上海管理科学Issue(2)：79-82,4.
基于“C-2P”模式的薪酬设计研究——以某药业公司销售支持人员的薪酬设计为例
Study on the "C-2P" Salary Model——A Case Study of the Salary Design for Sales Supporters of a Pharmacy Company
夏蓉 1沈莲君 2马爱霞1
作者信息
- 1. 中国药科大学国际医药商学院江苏南京 210009
- 2. 南京圣和药业有限公司江苏南京 210018
- 折叠
摘要
Abstract
Objective: To design reward plan for or sales supporters of a pharmacy company. Methods: Build a " C- 2P" salary model on the analysis of current remuneration and set parameters. The weight of the relevant indicators and rating scores are determined through Analytic Hierarchy Process (AHP) and Delphi Method. Results: Actual wage (W) = base wage (B) * posts coefficient (α) * performance coefficient ((β). Posts coefficient (α) is composed of weighted post value (v), workload saturation (s) and matching degree (m). Performance coefficient (β) is composed of the weighted quality (d) and responsibilities (r). Conclusion; This reward structure makes a general increase in the average income, promoting stability and development of the marketing team, reducing the cost of talent management. The performance appraisal mechanism satisfies the fairness and motivation of reward.关键词
薪酬设计/岗位/胜任力/绩效Key words
Salary/ Post/ Competence/ Performance分类
管理科学引用本文复制引用
夏蓉,沈莲君,马爱霞..基于“C-2P”模式的薪酬设计研究——以某药业公司销售支持人员的薪酬设计为例[J].上海管理科学,2012,(2):79-82,4.
