The structure of sale teams' cohesion: Confirmatory Factor Analysis

摘要

The purpose of this study is to explore the dimension structure of sale teams' cohesion. Based on the relevant literature review and semi-structured interview study, an initial questionnaire of sale teams' cohesion was designed. Through pre-investigation, we obtained a 26-subject formal questionnaire, we surveyed 150 salesmen from 100sales teams of Tianjin or Hebei province by random sampling, and we obtained 16 factors that affect the cohesion of sales team. We used group AHP(Analytic Hierarchy Process) to analyze the Matrix. And the result shows that the different factors play different roles to affect the cohesion.