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店長は重要か?大手自動車販売会社の人事・製品取引データによる計量的事例研究

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  • 上原, 克仁
  • 大湾, 秀雄
  • 高橋, 新吾
  • 都留, 康
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    Abstract

    この論文では,日本を代表する大手自動車販売会社の人事および製品取引データを用いて, 店長の生産性効果や配置の問題を分析した.その結果,次の点が明らかになった.(1)店長は重要である.店舗業績に対して大きな効果をもつ.平均的店長と比べて「悪い」店長を「良い」店長に交代させると,店舗の新車獲得利益を約14%向上させる.(2)店長配置の基本パターンは「小規模店舗から大規模店舗へ」である.また,業績が悪化している店舗には,店舗経験の長い店長が配置されることがわかった.(3)どのような店長が店舗業績を伸ばすのかに関しては,若い店長や新車以外の経験の幅の広い店長の業績がいいことが判明した.(4)店長の学習効果はあまり重要ではなく,店長を教育して生産性を上げるよりも,「良い店長」を正しく選抜することの方がより重要であると考えられる.

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    File URL: http://hermes-ir.lib.hit-u.ac.jp/rs/bitstream/10086/25629/1/DP585.pdf
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    Bibliographic Info

    Paper provided by Institute of Economic Research, Hitotsubashi University in its series Discussion Paper Series with number 585.

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    Length: 17, [7]p
    Date of creation: Apr 2013
    Date of revision:
    Handle: RePEc:hit:hituec:585

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