Research On Incentive Mechanism Of Real Estate Sales Staff Based On Psychological Contract

Under the control of the central, largely out of the real estate bubble, the real estate industry increasingly rational development, so in the requirements of increasingly regulated real estate market, companies must master a normative t sales team. For the current management systems of real estate industry sales staff are not perfect, greatly hindered the healthy development of China’s real estate industry, So update and design of Incentive system to become a serious problem to be solved.D real estate companies as research subjects, on the basis of interviews with employees, analysis of the company’s sales staff incentive Status. Demonstrate the psychological contract into the incentives of D real estate sales staff is scientific. Therefore, in order to better understand the psychological contract of sales staff, Drawing on the basis of previous research results, The motivating factor of sales staff is divided into32factors indicators, Using factor analysis, structural equation modeling, regression analysis method to deal with sample data, Found that the main factors and obtained the following results:D real estate sales staff psychological contract is a three-dimensional structure; The importance of each dimension is not the same, causing the factors under each dimension are not the same degree of importance; Difference of Individual property variables of staff, Has a significant impact on certain component factors of the psychological contract; Organizational responsibilities can affect employee responsibility. Conclusion for incentive policies provide factual basis.Finally, on the basis of Porter-Lawler model, adding psychological contract factors to build D real estate sales staff incentive system models. Starting from the three-dimensional structure of sales psychological contract, Construction of Incentive Strategies of contains transactional dimensions of performance evaluation and pay and benefits system; Construction of Incentive Strategies of relational dimension of contains a communication mechanism, the working environment and "emotional+honor" incentives; Construction of Incentive Strategies of developmental dimension of contains training system, career path. Under the combined action, to build D real estate sales staff incentives.