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

fYear

2009

fDate

11-13 Dec. 2009

Firstpage

1

Lastpage

4

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;

fLanguage

English

Publisher

ieee

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

Type

conf

DOI

10.1109/CISE.2009.5363599

Filename

5363599