期刊論文
| 學年 | 99 |
|---|---|
| 學期 | 2 |
| 出版（發表）日期 | 2011-03-01 |
| 作品名稱 | What is professional? An experiential learning theory perspective of sales engineer competencies in the semiconductor industry |
| 作品名稱（其他語言） | |
| 著者 | Niu, Han-Jen;Wang, Yau-De |
| 單位 | 淡江大學管理科學學系 |
| 出版者 | Victoria Island: Academic Journals |
| 著錄名稱、卷期、頁數 | African Journal of Business Management 5(5), pp. 1734-1748 |
| 摘要 | The position of sales engineer is an important and specialized job in the high-tech industry. Sales engineers are responsible for getting orders from clients, which is critical for a firm's survival. In order to complete his or her job targets, a sales engineer needs two abilities - technical knowledge and interpersonal skills. This study focuses on the semiconductor industry and examines by job analysis, the competency of sales engineers using the experiential learning theory. The study found fourteen abilities, including judgment, networking, relationship building and maintaining etc., are necessary for this kind of work. Three personality traits, namely goal orientation, initiation, and service orientation are also required. Comparatively, the required abilities and personality traits vary across streams in the industry, with "relationship building" being the most important ability. This exploratory study can provide new ideas for research and a useful practical direction for the selection and training of sales engineers. |
| 關鍵字 | |
| 語言 | en_US |
| ISSN | 1993-8233 |
| 期刊性質 | 國外 |
| 收錄於 | SSCI |
| 產學合作 | |
| 通訊作者 | Niu, Han-Jen |
| 審稿制度 | 否 |
| 國別 | NGA |
| 公開徵稿 | |
| 出版型式 | ,電子版 |
| 相關連結 |
機構典藏連結 ( http://tkuir.lib.tku.edu.tw:8080/dspace/handle/987654321/96690 ) |