Title :
The Structure of Sale Teams´ Cohesion: Confirmatory Factor Analysis
Author :
Chen Zhaoyang ; Yu Huixin ; Hao Yongjing
Author_Institution :
Sch. of Manage., Hebei Univ. of Technol., Tianjin, China
Abstract :
The purpose of this study is to explore the dimension structure of sale teams´ cohesion. Based on the relevant literature review and semi-structured interview study, an initial questionnaire of sale teams´ cohesion was designed. Through pre-investigation, we obtained a 26-subject formal questionnaire, we surveyed 150 salesmen from 100 sales teams of Tianjin or Hebei province by random sampling, and we obtained 16 factors that affect the cohesion of sales team. We used group AHP (Analytic Hierarchy Process) to analyze the Matrix. And the result shows that the different factors play different roles to affect the cohesion.
Keywords :
decision making; sales management; analytic hierarchy process; confirmatory factor analysis; sale team cohesion structure; Appraisal; Companies; Educational institutions; Environmental management; Impedance; International collaboration; Marketing and sales; Multidimensional systems; Sampling methods; Technology management;
Conference_Titel :
Computational Intelligence and Software Engineering, 2009. CiSE 2009. International Conference on
Conference_Location :
Wuhan
Print_ISBN :
978-1-4244-4507-3
Electronic_ISBN :
978-1-4244-4507-3
DOI :
10.1109/CISE.2009.5363599
