內部勞動市場研究：以台灣某公司業務體系為例

Abstract

本研究針對台灣一家大型公司業務體系，深入探討其內部勞動市場的運作模式及其對業務員薪資收入的影響。內部勞動市場（Internal Labor Market, ILM）的有效運作對於提升員工忠誠度、工作滿意度以及整體組織績效至關重要。本研究收集了該公司 2003 年至 2023 年的內部數據，涵蓋員工的基本資訊、職級、薪資與獎金、銷售業績等，通過實證分析探討影響業務員薪資收入的主要因素。 研究結果顯示，內部晉升機制對於業務員的薪資收入具有顯著影響，業務員在晉升後的薪資收入顯著提升。此外，不同等級的業務員在收入結構和流動性上存在顯著差異，高等級業務員更多依賴培訓收入和獎金，而低等級業務員則主要依靠業務收入。培訓計畫的實施對於低等級業務員的晉升和留任率有明顯提升作用，證明完善的培訓計畫能夠幫助業務員更快適應工作並提高其工作績效。研究還發現內部勞動市場的靈活性和效率能夠使公司在面對市場變化和經濟衝擊時能夠快速調整和適應，這種靈活應變的能力有助於企業在動盪的市場環境中保持競爭力，從而促進公司的長期穩定發展。

This study examines the operational model of the internal labor market (ILM) within the sales system of a large Taiwanese company and its impact on the salary income of sales agents. Effective operation of the ILM is crucial for enhancing employee loyalty, job satisfaction, and overall organizational performance. The study collected internal data from 2003 to 2023, including basic employee information, job grades, salaries and bonuses, and sales performance. Through empirical analysis, the study explores the main factors influencing the salary income of sales agents. The research findings indicate that the internal promotion mechanism has a significant impact on the salary income of sales agents, with notable increases in salary income following promotions. Additionally, there are significant differences in income structure and mobility among sales agents of different grades. High-grade sales agents rely more on training income and bonuses, while low-grade sales agents mainly depend on sales in- come. The implementation of training programs significantly improves the promotion and retention rates of low-grade sales agents, demonstrating that comprehensive training programs can help sales agents quickly adapt to their roles and enhance their job performance. The study also finds that the flexibility and efficiency of the ILM enable the company to quickly adjust and adapt to market changes and economic shocks. This adaptability helps the company maintain competitiveness in a volatile market environment, thereby promoting long-term stable development.