Exploring The Impact Of Mentoring Functions On Marketing Staff

Mentoring has been used in individual development of different ranks from various industries, it's effectiveness has been confirmed by numerous studies. However, previous researchers didn't do a specific classification on mentoring content(explicit or implicit).According to Polanyi, the knowledge can be divided into explicit knowledge and implicit knowledge. The implicit knowledge can be transferred through a variety of media and easily shared. However, explicit knowledge is mainly conveyed through experience, it is difficult to share with words. Marketing staff as a group who has much tacit knowledge, the lever of explicit knowledge (marketing skills) leads to the huge difference in marketing achievement, which can make a poor performance of the marketing staff. So looking for an effective way to improve explicit knowledge level of marketing staff and effectively enhance their self-efficacy, reduce the psychological pressure, radically improve the competitiveness of enterprises has very important practical significance. This study will focus on marketing staff and check that if mentoring can provide effective psychological and career support for them.This research chosen 30 experimental and 30 control subjects form Shenyang Ping An Insurance Company and Zhongmei Daduhui Insurance Company. And then, we divided the 30 experimental subjects into 3 groups as follows,5 superiors vs.5 subordinates,5 experienced vs.5 poor experience,5 Level employees vs. another 5 colleagues. The behind 5 objects of each group as proteges, while the before 5 as counselors. We investigated research objects by using tacit knowledge structure scale, work stress scale and self-efficacy scale.The main conclusions of this study are as follows:(1) Mentoring can provide psychological support and career-related support for marketing staff, so that the tacit knowledge level, job pressure level, self-efficacy and marketing performance of proteges are all be improved.(2) Proteges trained by superiors show lower self-efficacy,tacit knowledge level and marketing performance,while higher work stress level.(3) Peers are more suitable for providing psychological support.(4) Experienced people are more suitable for providing career-related support.(5)Peers' mentoring effect seems more permanent.