【作者】 祝元媛；

【导师】 陈洪安；

【作者基本信息】 华东理工大学 ， 工商管理， 2010， 硕士

【摘要】 本文选择位于上海市漕河泾开发区的外资企业HILTI中国营销总部作为研究对象,在前言部分阐明了研究背景及论题、研究目的和意义及研究思路和论文结构。在正文部分,首先对西方经典的薪酬激励理论、委托-代理理论和效率工资理论进行阐述。接着通过对HILTI及中国营销总部组织架构、经营策略和人力资源配置的介绍,引出对于销售团队的销售代表、销售支持工程师和销售经理原有薪资结构的介绍及诊断。然后针对存在的问题,以西方经典激励理论、委托-代理理论和效率工资理论为理论分析依据,以HILTI全球员工意见调查数据和外部薪酬市场调研数据分析为实践操作依据,结合HILTI中国营销总部的实际对销售团队的薪资结构进行再设计。最后探讨了新的薪酬方案的实施沟通及评估问题。论文结论部分总结了研究的主要成果,即重新设计了基于业绩付薪的符合HILTI中国营销总部营销经营战略的销售团队薪酬激励体系,阐明了本论文的创新之处在于所设计的销售薪酬体系充分结合了欧美跨国公司的企业文化和HILTI中国营销总部的经营战略,有效地支持了公司销售战略地实施。最后,进一步阐明了本文的不足及后续研究方向展望。更多还原

【Abstract】 The study object of this dissertation is HILTI (China) Marketing Organization, which is a wholly owned foreign enterprise and located in Shanghai Caohejing Hi-tech Development District. The introductive paragraph introduces the study background and the issues, the purpose and meaning of the study as well as the content and frame of the dissertation.At first, the author elaborates the Compensation Motivation Theory, Principal-agent Theory and Efficiency Wage Theory. Secondly, the author describes the existing situation of HILTI Group and China Marketing Organization business strategy, org-chart and human resources allocation strategy. Meanwhile, the author respectively states current sales pay scheme, their advantage and disadvantage of Technical Sales Representative, Field Engineer and Sales Manager as well. And then, by combining with market salary survey data, HILTI Global Employee Opinion Survey results, Motivation theory, Principal-agent Theory and Efficient Wage Theory, the author redesigns the salary structure for sales team. Finally, the author illustrates the communication scenario and the evaluation method.The last segment summarizes the major outputs of this study which is to design sales force compensation system based on and salary philosophy of "pay for performance". The author also expressed the innovation of this dissertation is to design the sales force incentive system according to the company culture of western multinational company and the business strategy of HILTI (China) Market Headquarters, which supports the company sales strategy effectively. Finally, the author wraps up the study limitation and the next study direction.更多还原