企业销售人员激励强度及激励替代效应研究  

Analysis of Salesmen's Stimulation Intensity and Stimulation Substitution Effects

作　　者：林鸿熙[1] 

机构地区：[1]福建莆田学院,福建莆田351100

出　　处：《重庆大学学报（社会科学版）》2004年第3期129-131,共3页Journal of Chongqing University(Social Science Edition)

基　　金：福建省教育厅科学基金项目 (JB0 12 0 6)

摘　　要：销售作为实现企业价值的最后一个关键环节 ,对企业了解市场信息及实现准确的市场定位至关重要 ,显然对销售人员实施激励将非常必要。但由于市场信息不对称性的存在 ,确定销售人员的激励强度难度较大。本文利用信息博弈论分析激励强度的确定 ,分析其他因素替代效应 。As the last critical course that realizes the value of enterprises, selling is very important for enterprises to understand the market information and make acute market orientation. It's necessary to stimulate salesmen to work hard. But due to the unsymmetrical character of market information, it's difficult to determine the intensity of the stimulation. This paper analyzes the stimulation intensity using the game theory, and also studies the substitution effects of kinds of stimulation methods. It has important referring value for the effective salesmen management.

关 键 词：激励 博弈 委托代理 替代效应 

分 类 号：C96[经济管理—人力资源管理]