Incentive Mechanism Research On Terminal Sales Development Project Of Pbmc In Refined Oil Market

With the approaching opening of refined oil retail market,the competition of domestic refined oil market has been very tensive.In the terminal side of refined oil market,expanding the share in the retail market has become the first priority among priorities of oil sales companies.In the environment of external system improving and more mature market,the key to improve the market competitiveness for our oil company has become the management problems within the project,espeicially how to stimulate the initiative of project member.In fact,the core of the project management is the issue of human resources.Some development projects in the terminal sales have sufficient funds,oil resources and vast market,but still grow slowly or even gradually become difficult.This is often due to disadvantage of human resource management in these projects.Incentive mechanism has failed to play the role effectively,and becomes a bottleneck for the sustainable development of these projects.In this paper,the research object is the staff of terminal sales development project in Petrochina Beijing Marketing Company(PBMC).The breakthrough point is the human resources management.On the basis of both demestic and abroad motivation theory,there are some applications of the project management theory,human resource management and staff motivation theory,which could help us to study incentive mechanism in our targeted project.Based on the classical theories of Maslow's hierarchy of needs and Hertz Berg's Two-Factor Theory,this paper researches the incentive mechanism for refined oil retail market from four aspects which could be divided into 12 detailed indicators.They are the project team staff income,personal development and selfgrowth,work environment,individual sense of achievement.The results demonstrate the current situation of incentive mechanism,which have been investigated by interview and questionnaire survey.The BCG Matrix from quadrant analysis has been applied to construct the improved model of incentive mechanism.We finally put forward some relevant suggestions for HR department or terminal sales project manager.