| Abstract: | 大多數房仲營業員底薪極低，其薪資大多依賴成交獎金，國內房市自2011年始，因受到奢侈稅、選擇性信用管制、歐美債風暴等影響導致房市偏弱，成交率逐漸下滑，近幾年，面臨高臨化、少子化、年輕人薪資停滯等窘境，空屋率逐年攀升，房市供需失衡，使整體房市交易量逐年遞減，使房仲營業員流動率高居不下。造成企業所付出的人事成本極高，另外，房仲營業員在工作性質、工作彈性、薪資獎酬制度均與其他職業不同，因此，人格特質對房仲營業員的銷售成績起決定性的影響。有鑑於此，本研究欲探究不動產房仲營業員其人格特質對工作績效之影響，不同人格特質的不動產房仲營業員其行為與思考受到不同的人格特質影響，呈現出不同的銷售行為，進而影響其績效，作為本研究之研究目的。研究顯示，人格特質之經驗開放性與外向性對工作績效呈顯著影響，表示經驗開放性與外向性特質愈明顯，對工作績效影響愈顯著。本研究推論具經驗開放性或外向性特質之不動產房仲營業員，在銷售過程中，反而助於洞悉顧客需求，分析顧客肢體語言，解讀顧客情感，利用自身健談、善於交際、反應迅速、富想像力等優勢，博得顧客好感度，提升成交可能，使其工作績效增加。從適應性銷售行為對工作績效之迴歸分析實證結果得知，適應性銷售行為對工作績效呈顯著正相關，表示適應性銷售行為愈明顯，對工作績效影響愈明顯。本研究推論具適應性銷售行為特質之不動產房仲營業員，在與顧客互動的同時，根據顧客的反應及行為，與情境的不同，去調整或改變其行為，該作法能降低顧客對商品的不滿意或交易過程的不愉快，加強其購買意願，有助於不動產房仲營業員業績的提升。
Most of Zhongguan’s salesperson’s basic salary is extremely low, and most of their salary relies on transaction bonuses. Since 2011, the domestic housing market has been weakened due to luxury tax, selective credit control, debt crisis in Europe and the United States, and the transaction rate has gradually declined. Faced with such dilemmas as Gao Linhua, Shao Zihua, and young people's salary stagnation, the empty house rate has been rising year by year. The housing market's supply and demand imbalance has caused the overall housing market transaction volume to decline year by year, making the turnover rate of the Zhong Zhong salesperson high. The personnel costs incurred by the company are extremely high. In addition, the nature of the work, flexibility of the work, and salary and reward systems of the Zhong Zhong salesperson are different from those of other professions. Therefore, the personality traits have a decisive influence on the sales performance of the Fang Zhong salesperson. In view of this, this study is to explore the influence of personality traits on job performance of real estate salesmen. The behavior and thinking of real estate salespersons with different personality traits are affected by different personality traits, showing different sales behaviors and thus affecting them. Performance, as the study purpose of this study. Studies have shown that the openness and extroversion of experience of personality traits have a significant impact on job performance, indicating that the more open and extraverted traits of experience are, the more significant is the impact on job performance. This study deduces that a real estate salesman with an experience of openness or outward-looking property, in the sales process, helps to gain insight into customer needs, analyze customer body language, interpret customer emotions, and use self-talkativeness, sociability, rapid response, and imaginative power. Such advantages, to win customers favorability, improve the transaction may increase its performance. From the empirical analysis of the regression analysis of the adaptive sales behavior to the work performance, we know that the adaptive sales behavior has a significant positive correlation with the work performance, indicating that the more obvious the adaptive sales behavior, the more obvious the impact on the work performance. This study deduces that a real estate salesperson who has the characteristics of adaptive sales behavior, while interacting with the customer, adjusts or changes his or her behavior according to the customer's reaction and behavior, and the difference of the situation. This practice can reduce the customer's failure of the product. Satisfaction or the unpleasantness of the transaction process, strengthening their willingness to purchase will help improve the performance of real estate salesmen. |
