Mối quan hệ giữa định hướng khách hàng và hiệu quả công việc của nhân viên kinh doanh bất động sản: vai trò trung gian của quản trị tri thức

0 Người đánh giá. Xếp hạng trung bình 0

Tác giả: Thành Kỳ Lưu, Thị Hà Ngô

Ngôn ngữ: vie

Ký hiệu phân loại:

Thông tin xuất bản: Tạp chí Khoa học và công nghệ - Trường Đại học Thành Đông, 2022

Mô tả vật lý: tr.9

Bộ sưu tập: Metadata

ID: 333219

Thêm vào giỏ Liên kết toàn văn

After implementing Law on Real Estate trading 2006, the number of real estate service firms increase, as a result, the amount of real estate salespeople also rises significantly. However, due to the extremely competition, salespeople need to enhance competitiveness not only to satisfy the best customer service but also to pay more attention to knowledge management. This study considers customer orientation being an independent variable, sales performance to be a dependent variable, and knowledge management as a parameter to examine the mediating effect to the relationship between customer orientation and sales performance. Data were collected by survey method with real estate salespeople who have experience of more than two years working. The total of accepted responses was 200 being accounted for 74 percent. After that, all variables were analyzed by SPSS software 20.0 such as: reliability analysis, correlation, and regression analysis. The results convince that customer orientation and knowledge management are a positive and significant impact on sales performance. Moreover, knowledge management plays as a mediator in the relationship between customer orientation and sales performance.Từ khi Luật Kinh doanh Bất động sản 2006 có hiệu lực, số lượng các doanh nghiệp đăng ký thực hiện kinh doanh dịch vụ BĐS ngày càng tăng đã thu hút số lượng đông đảo các nhân viên kinh doanh BĐS (real estate salespeople). Tuy nhiên, trong môi trường cạnh tranh khốc liệt, các nhân viên sale phải nâng cao kiến thức chuyên môn, kỹ năng thông qua việc cập nhật, chia sẻ, ứng dụng vào quá trình tư vấn, môi giới. Đây là một trong những chiến lược quan trọng tạo sự cạnh tranh trong kinh doanh, gọi là quản trị tri thức. Nghiên cứu sử dụng định hướng khách hàng là biến độc lập, hiệu quả công việc là biến phụ thuộc và quản trị tri thức làm tham số để kiểm định tác động trung gian của quản trị tri thức đối với định hướng khách hàng và hiệu quả công việc của nhân viên sale. Nghiên cứu sử dụng phương pháp điều tra phỏng vấn các nhân viên sale có 2 năm kinh nghiệm trở lên với số phiếu là 270 phiếu (tỷ lệ trả lời là 74%) và phương pháp phân tích định lượng bằng SPSS 20.0. Kết quả nghiên cứu cho thấy định hướng khách hàng và quản trị tri thức có ảnh hưởng tích cực và đáng kể đến hiệu quả công việc
đồng thời, quản trị tri thức có tác động trung gian đến định hướng khách hàng và hiệu quả công việc

1. Đọc trực tuyến

1. Đọc trực tuyến

Tạo bộ sưu tập với mã QR