碩士 / 國立臺灣科技大學 / 企業管理系 / 101 / Case company is a company providing the service for the logistic of customers’ goods and products. As far as the operation is concerned, the outstanding sales representatives will be the most important factor, whereas the cultivation of the professional sales representatives should cost at least five years. The almost 50% of Case company’s sales result from the sales team, with nearly 80% of the team’s sales resulting from a few senior sales representatives. For the long time, the company overrates personal performances, leading to the limited development of company by the performance-oriented and personal-based organizational culture.
Jennifer, the new CEO since 2010, envisions the risk for the long-term operation, if the sales team couldn’t effectively enlarge the organization and keep experiences in the company. How would Jennifer deal with the dilemma in the sales team since the long time? This study will explore the issues such as organizational culture, leadership style, motivation, organizational change, organizational identification.
| Identifer | oai:union.ndltd.org:TW/101NTUS5121129 |
| Date | January 2013 |
| Creators | Shu-hua Lee, 李淑華 |
| Contributors | Tom M. Y. Lin, 林孟彥 |
| Source Sets | National Digital Library of Theses and Dissertations in Taiwan |
| Language | zh-TW |
| Detected Language | English |
| Type | 學位論文 ; thesis |
| Format | 49 |
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