以Q方法探討家具業務人員認知其職能類型之研究

AQ Method Study on the Cognitive Styles of Competency of Furniture Salesmen

Salesman plays an important role in the enterprise. They not only create revenue for the enterprise, but also be the bridge between enterprises and customers. Therefore, it is essential to under st and the competency of salesman. In this research, we developed a list of 39 items of salesman’s competency in furniture industry based on in-depth interviews, and then Q Method was adopted to collect and analyze data. At total of 15 participants were selected.  According to the result, cognitive types of salesmen through their perspectives were categorized in to three types including sale-oriented, proactive marketing, and guanxi-oriented. Based on the findings, this research made recommendations on recruitment and training for furniture industry in Taiwan.