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研究生:黃語華
研究生(外文):Yu-Yua Huang
論文名稱:業務單位運用團隊提高績效---成功的關鍵因素
論文名稱(外文):The critical factors to promote performance in Sales team
指導教授:李弘暉李弘暉引用關係
學位類別:碩士
校院名稱:元智大學
系所名稱: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:55
中文關鍵詞:人力資本團隊績效目標管理
外文關鍵詞:manpowermanagement of objectives
相關次數:
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近年來企業在面臨高競爭時,如何大幅提升業務團隊的銷售能力, 已成為當前企業成功與否的重要關鍵指標。複製頂尖績效業務團隊的成功模式,幫助績效平平的業務單位團隊更上一層樓。
愈來愈多的業務單位逐漸透過團隊將能有效地提高組織效率,達成組織的目標。團隊形式可提供有效的方法協助團隊解決問題、增加員工對該團隊的認同感、並提高員工的工作潛能、迅速回應環境變遷與滿足顧客的需求的工作型態。是故業務團隊漸漸廣為利用,為完成團隊目標,增加團隊效能及提高生產力。
本研究是以企業的業務單位為對象,主要在於研究企業的業務部門運用團隊提高績效的關鍵因素,在研究的架構當中,透過文獻資料蒐集與訪談,歸納出「人力資本」、「團隊的形成與運作」、「領導者的領導風格」、「團隊情感的建立」、「團隊共同目標」、「目標管理」等六項因素為提高團隊績效的關鍵因素。
How to promote sales ability extensively became the critical index to the success of current enterprises under serious competition in recent years. To duplicate the successful mode of top sales team and transform the inferior team to promote.

Gradually, thanks to the team work more and more sales teams improve efficiency highly to reach the team target. The team work organization provides the efficacious solution to solve the problem and create the mutual vision interiorly. In the same time, team work to promote the potential of team members against the rapidly changing of market and to satisfy the requirement of clients. Eventually, the team work operation in sales has been applied widely to complete the target as well as to promote the efficiency and productivity of team.

This study is based on sales team of enterprises and major in critical factors of team work to promote performance. Refer to various documents and interview with different leader, herewith to conclude the 6 key factors to success the promotion of team efficiency. There are manpower, the formation and operation of team, the leadership, the emotion of team, the mutual vision of team and the management of objectives.
目錄
書名頁 i
審定書 ii
授權書 iii
中文摘要 .iv
英文摘要 .v
誌 謝 vi
目 錄 vii
表目錄 viii
圖目錄 .ix
ㄧ、緒論
1.1研究背景與動機 1
1.2 研究目的 2
1.3 研究方法與流程 2
二、文獻探討
2.1 團隊的定義 3
2.2團隊能力 .7
2.3 人力資本 9
2.4 團隊成員的形成與運作 10
2.5 團隊領導者風格 11
2.6團隊情感的建立 14
2.7團隊獻身於共同目標並共同負責 15
2.8 目標管理 18
.
三、研究方法.
3.1 研究架構 25

四、個案訪談分析
4.1人力資本 .26
4.2團隊成員的形成與運作 28
4.3團隊領導者風格 .31
4.4團隊情感的建立 33
4.5團隊獻身於共同負責 36
4.6目標管理 39
五、結論
5.1研究發現 40
5.2研究建議 .41
5.3研究限制 .42

參考文獻
中文部份 .44
英文部分 45

附錄訪談摘要 .49
參考文獻
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