The Research On Enterprise Salesman's Psychological Contract And Its Influence Factors

As the special community that have direct correlation with the enterprise's achievement, the sale personnel now is the chip for the enterprise victory in the intense market competition. Therefore, how to manage this community with highly mobility and changeable psychological conditions is an important task of the enterprise human resources management. Like normal staff, the sales personnel always hold multi-level, complex expectations and needs to the company, and want the enterprise to be able to satisfy them as possible, also their loyalty contribution to the company are always directly affected by their satisfaction degree. Therefore, the salesman's spiritual strength is not allow to be neglected, and actually how to guide and control the spiritual strength is beyond the legend of the traditional work contract."The psychological contract", is the product of caring about the person's spiritual strength and the psychological conditions. It emphasizes the hiding, not written, contractual relationship besides the labor contract and the representative of expectations and the responsibilities between the employer and employee. Both the employer and employee, more or less have clear or fuzzy understanding towards the organization's pays, the staff's contribution to the organization, organization's responsibility as well as the staff's responsibility, and this is the foundation which "the psychological contract" can form.This article takes the enterprise sale personnel as the research object, discusses the dimension constitution of their psychological contracts and carries the relevant researches among the psychological contracts, working conditions, job satisfaction and organizational citizenship behavior, thus provides the references and instructions for the management of the enterprise salesman.This article will launch the discussion from four parts:The first part is the introduction. It elaborates the background of this research, the significance of the research, the goal of the research, the methods of the research, the overall research design as well as the technical route, hits the frame for the article.The second part studies the summary. It carries thorough elaborations, inductions and narrations on the domestic and foreign theory development course of the psychological contract and the salesman, then reviews and the ponders the results of the predecessor's research to lay the rationale for the next step of research.The third part is the real diagnosis research. In the domestic and foreign research foundation, proposes its own research frame and theory suppositions, has utilized questionnaire survey, data processing and analysis and other methods, carries on the factor analysis, the variance analysis, the description statistics and the relevant analysis by using SPSS13.0 statistics software to the collected data, and then to carries on the analysis of the psychological contract structure dimension, the enterprise working conditions, the enterprise sale personnel's work satisfaction feeling and the enterprise sale personnel's organization citizen behavior. This research includes four parts: 1. The structural model analysis of the sale personnel's psychology contract. By using questionnaire survey, this part of research carries the sample investigation on salesman who came from Fuzhou, Xiamen, Jinjiang and other cities, and has obtained four dimensions structural model of the enterprise sale personnel psychology contract through exploration analysis, that is, the organization responsibility is conbined by matter motivation,work suppor, development opportunity and management participation four dimensions,and the staff duty is conbined by observes regulations , efficiency responsibility, achievements guidance ,and organization recognization four dimensions. In this foundation, the research utilizes the one-way anova method, takes each dimension of psychological contract as the dependent variable and the population statistic variable such as sex, age, knowledge level, marrige status and so on as the factor variable to conduct the variance analysis, so as to analyze the difference degree of these population statistic variables in each dimension of the psychological contract. The result showed that, besides the age, marital status, years of staying in the company, job seniority are not remarkable to the influence of the salesman's psychological contract, the sex, knowledge level, yearly income, enterprise scale, as well as the profession that the enterprise locates have remarkable difference in different dimension of the salesman psychology contract.2. The relationship research between the sale personnel psychology contract and working environment. This part of the research takes use of the Q12 questionaire to carry out questionnaire survey on the salesman, and bases on the liability and effectiveness analysis, carries on the relevant analysis among the working environment, the psychological contract and its dimensions. The result showed that, the enterprise working environment and the psychological contract as well as its dimensions present positive linear correlation, especially in the achievements guidance dimension.3. The relationship research between the sale personnel psychology contract and job satisfaction. The part of research also utilizes the questionnaire survey method and the SPSS 13.0 , carries on the data analysis to the investigation result. According to the result, the enterprise sale personnel's work satisfaction, the psychological contract and its dimensions present positive linear correlation, and the sale personnel's work satisfaction has the closest correlation with the organization recognization dimension.4. The relationship research between the sale personnel psychology contract and organizational citizenship behavior. This research part carries on liability analysis, factor analysis and relevant analysis to the questionnaire survey result with the aid of SPSS13.0, the research discovered that, the enterprise sale personnel's organizational citizenship behavior and the psychological contract as well as its dimensions present positive linear correlation, simultaneously, the enterprise sale personnel's organizational citizenship behavior has closer relation with the duty cognition than organizational resbonsibility.The fourth part discusses the limitation of the research and the suggestion for further studies. It analyses the deficiencies that exists in the research, and conducts concrete suggestions for the next step of research.