企业销售经理利益相关度问题的理论分析与实证研究

经过简化的利益相关系数K值,体现了销售经理相对于企业而言将自己的利益增损进行主观评价时扩大化（或缩小化）的程度。研究发现,多数销售经理的利益相关系数在2～10之间。企业可通过构建完善的费用考核制度来降低销售经理的利益相关系数,以提升其对企业的忠诚度,但销售经理持股制度对利益相关系数的影响不显著。

Theoretical Analysis and Empirical Study on Benefit Correlativity of Sales Managers in Enterprises

The simplified coefficient K is the sales managers＇ extent of enlarging or narrowing of their own instead of the enterprises＇ gains and losses in the process of subjective evaluation.The survey indicates that the majority of the sales managers＇ coefficient of correlation varies from 2 to 10.It also shows that the sales managers＇ stockholding system hasn＇t striking effects on the coefficient of correlation.So the enterprises involved are suggested to decrease the sales managers＇ coefficient of correlation by constructing an effective cost-assessing system,thus to raise their degree of loyalty to the enterprises.