| In competitive environment and Era of knowledge economy, how sustained and healthy development of enterprises in the competition is constantly a top topic, there are many measures that can be taken, but human resources development and management are essential ways and means. Car sales company is also facing fierce competition in recent years, China’s automotive industry in the number and size have shown an astonishing growth rate, various car brands in different market segments engaged in the development and competition, the sales staff in the company the earnings growth plays an important key role. Most of these salespeople are currently80,90people, with a strong sense of ownership, like independent thinking, and high turnover rates, how to really meet their needs and thus take effective incentives to improve performance, today’s cars sales companies want to sustained and rapid development and has focused on issues considered core competencies, conduct relevant research in this area is also of great significance.In this paper, the new generation of automotive industry sales staff sell the new generation of this particular industry groups, from the perspective of psychological contract theory, empirical analysis, the new generation of workers in the industry to explore the psychological contract content, form and other dimensions, the purpose is to find the car in this nascent industry on behalf of the sales staff need more motivation and attention which one dimension in order to make suggestions based on empirical results, and then take the path clearer incentives and incentives to improve the incentive effect. First, through theoretical study and literature review, defines the concept and characteristics of the new generation of workers, and the new generation of staff motivation research status; secondly, through the design of the questionnaire, questionnaires and analysis of questionnaire data recovery, the new generation of sales staff to verify the automotive industry psychological Contract Dimension type, and various in-depth analysis; Finally, according to the results of empirical analysis, the corresponding incentive management strategies.Through empirical analysis, we get the following conclusions:(1) Empirical findings validate the new generation of automotive industry psychological contract sales staff can be divided into transaction dimensions, dimensions and development dimensions of the relationship between the three dimensions. From both the order of importance, the relational dimension of the highest importance, development-oriented and transactional dimensions similar importance, than relational dimension is low. Subdivision consisting of items from each dimension, the trade dimension of the top three items are reasonable basic salary, performance pay and working conditions and reasonable comfort; relational dimension of the top three items are good relationships, trust respect for employees and companies focus on teamwork; developmental dimension of the top three of the project is to provide training and learning company can post match, promotion and improve the mechanism. Therefore, the car sales company to strengthen relational dimension aspect incentives and the importance of incentives transactional dimensions and developmental dimension in the top few items.(2) The new generation of automotive industry sales personnel psychological contract transaction dimensions, dimension and the development dimension of the relationship between the three dimensions of satisfaction surveys, the relational dimension of satisfaction than developmental dimensions, developmental dimension of satisfaction than transactional dimensions. From the breakdown of the composition of each dimension satisfaction project, the relational dimension of satisfaction came in the last three items are guaranteed job stability, good company to improve channels of communication, caring staff of life; developmental dimension of satisfaction came in the last three the project is a bit ordinary for staff training, focusing on career development, promotion and improve the mechanism; transactional satisfaction ranked highest dimension of the project is more attractive benefits, reasonable basic salary, fair pay and benefits. Therefore, companies should pay attention to car sales satisfaction low transaction type dimension of the content, and focus on strengthening the satisfaction of each dimension of the project came in the last few content.(3) Using variance analysis method, this paper analyzes the impact of the new generation of automotive industry sales personnel qualifications, sex, birth age, work experience and job five employees psychological contract. After analysis, the existence of different educational dimension of the relationship between psychological contract significantly different tertiary qualifications, tertiary education, significantly higher than the mean undergraduate degree and master’s degree or above mean; affect other aspects of the psychological contract each dimension there is no significant difference. Note the new generation of salespeople in the car, in addition to people who have different educational differences in the relationship dimension of demand, everyone on the needs of each dimension of the psychological contract has no difference, the company does not need to be further subdivided this population, without taking more subdivision incentive strategy.According to the study, this innovation can be summarized into two main areas: sales staff to focus on the automotive industry in the "new generation" of incentives and policy research personnel in order to enable enterprises to gradually become the main force of this population to better understand, more targeted incentives; study automotive industry sales staff incentive problem from the perspective of psychological contract, more in line with the new generation of salespeople explicit and implicit demand incentives exist for the automotive sales industry motivate sales staff to provide a new generation of new incentive perspective and ideas. |
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