Thesis Statement
Dated on June 27th, 2001 "(Financial Holding Company Act) has completed the legislative procedures. New-style financial holdings companies have initiated a new era of competition and cooperation. Under this circumstance, for the sake of survival, apart from innovating new financial products, security companies take proactive approaches in the direction of full-scope financial planning. These new financial products include stock trading in Taiwan, futures, stock options, other derivative instruments like bonds, consignments, insurance deputy, and duplicated-brokerage offshore trading.
To respond to the above changes, in parallel, sales force in security companies is forced to change their roles from single-product market maker to the full-scope financial advisor. To promote and sell various financial products simultaneously, the sales force is required to quickly learn the relevant knowledge of various newly invented products, related rules and regulations, and risk management. This paper adopts the attempt to understand the impact on the sales force under the circumstances of cross selling of various products. It discusses the relationship of satisfaction of employee compensation, benefits and training, to employees¡¦ work devotion. It further examines the differentiation and interconnection of various factors above.
In terms of research approach, I took employees in local securities company as samples. By extracting information from 272 valid questionnaires out of a total of 280, various analyses are conducted with SPSS software, including creditability, Pearson, ANOVA and regressive analysis, to ultimately test the assumption of this research.
The results of the paper is summarized as below
1. Significant positive relationship between awareness of compensation/benefit satisfaction and work devotion of cross selling sales force
2. Significant positive relationship between sales training and work devotion of cross selling sales force
3. Significant positive relationship between work devotion and work performance of cross selling sales force
4. Significant positive relationship between awareness of compensation and benefit satisfaction and performance in cross selling sales force
5. Significant positive relationship between training and work performance of cross selling sales force
6. Academic background plays an important role of differentiation in training for cross selling sales force
Key words: cross selling, work devotion, training, compensation and benefits satisfaction, work performance
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0127108-232356 |
| Date | 27 January 2008 |
| Creators | LIU, PO-CHIH |
| Contributors | yumingchu, JAW,BIH-SHIAW, cywang |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0127108-232356 |
| Rights | not_available, Copyright information available at source archive |
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