The Research On Motivational Factors Of Knowledge Salesmen In Information Industry

By more than twenty years' developing, information industry has already became the first support of Chinese industry, and the development of information industry is closely combined with China's mainstream economy system. At present, information industry enterprises are faced with great opportunities as well as great challenges, fierce competition makes products, price and service no longer the core competitiveness of information industry, talents become the real core competitiveness of information industry. In the society of knowledge economy, knowledge has become the most important element in the operation of modern enterprises. The survival and development of enterprises will depend largely on the possession, creation and application of knowledge. Therefore, knowledge workers, the owner of knowledge capital, are becoming the core part of the human resources in enterprises and the most important driving force to create value.Just as Peter Drucker said, the productivity of knowledge employees will be the key issue of the human resource and the biggest challenge in the 21St century. Nowadays, more and more enterprises, especially information industry enterprises, are facing big challenges on knowledge sales management. Therefore, it is the first thing for executives in information industry enterprises to manage knowledge sales, understand their requirements and motivate them effectively.This research takes the knowledge sales of information industry enterprises in Jiangsu Province and Shanghai city as subjects. It attempts to analyze the motivational factors by means of literature review, interview, and questionnaire. Firstly, it explores the characteristics of the need of motivation of the knowledge salesmen in information industry enterprises. After a statistical study through questionnaire, they are categorized according to the relativity of the independent motivational factors. Secondly, with the aid of the statistics acquired through investigation, it aims to find the motivational factors that exert great influence on the extent to which those knowledge salesmen are motivated. Finally, it discusses the variation of the motivation factors and the extent of stimulation due to some disturbing variants: gender, age, length of service, education status and nature of work. The results of these studies can help frame a model of motivational factors of knowledge salesmen of information industry enterprises, and offer some measures and suggestions about the construction of a motivating mechanism for knowledge salesmen in information industry enterprises.