路化訓練成效對其銷售人員工作滿意之影響--------------------------- 34
2.10.4 銷售績效對其銷售人員工作滿意之影響------------------------------------ 34
2.11 『家庭滿意』的干擾影響------------------------------------------------------ 35
第三章 研究設計--------------------------------------------------------------------------- 36
3.1 研究架構--------------------------------------------------------------------------- 36
3.2 研究對象選擇--------------------------------------------------------------------- 36
3.3 問卷量表設計--------------------------------------------------------------------- 37
3.4 資料分析方法--------------------------------------------------------------------- 42
3.5 問卷調查及有效樣本結構------------------------------------------------------ 43
第四章 研究結果--------------------------------------------------------------------------- 47
4.1 問卷量表分析--------------------------------------------------------------------- 47
4.1.1 量表檢測步驟--------------------------------------------------------------------- 47
4.1.2 組織因素量表信、效度分析--------------------------------------------------- 47
4.1.3 個人因素量表信、效度分析--------------------------------------------------- 49
4.1.4 網路化訓練成效量表信、效度分析------------------------------------------ 50
4.1.5 工作與家庭衝突量表信、效度分析------------------------------------------ 50
4.1.6 銷售績效量表信、效度分析--------------------------------------------------- 51
4.1.7 工作滿意、家庭滿意量表信、效度分析------------------------------------ 52
4.2 研究變項之相關性分析--------------------------------------------------------- 53
4.3 組織因素與個人因素對網路化訓練成效的影響--------------------------- 54
4.4 網路化訓練成效對工作與家庭衝突、銷售績效的影響------------------ 56
4.5 工作與家庭衝突對銷售績效、工作滿意的影響--------------------------- 57
4.6 銷售績效對工作滿意的影響--------------------------------------------------- 57
4.7 家庭滿意的干擾效果------------------------------------------------------------ 58
第五章 結論與建議------------------------------------------------------------------------ 59
5.1 研究結論--------------------------------------------------------------------------- 59
5.2 實務管理意涵--------------------------------------------------------------------- 64
5.3 後續研究建議--------------------------------------------------------------------- 66
5.4 研究限制--------------------------------------------------------------------------- 67
參考文獻-------------------------------------------------------------------------------------- 68
附錄 研究問卷------------------------------------------------------------------------------90

表目錄
表1.1 本研究之研究範圍-----------------------------------------------------------------5
表3.1 高階主管支持的問項及參考量表----------------------------------------------- 37
表3.2 評鑑的問項及參考量表----------------------------------------------------------- 38
表3.3 獎懲的問項及參考量表----------------------------------------------------------- 38
表3.4 自我導向學習的問項及參考量表----------------------------------------------- 39
表3.5 成就動機的問項及參考量表------------------------------------------------------ 40
表3.6 網路化訓練成效的問項及參考量表-------------------------------------------- 40
表3.7 工作與家庭衝突的問項及參考量表-------------------------------------------- 41
表3.8 銷售績效的問項及參考量表----------------------------------------------------- 41
表3.9 工作滿意與家庭滿意的問項及參考量表-------------------------------------- 42
表3.10 有效樣本背景資料表------------------------------------------------------------- 45
表3.11 有效樣本網路化訓練經歷表---------------------------------------------------- 46
表4.1 組織因素量表因素轉軸結果摘要----------------------------------------------- 48
表4.2 個人因素量表因素轉軸結果摘要----------------------------------------------- 49
表4.3 網路化訓練成效量表因素轉軸結果摘要-------------------------------------- 50
表4.4 工作與家庭衝突因素分析及信度檢定結果----------------------------------- 51
表4.5 銷售績效量表因素分析及信度檢定結果--------------------------------------- 52
表4.6 工作滿意量表因素分析及信度檢定結果-------------------------------------- 52
表4.7 家庭滿意量表因素分析及信度檢定結果--------------------------------------- 53
表4.8 研究便向敘述性統計量相關性-------------------------------------------------- 54
表4.9 組織因素、個人因素影響網路化訓練成效之迴歸分析結果摘要-------- 55
表4.10 網路化訓練成效影響工作與家庭衝突、銷售績效之迴歸分析結果摘要56
表4.11 工作與家庭衝突影響銷售績效、工作滿意之迴歸分析結果摘要-------- 57
表4.12 家庭滿意干擾對工作與家庭衝突與工作滿意之迴歸分析結果摘要----- 58
表5.1 研究假設驗證結果彙整表-------------------------------------------------------- 59

圖目錄
圖1.1 研究流程-------------------------------------------------------------------------------7
圖2.1 數位學習的關係-------------------------------------------------------------------- 11
圖3.1 本研究之概念性研究架構-------------------------------------------------------- 36

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