壽險業務員傳史量表之人員甄選效度研究__臺灣人文及社會科學引文索引資料庫

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題名：	壽險業務員傳史量表之人員甄選效度研究
書刊名：	交大管理學報
作者：	鍾燕宜／丁承／陳照明／王耀德
作者(外文)：	Chung, Yen-yi／Ding, Cherng G.／Chen, Jaw-ming／Wang, Yau-de
出版日期：	2001
卷期：	21:1
頁次：	頁1-48
主題關鍵詞：	傳史量表；加權申請表法；壽險業務員；人員甄選效度；Biographical inventory；Weighted application blanks；WAB；Insurance salesperson；Personnel selection validity
原始連結：	連回原系統網址
相關次數：	被引用次數:期刊(1) 博士論文(0) 專書(0) 專書論文(0) 排除自我引用:0 共同引用:0 點閱:30

「如何有效甄選出具有業績潛力以及任職長久的業務員」是一個長期困擾著國内壽險公司業務主管的問題。本研究以發展心理學的觀點，有系統地蒐集壽險業務員的生活傳史，條列出個人在幼年、青少年、青年與就業等四期經驗的重要生活歷史事件，發展出國内第一套甄選壽險業務員的「傳史量表」，並利用加權申請表法(WAB)找出區別高低績效之問項。研究結果顯示，人員甄選效度平均正確率在六成以上，支持「傳史量表」應用於業務員甄選工具的價值。

以文找文

How to recruit a competent salesperson is a critical issue to insurance company. This study develops the first domestic biographical inventory for selecting insurance salesperson. Based on the theory of development psychology, the inventory displays individual's historical events in the stages of his/her childhood, teenage, adult, and work life. The weighted application blanks (WAB) method was used to identify items that can well distinguish between inferior salespersons and superior ones. Results indicate that the average correct rate (reflecting selection validity) is greater than 60%, showing the usefulness of biographical inventory in selecting insurance salesperson.

以文找文

期刊論文
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4.	Keller, Robert T.(1984)。The role of performance and absenteeism in the prediction of turnover。Academy of Management Journal，27(1)，176-183。
5.	Gable, M.、Hollon, C.、Dangello, F.(1992)。Increasing the Utility of the Application Blank: Relationship Between Job Application Information and Subsequent Performance and Turnover of Salespeople。Journal of Personal Selling & Sales Management，12，39-55。
6.	Bruhn, A. R.、Schiffman, H.(1982)。Prediction of locus of control stance from the earliest childhood memory。Journal of Personality Assessment，46(4)，380-390。
7.	Flanagan, John C.(1954)。The Critical Incident Technique。Psychological Bulletin，51(4)，327-358。
8.	Jolson, M. A.、Dubinsky, A. J.、Anderson, R. E.(1987)。Correlates and Determinants of Sales force Tenure: An Exploratory Study。Journal of Personal Selling and Sales Management，7，9-27。
9.	Churchill, G. A. Jr.、Ford, N. M. Jr.、Hartley, S. W.、Walker, O. C. Jr.(1985)。The determinants of salesperson performance: A meta-analysis。Journal of Marketing Research，22(2)，103-118。
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12.	保險行銷(1997)。既要創業，更要守成。保險行銷雜誌，98，30-33。延伸查詢
13.	蔡淑鈐、瞿海源(1989)。主客觀職業量表之初步建構。中央研究院三民主義研究所叢刊，25，477-516。延伸查詢
14.	鍾燕宜(20000600)。加權申請表法應用於人員甄選效度之研究。國立臺中技術學院學報，1，173-195。延伸查詢
15.	Baltes, R. B.、Reese, H. W.、Lipsitt, L.(1980)。Life-Span Developmental Psychology。Annual Review of Psychology，31，65-110。
16.	Chanlder, C. K.、Willingham, W. K.(1986)。The Relationship Between Perceived Early Childhood Family Influence and the Established Life-Style。Journal of Individual Psychology，42，388-393。
17.	Dunnette, M. D.(1962)。Personnel Management。Annual review of Psychology，13，285-314。
18.	Feld, S. L.(1982)。Social Structure Determinants of Similarity among Associates。American Sociological Review，47，797-801。
19.	Grusky, David B.(1983)。Industrialization and the Status Attainment Process: the Thesis of Industrialism Reconsidered。American Sociological Review，48，494-506。
20.	Leak, G. K.、Williams, D. E.(1989)。Relationship Between Social Interest and Perceived Family Environment。Journal of Individual Psychology，45(3)，363-366。
21.	Mael, F. A.(1991)。A Conceptual Rationale for the Domain and Attributes of Biodata Items。Personnel Psychology，44，763-792。
22.	Mitchell, Terry W.、Klimoski, Richard J.(1982)。Is It Rational to be Empirical: A Test of Methods for Scoring Biographical Data。Journal of Applied Psychology，67，411-418。
23.	Mosel, J. N.、Wade, R. R.(1951)。A Weighted Application Blank for Reduction of Turnover in Department Stores Sales Clerks。Personnel Psychology，4，177-184。
24.	Mumford, M. D.、Owens, W. A.(1987)。Methodology Review: Principles, Procedures, and Findings in the Application of Background Data Measures。Applied Psychological Measurement，11，19-31。
25.	Owens, W. A.(1968)。Toward One Discipline of Scientific Psychology。American Psychologist，23，782-785。
26.	Pfeffer, J.(1977)。Toward an Examination of Stratification in Organization。Administrative Science Quarterly，22，553-567。
27.	Rhoads, G. G.、Kagan, A.(1983)。The Relationship of Coronary Disease, Stroke, and Mortality to Weight Youth and Middle Age。The Lancet，4，492-495。
28.	Robinson, R. V.、Kelley, J.(1979)。Class as Conceived by Marx and Dahrendorf: Effect on Income Inequality and Politics in United States and Great Britain。American Sociological Review，44，38-58。
29.	Rogers, G. W.(1982)。Predicting College Achievement From Early Recollections。Journal of Individual Psychology，38，50-54。
30.	Shaffer, G. S.、Saunders, V.、Owens, W. A.(1986)。Additional Evidence for the Accuracy of Biographical Data: Long-Term Retest and Observer Ratings。Personnel Psychology，39，791-809。
31.	Ashforth, Blake E.、Mael, Fred A.(1989)。Social identity theory and the organization。Academy of Management Review，14(1)，20-39。
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研究報告
1.	陳彰儀(1993)。應用傳史式問卷預測大學生成績與其他成就之效度研究 (計畫編號：NSC-81-0301-H-004-522)。延伸查詢

學位論文
1.	吳淑禎(1991)。早期家庭經驗對大學生的社會興趣與生活方式之影響--阿德勒觀念的探討(碩士論文)。國立彰化師範大學。延伸查詢
2.	方世逸(1988)。臺灣地區個人壽險購買行為之研究(碩士論文)。逢甲大學。延伸查詢
3.	Barge, B. R.(1988)。Characteristics of Biodata Items and Their Relationship to Validity(博士論文)。the University of Minnesota，Minneapolis, MN。
4.	Chandler, C. K.(1986)。Validation of the Adlerian Construct of Perceived Early Childhood Family Influence(博士論文)。Texas Tech University。

圖書
1.	Ghiselli, E. E.(1966)。The Validity of Occupational Aptitude Tests。New York, NY：John Wiley。
2.	England, G. W.(1961)。Development and Use of Weighted Application Blanks。Dubuque, Iowa：Wm. G. Brown Company Publishes。
3.	Fisher, F. M.(1966)。The identification problem in econometrics。New York：McGraw-Hill。
4.	Kelley, T. L.(1947)。Fundamentals of Statistics。Cambridge：Harvard University Press。
5.	Blau, Peter Michael、Duncan, Otis Dudley(1967)。The American Occupational Structure。New York：John Wiley & Sons, Inc.。
6.	Aamodt, M. G.(1991)。Applied Industrial/Organizational Psychology。Belmont, California：Wadsworth Inc.。
7.	林財丁(1994)。業務人員心理學：認知歷程、人格社會特質、人員甄選。書華出版社。延伸查詢
8.	Churchill, G. A. Jr.、Ford, N. M.、Walker, O. C. Jr.(1990)。Sales Force Management。Homewood, Illinois：Richard D. Irwin。
9.	England, G. W.(1971)。Development and Use of Weighted Application Blanks。Minneapolis, Minn.：Industrial Relations Center, University of Minnesota。
10.	Fischer, C. S.(1982)。Networks and Places Social Relations in the Urban Setting。New York：Free Press。
11.	Henry, E. R.(1966)。Research Conference on the Use of Autobiographical Data as Psychological Predictors。Greensboro, NC：The Creativity Research Institute, The Richardson Foundation。
12.	Horn, R. W.、Griffeth, R. W.(1994)。Employee Turnover。South Western College Publishing。
13.	Miner, J. B.(1992)。Industrial-Organizational Psychology。New York：McGraw-Hill, Inc.。
14.	Mumford, M. D.、Stokes, G. S.、Owens, W. A.(1990)。Patterns of Life Adaptation: The Ecology of Human Individually。Hillsdale, New Jersey：Erlbaum。
15.	Papalia, D. E.(1992)。Human Development。New York：McGraw-Hill, Inc.。
16.	Stanton, W. J.、Buskirk, R.(1987)。Management of the Sales Force。Homewood, Illinois：Irwin。
17.	謝邦昌(1997)。策略贏家--市場調查實戰手冊。臺北：商智文化。延伸查詢

圖書論文
1.	Ford, N. M.、Walker, O. C. Jr.、Churchill, G. A. Jr.、Hartley, S. W.(1987)。Selecting Successful Salespeople: A Meta-Analysis of Biological and Psychological Selection Criteria。Review of Marketing。Chicago, Illinois：American Marketing Association。
2.	Granovetter, M. S.(1982)。The Strength of Weak Ties: A Network Theory Revisited。Social Structure and Network Analysis。Beverly Hills, California：Sage。
3.	Klimoski, R. J.(1993)。Predictor Constructs and Their Measurement。Personnel Selection in Organizations。San Francisco, California：Jossey-Bass Publishers。
4.	Mitchell, T. W.(1986)。Specialized Job Analysis for Developing Rationally-Oriented Biodata Prediction Systems。Advances in Tailoring Job Analysis Methods for Specific Applications, Symposium Conducted at the First Annual Conference of the Society for Industrial and Organizational Psychology。Chicago, Illinois。
5.	Muchinsky, P. M.(1986)。Personnel Selection Methods。International Review of Industrial and Organizational Psychology。Chichester：Wiley。
6.	Owens, W. A.(1976)。Background Data。Handbook of Industrial and Organizational Psychology。Chicago, Illinois：Rand McNally。

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