绩效管理是现代企业管理的重要环节之一，一套科学有效的绩
效管理体系对于提高企业的管理能力和创造利润能力有着重要的作
用。目前我国的彩票的主要销售渠道是通过实体销售方式代理销售，
由于网络彩票的销售被叫停，彩票实体销售渠道成了目前唯一的销
售方式，相比之下由于布局不够科学，竞争过于激烈等原因，销售
状况并不理想。但从长远发展来看，彩票实体销售渠道的发展还是
需要进一步规划和改进。基于此，本文试图引入绩效管理的思想，
针对彩票销售厅的绩效管理体系进行实证分析，指出问题所在，并
提出相对应的对策，以供参考和讨论
本文研究的主要内容包括：
理论基础。本研究综合了渠道管理、绩效管理以及彩票管理等几
大部分的内容，在这一章里主要针对本研究所涉及到的理论以及相
关研究进行概述，综合前人的观点，提出对本研究的提示和作用等
中国彩票发展现状分析。本章主要从我国的彩票的发展历程和现
状出发，结合河南省福利彩票现状，探究河南彩票管理形成的内外
因素，探究绩效管理改革面对的历史条件和现实条件因素，提出现摘要
II
有绩效管理所存在的问题，论证绩效改革的必要性以及可行性
河南省中福在线销售厅绩效考评制定和优化研究。本章内容针对
中福在线销售厅构建了绩效评价指标体系，制定了《河南省中福在
线综合销售厅分级考评办法》，并设计了销售厅分级管理考评指标
利用本指标做了调查问卷，对中福在线销售厅省级管理部门、地市
销售厅管理人员、销售厅负责人等做了问卷调查，对调查结果进行
分析，找出问题所在，最终研究出销售厅优化方案
河南省中福在线销售厅绩效管理优化机制。本章针对前一章的分
析以及指出的问题，综合运用绩效管理理论和渠道管理理论对存在
的问题提出了相应的治理和改正对策
关键词：中福在线；销售厅；绩效管理；河南省ABSTRACT
III
RESEARCH ON PERFORMANCE MANAGEMENT OF HENAN
LOTTERY ONLINE
ABSTRACT
The lottery has a long history, the initial prototype can be traced back to Medieval Europe,
after centuries of development, at present there are more than 150 countries to raise funds
through the issuance of different types of welfare system for the national lottery. China&39;s lottery
began in the last century in 80s, after 20 years of development, and now the lottery sales have
leapt to the first inAsia, the world&39;s top second.
Welfare lottery is the biggest benefit from the rapid growth of welfare lottery. In today&39;s
society, the lottery has become an important source of public fund, the government through the
lottery to raise basic living guarantee for the poor, the elderly, lonely society and people with
disabilities and other vulnerable groups in society, at the same time through the lottery sales
system to solve a large part of the population of the employment problem, many laid-off workers,
the disabled lottery sales department to obtain a career opportunity. As one of the two important
ways of social wealth distribution, lottery industry has become an important part of social
economy and social life.
Performance management is an important part of modern enterprise management, a
scientific and effective performance management system to improve the management ability and
the ability to create profit has an important role. At present, the main sales channels in China
through online lottery lottery sales network and offline entity lottery show sales agents, the
network lottery with the development of information technology has gradually become the main
form of lottery sales, offline lottery sales office compared to entity because of the line layout is
not scientific, too much competition etc. why sales situation is not ideal, although the recent
internet lottery ticket sales have been stopped, but from the point of long-term development, the
development of the next line physical lottery sales department still need further planning and
improvement. Based on this, this paper tries to introduce the performance management theory, an
empirical analysis for the line entity lottery sales office of the performance management system,
point out the problem, and put forward corresponding countermeasures, for reference and
discussion.
The main contents of this paper include:
Chapter one: theoretical basis. The contents of this study integrated channel management,
performance management and management. Most of the lottery, in this chapter, mainly involved
in the research of the theory and related research are summarized, combined with the previous
comprehensive view, put forward to the study tips and role.ABSTRACT
IV
The second chapter: the analysis of the development of lottery in China. This chapter starts
from the development process and the status quo of China&39;s lottery, explore the internal and
external factors of the formation of China&39;s existing lottery management, performance
management reform and explore the face of the historical and realistic conditions, demonstrates
the necessity and feasibility of reform performance.
The third chapter: the empirical analysis of performance management of Henan welfare
lottery sales office. In this chapter to the implementation of the Henan province lottery
management system, mainly from two aspects of line lottery sales marketing channels and
performance management system, and points out the existing problems and adverse effects
resulting from the status quo.
The fourth chapter: performance management of Henan welfare lottery sales office. Based
on the analysis of the previous chapter and the problems pointed out in this chapter, the author
puts forward some countermeasures to solve the existing problems by using the theory of
performance management and the theory of channel management.
Yi Hua(Enterprise Management)
Supervised by Professor JunYing Yu
Key words: Lottery Online; performance management; Henan Welfare lottery目录
V
目 录
摘要......I
ABSTRACT ....III
第一章 绪论......1
1.1 研究背景........1
1.1.1 福利彩票发展背景....1
1.1.2 福利彩票发展存在的问题....2
1.1.3 中福在线发展背景及销售厅现状....3
1.1.4 销售厅绩效管理研究的必要性........4
1.2 研究意义........4
1.2.1 选题的理论意义.........4
1.2.2 选题的实际意义.........5
1.3 研究内容........6
1.4 研究思路........7
1.5 研究方法........8
第二章 理论基础与文献综述..9
2.1 渠道管理理论9
2.1.1 营销渠道的定义.........9
2.1.2 营销渠道的特点与作用.......10
2.1.3 营销渠道的结构.......11
2.2 绩效管理理论..........12
2.2.1 绩效的定义...12
2.2.2 绩效管理的定义.......13
2.2.3 绩效管理的特点.......14
2.2.4 绩效管
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