教師資料查詢 | 類別: 期刊論文 | 教師: 牛涵錚 Han-jen Niu (瀏覽個人網頁)

標題:What is professional? An experiential learning theory perspective of sales engineer competencies in the semiconductor industry
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
語言英文(美國)
ISSN1993-8233
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
國別奈及利亞
公開徵稿
出版型式,電子版
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