コンピテンシーベースの業績評価モデルの構築―S企業における営業マンのケース分析を中心に―

抄録

The key success factor of a high-performed organization relies on the employees with high performance: since the revenue is the heart of an enterprise, it is also important to inspire excellent sales, combined with the result of competency behavior, to construct an effective performance evaluation model. This research is to construct a model (SCPAM) based on competency, to provide a workable model for enterprises. In this SCPAM research, from evaluation perspective, this research tries to combine the performance with the competency behavior, and the evaluation items consolidated from surveys; from methodology perspective, this research applies DEA (Data Envelopment Analysis) technology to avoid subjective judgement on the evaluation items, so for to increase the effectiveness of the evaluation. From this research, enterprise may apply this methodology to evaluate performance with competency behavior and to increase the effectiveness of the evaluation, meanwhile, this research also come out the reason why certain sales does not perform well, and to apply certain new program to motivate sales so that to improve his performance and strengthen the competitive advantage of an enterprise.