A Research On Promoting Belonging Of A Company’s Local Sales Engineers’ Who Are Out Of Basic

A company is a foreign-owned enterprise, there history in China is very short.They recruit sales engineers out of their basic across the country to conduct business.These sales engineers for A company’s sense of belonging lacks This not only affectsthose staff motivation and efficiency, but also to A Company ’s market activity and thecompany’s operated.This problem encountered in many foreign-funded enterprises in China.Previous researches have mostly focused on institution building as well as a sense ofbelonging to the company alone measurement and incentive mechanism for analysisof the causes. But there are rare for foreign company and sense of belonging to thisgroup of sales engineers out of basic and cultural differences analysis. The focus ofthis study is to lack a sense of belonging to this special group and the culturaldifferences.Interviews and documentary research are main tools of this research. One workis having outline-style non-structured interviews with all out of basic sales engineersof A company. In accordance with the outline from the interviews are summarized inthe corresponding point of the problem, and thus the same as A company’smanagement system, process and market situation to do comparison, found thecommon problems and breakthrough. On the other hand studying the previousliterature and documentary through targeted study and find, identify the root causes ofproblems and countermeasures.Learned through interviews, A company’s out of basic sales engineers felt that the common problems are as follows:1. European management model are not used well for them;2. Individual career planning and be reasonably certain requirements are notfully met;3. Too frequent changes in organization structure, process management andteam work are not smooth, the personal opinions can not be fully expressed.;4. All overseas sales engineers were labor service dispatch employees.These issues have proved the lack of A Company’s Local Sales Engineers’ whoare out of Basic’s sense of belonging to the company. There were many reasons forthis situation, the East-West cultural differences is a source of factors. Westernemployees’ sense of belonging based on personal sense of honor, sense of fairnessand the sense of superiority of the company. But the sense of belonging to the samefactors that are not necessarily able to fully meet those affected by the influence oftraditional Chinese civilization and Chinese employees, their collective attachmentgreater extent, the demand for more intense sense of belonging. The Westernincentive system and corporate culture are copied simply to be applied to theseChinese employees will not make the result good or even counterproductive.In addition, from the view of Maslow’s hierarchy of needs, A company did nottake seriously these sales engineers all reasonable demand, which also resulted in thisgroup on the sense of belonging is missing.Because the A company are now in venture period, organizational structure, andprocess management are not smooth, there are many variables and, coupled withengineers out of basic and internal communication channel are not smooth, but alsomakes them a serious lack of a sense of belonging.In the employment system, A company copying foreign labor dispatch mode,leaving these foreign sales engineers feel "is not part of this company.For the above reasons, this study proposed the following strategy recommendations:1. Improve A company’s internal cultural differences t;2. Improve the organizational structure of Company A;3. Improve Employees understand and meet the reasonable requirements.By improving the implementation of the measures, A Company’s local salesengineers’ who are out of basic’s sense of belonging are better.