同儕壓力與論件計酬之綜效研究：理論與實證

The Synergistic Study of Peer Pressure and Piece Rate within Workgroups: Theory and Evidence

10.29724/TMR.201207.0004

林灼榮(Jwu-Rong Lin)；張國雄(Kuo-Hsing Chang)；陳家全(Chia-Chuan Chen)

工作團隊 ； 同儕壓力 ； 論件計酬 ； Hausman檢定 ； Workgroup ； Peer Pressure ； Piece Rate ； Hausman Test

東海管理評論

14卷1期（2012 / 07 / 01）

109 - 136

繁體中文

本文首先在汽車銷售員追求效用極大化下，建構同儕壓力與論件計酬之理論基礎；其次，利用台灣中部地區某國產車與進口車經銷網所轄營業所之銷售人員資料，探討在工作團隊中，同儕壓力與論件計酬對個人績效之影響。實證結果顯示：（1）國產車與進口車銷售人員皆存在顯著同儕壓力，當他人每增加10,000元時，會激發團產車銷售人員個人多賣0.436輛汽車，而進口車銷售人員個人多賣0.188台。（2）兩種汽車銷售體系亦存在顯著論件計酬制度，國產車銷售員每額外多賣一部車之邊際報酬約的19,749元而進口車約30,394元。（3）整合本文之實證結果，發現在工作團隊內，可以藉由其他團隊成員的表現形成同儕壓力並搭配論件計酬之誘因機制，可有效提昇個別成員的績效表現；且發現中低價位國產車之論件計酬績效，約有43.7%（8,630元）來自同儕壓力之貢獻，顯著大於高價位進口車之18.8%（5,714元）。

This study utilizes survey data of Taiwan's salespersons working for a dealer selling cars made by local auto makers and a dealer selling cars imported from other countries respectively to explore the influence of peer pressure and piece rate on individual performance within the workgroups. The empirical results show that peer pressure has a significantly positive effect on salesperson performance in the local and imported car dealership system. When peers averagely increase NT$10,000 sales bonus, individual salesperson selling local cars and selling importing cars will increase the sales volume of 0.436 and 0.188 respectively. In addition, there is significantly different effect of piece rate on salesperson's reward between local and imported car dealership system. The marginal reward of individual salesperson is NT$19,749 with one-unit change in sales in local car dealership system, and is NT$ 19,749 in imported car dealership system. Finally, integrating the results of empirical study, we find that peer pressure and piece rate can effectively enhance individual salesperson performance. Peer pressure has more of an effect on sales in local car dealership system (contribution of 43.6%, NT$8,611) than in imported car dealership system (contribution of 18.8%, NT$5,714).

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