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題名：影響業務人員控制制度的因素之研究─整合觀點
作者：高義芳 引用關係
作者(外文)：Yie-Fang Kao
校院名稱：國立臺灣大學
系所名稱：商學研究所
指導教授：張重昭
學位類別：博士
出版日期：1999
主題關鍵詞：業務人員控制；控制制度；組織理論；代理理論；交易成本理論；工作相關變數；部門變數；sales force control；control system；organization theory；agency theory；transaction cost theory；task related variables；departmental vaiiables
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業務活動是企業內產生收入的主要活動，業務控制則是確保業績達成的企業內機制。對企業而言，是相當重要的一環；但在國內，相關研究卻是相當少。
本研究目的有三：（1）在探討控制制度類型、（2）影響控制制度的因素、（3）控制制度類型的轉換主要受哪些因素的影響。採整合觀點來探討，整合的方向有二：（1）理論整合：嘗試整合組織理論、代理理論、及交易成本理論。（2）變數整合：變數涵蓋工作變數、業務部門變數、及業務領導者變數三大類。
本研究的結論如下：
1. 控制制度類型分成低度控制、中度控制及高度控制三種。
2. 影響業務控制的工作因素有工作過程可規劃程度、方法與目標關係確定性、工作方法可觀察程度、專屬性知識及工作目標明確度。
3. 影響業務控制的業務部門因素有部門目標明確度及部門目標時間導向。
4. 影響業務控制的業務領導者因素為業務經理認知風險。
5. 整體模式分析方面，低度控制與中度控制的選擇主要受方法施行到成果產生所需時間、及業務部門目標明確度的影響。中度控制到高度控制的選擇主要受方法與目標關係確定性、工作方法可觀察程度、部門目標導向、及業務部門認知風險的影響。
Selling activities is composed of the main income of business, and the purpose of sales control is to assure it to attain the performance requirement. Though important for business operations, the related issues is sparely investigated in Taiwan.
The purposes of this study are composed of three strands: (1) to investigate the types of controlling systems; (2) to find out the factors affecting the types of controlling systems; and (3) to analyze the factors that affect the transition of controlling systems. In this research, I try to consolidate different perspectives both in theory and empirical testing. First of all, I purpose that the synthesis of organiz-ational theory, agency theory, and transaction cost theory could form a better controlling system of salespersons. Secondly, I use job related variables, departmental variables, and sales managers related variables in empirical study.
The results of this study are summarized as follows:
1. There are three types of controlling systems, including low degree of control, middle degree of control, and high degree of control.
2. The task related variables that significantly affect the controlling system are the task programmability, the certainty of causal relationship, the observability of selling approaches, the specific knowledge, and the clarity of job purposes.
3. The departmental variables that significantly affect the controlling system are the clarity of departmental objectives and the time orientation of departmental objectives.
4. The sales managers related variable that significantly affect the controlling system is the perceived risk of sales manager.
5. The choice between low degree of control and middle degree of control is affected by the time between approach to outcome and the clarity of departmental objectives. The choice between middle degree of control and high degree of control is affected by the certainty of causal relationship, the observability of selling approach, the time orientation of departmental objectives, and the perceived risk of sales manager.
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