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題名：上司家長式領導風格對銷售人員目標取向之影響--以壽險業為例
書刊名：企業管理學報
作者：陳嵩 引用關係／李佩芬 引用關係
作者(外文)：Chen, Song／Lee, Pei-feng
出版日期：2006
卷期：71
頁次：頁1-34
主題關鍵詞：家長式領導；目標取向；銷售人員；Paternalistic leadership；Goal orientations；Salespeople
原始連結：連回原系統網址new window
相關次數：
  • 被引用次數被引用次數:期刊(4) 博士論文(1) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:3
  • 共同引用共同引用:425
  • 點閱點閱:335
期刊論文
1.McFarland, Richard G.、Kidwell, Blair(2006)。An Examination of Instrumental and Expressive Traits on Performance: The Mediating Role of Learning, Prove, and Avoid Goal Orientations。Journal of Personal Selling and Sales Management，26(2)，143-159。  new window
2.Park, Jeong-Eun、Holloway, Betsy B.(2003)。Adaptive Selling Behavior Revised: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction。Journal of Personal Selling and Sales Management，23(3)，239-251。  new window
3.VandeWalle, D.、Brown, S. P.、Cron, W. L.、Slocum, J. W. Jr.(1999)。The Influence of Orientation and Self-Regulation Tactics on Sales Performance: A Longitudinal Field Test。Journal of Applied Psychology，84(2)，249-259。  new window
4.Baumeister, R. F.、Tice, D. M.、Hutton, D. G.(1989)。Self-Presentational Motivations and Personality Differences in Self-Esteem。Journal of Personality，57(3)，547-579。  new window
5.羅新興、陳忠虎、陳秀清(20041200)。領導者類型、追隨者類型與領導效能關係之研究--以國軍組織成員為實證對象。國防管理學報，25(2)，51-60。new window  延伸查詢new window
6.Bong, Mimi(2004)。Academic Motivation in Self-efficacy, Task Value, Achievement Goal Orientations, and Attributional Beliefs。The Journal of Educational Research，97(6)，287-297。  new window
7.Chonko, L. B.(1986)。Organizational Commitment in the Sales Force。Journal of Personal Selling & Sales Management，6(3)，19-27。  new window
8.Kohli, A. K.、Shervani, T. A.、Challagalla, G. N.(1998)。Learning and Performance Orientation of Salespeople: The Role of Supervisors。Journal of Marketing Research，35(2)，263-274。  new window
9.VandeWalle, D.(2001)。Goal Orientation: Why Wanting to Look Successful Doesn’t Always Lead to Success。Organizational Dynamics，30(2)，162-171。  new window
10.Van Yperen, Nico W.(2003)。The Perceived Profile of Goal Orientation Within Firms: Differences Between Employees Working for Successful and Unsuccessful Firms Employing Either Performance-Based Pay or Job-Based Pay。European Journal of Work and Organizational Psychology，12(3)，229-243。  new window
11.Paparoidamis, Nicholas G.(2005)。Learning Orientation and Leadership Quality: Their Impact on Salespersons, Performance。Management Decision，43(7/8)，1054-1063。  new window
12.Anderson, Erin、Oliver, Richard L.(1987)。Perspectives on behavior-based versus outcome-based salesforce control systems。Journal of Marketing，51(4)，76-88。  new window
13.Armeli, S.、Eisenberger, R.、Fasolo, P.、Lynch, P.(1998)。Perceived organizational support and police performance: The moderating influence of socio-emotional needs。Journal of Applied Psychology，83(2)，288-297。  new window
14.Brown, Steven P.、Cron, William L.、Slocum, John W. Jr.(1998)。Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance。Journal of Marketing，62(4)，88-98。  new window
15.Butler, R.(1992)。What Young People Want to Know When: Effects of Mastery and Ability Goals on Interest in Different Kinds of Social Comparisons。Journal of Personality and Social Psychology，62(6)，934-943。  new window
16.Church, M. A.、Elliot, A. J.、Gable, S. L.(2001)。Perceptions of Classroom Environment, Achievement Goals, and Achievement Outcomes。Journal of Educational Psychology，93(1)，43-55。  new window
17.Farr, J. L.、Hofmann, D. A.、Ringenbach, K. L.(1993)。Goal orientation and action control theory: Implications for industrial and organizational psychology。International Review of Industrial and Organizational Psychology，8，191-232。  new window
18.Harackiewicz, J. M.、Elliot, A. J.(1993)。Achievement Goals and Intrinsic Motivation。Journal of Personality and Social Psychology，65(5)，904-915。  new window
19.Hunter, J. E.、Schmidt, F. L.、Judiesch, M. K.(1990)。Individual Differences in Output Variability as a Function of Job Complexity。Journal of Applied Psychology，75(1)，28-42。  new window
20.Lam, Shui-Fong、Yim, Pui-Shan、Law, Josephine S. F.、Cheung, Rebacca W. Y.(2004)。The Effects of Competition on Achievement Motivation in Chinese Classrooms。British Journal of Educational Psychology，74(2)，281-296。  new window
21.Madzar, S.(2001)。Subordinates’ Information Inquiry: Exploring the Effect of Perceived Leadership Style and Individual Differences。Journal of Occupational and Organizational Psychology，74(2)，221-232。  new window
22.Porath, Christine L.、Bateman, Thomas S.(2006)。Self-regulation: From Goal Orientation to Job Performance。Journal of Applied Psychology，91(1)，185-192。  new window
23.Robinson, S. L.、Morrison, E. W.(1995)。Psychological Contracts and Organizational Citizenship Behavior: The Effects of Unfulfilled Obligations on Civic Virtue Behavior。Journal of Organizational Behavior，16(3)，289-298。  new window
24.Selfbrown, S. R.、Mathews, S.(2003)。Effects of classroom structure on student achievement goal orientation。The Journal of Educational Research，97(2)，106-111。  new window
25.Sujan, Harish、Weitz, Barton A.、Kumar, Nirmalya(1994)。Learning Orientation, Working Smart, and Effective Selling。Journal of Marketing，58(3)，39-52。  new window
26.Vandewalle, Don(1997)。Development and validation of a work domain goal orientation instrument。Educational and Psychological Measurement，57(6)，995-1015。  new window
27.Wolters, C. A.、Yu, S. L.、Pintrich, P. R.(1996)。The relation between goal orientation and students' motivational beliefs and self-regulated learning。Learning and Individual Differences，8(3)，211-238。  new window
28.Skaalvik, E. M.(1997)。Self-enhancing and self-defeating ego orientation: Relations with task and avoidance orientation, achievement, self-perceptions, and anxiety。Journal of Educational Psychology，89(1)，71-81。  new window
29.Archer, J.(1994)。Achievement goals as a measure of motivation in University students。Contemporary Educational Psychology，19(4)，430-446。  new window
30.Silver, Lawrence S.、Dwyer, Sean、Alford, Bruce(2006)。Learning and performance goal orientation of salespeople revisited: The role of performance-approach and performance-avoidance orientations。Journal of Personal Selling & Sales Management，26(1)，27-38。  new window
31.Harris, E. G.、Mowen, J. C.、Brown, T. J.(2005)。Re-examining Salesperson Goal Orientations: Personality Influencers, Customer Orientation, and Work Satisfaction。Journal of the Academy of Marketing Science，33(1)，19-35。  new window
32.Ames, C.、Ames, R.(1984)。Goal Structures and Motivation。The Elementary School Journal，85(1)，39-50。  new window
33.Bettencourt, L. A.(2004)。Change-oriented organizational citizenship behaviors: The direct and moderating influence of goal orientation。Journal of Retailing，80(3)，165-180。  new window
34.Ashford, Susan J.(1986)。Feedback-seeking in individual adaptation: A resource perspective。Academy of Management Journal，29(3)，465-487。  new window
35.盧瑞容(20000600)。戰國時代「勢」概念發展析探。臺大歷史學報，25，53-83。new window  延伸查詢new window
36.樊景立、鄭伯壎(20000600)。華人組織的家長式領導：一項文化觀點的分析。本土心理學研究，13，127-180。new window  延伸查詢new window
37.Tuckey, M.、Brewer, N.、Williamson, P.(2002)。The Influence of Motives and Goal Orientation on Feedback Seeking。Journal of Occupational and Organizational Psychology，75(2)，195-216。  new window
38.VandeWalle, D.、Ganesan, S.、Challagalla, Goutam N.、Brown, Steven P.(2000)。An Integrated Model of Feedback-Seeking Behavior: Disposition, Context, and Cognition。Journal of Applied Psychology，85(6)，996-1003。  new window
39.Elliot, Andrew J.(1999)。Approach and avoidance motivation and achievement goals。Educational Psychologist，34(3)，169-189。  new window
40.Button, S. B.、Mathieu, J. E.、Zajac, D. M.(1996)。Goal Orientation in Organizational Research: A Conceptual and Empirical Foundation。Organizational Behavior and Human Decision Processes，67(1)，26-48。  new window
41.Elliot, A. J.、Church, M. A.(1997)。A hierarchical model of approach and avoidance achievement motivation。Journal of Personality and Social Psychology，72(1)，218-232。  new window
42.Nicholls, John G.(1984)。Achievement motivation: Conceptions of ability, subjective experience, task choice, and performance。Psychological Review，91(3)，328-346。  new window
43.Elliot, Andrew J.、Harackiewicz, Judith M.(1996)。Approach and Avoidance Achievement Goals and Intrinsic Motivation: A Mediational Analysis。Journal of Personality and Social Psychology，70(3)，461-475。  new window
44.McGregor, H. A.、Elliot, Andrew J.(2002)。Achievement goals as predictors of achievement-relevant processes prior to task engagement。Journal of Educational Psychology，94(2)，381-395。  new window
45.Meece, Judith L.、Blumenfeld, Phyllis C.、Hoyle, Rock H.(1988)。Students' Goal Orientations and Cognitive Engagement in Classroom Activities。Journal of Educational Psychology，80(4)，514-523。  new window
46.陳嵩、蘇淑芬(20060300)。銷售人員的目標取向--組織環境及個人成功歸因信念的角色。人力資源管理學報，6(1)，1-29。new window  延伸查詢new window
47.Randall, M. L.、Cropanzano, R.、Bormann, C. A.、Birjulin, A.(1999)。Organizational politics and organizational support as predictors of work attitudes, job performance and organizational citizenship behavior。Journal of Organizational Behavior，20(2)，159-174。  new window
48.Ames, Carole、Archer, Jennifer(1988)。Achievement goals in the classroom: Students' learning strategies and motivation processes。Journal of Educational Psychology，80(3)，260-267。  new window
49.鄭伯壎、周麗芳、樊景立(20001200)。家長式領導：三元模式的建構與測量。本土心理學研究，14，3-64。new window  延伸查詢new window
50.許金田、胡秀華、凌孝綦、鄭伯壎、周麗芳(20041200)。家長式領導與組織公民行為的關係：上下關係品質之中介效果。交大管理學報，24(2)，119-149。new window  延伸查詢new window
51.Wayne, Sandy J.、Shore, Lynn M.、Liden, Robert C.(1997)。Perceived Organizational Support and Leader-Member Exchange: A Social Exchange Perspective。Academy of Management Journal，40(1)，82-111。  new window
52.Dweck, Carol S.、Leggett, Ellen L.(1988)。A social-cognitive approach to motivation and personality。Psychological Review，95(2)，256-273。  new window
53.Westwood, Robert I.(1997)。Harmony and Patriarchy: The Cultural Basis for 'Paternalistic Headship' Among the Overseas Chinese。Organization Studies，18(3)，445-480。  new window
54.吳宗祐、徐瑋伶、鄭伯壎(20021200)。怒不可遏或忍氣吞聲：華人企業主管威權領導與部屬憤怒反應。本土心理學研究，18，3-49。new window  延伸查詢new window
55.鄭伯壎、謝佩鴛、周麗芳(20020600)。校長領導作風、上下關係品質及教師角色外行為：轉型式與家長式領導的效果。本土心理學研究，17，105-161。new window  延伸查詢new window
56.Elliott, E. S.、Dweck, C. S.(1988)。Goals: An Approach to Motivation and Achievement。Journal of Personality and Social Psychology，54(1)，5-12。  new window
57.Hofstede, Geert、Bond, Michael Harris(1988)。The Confucius Connection: From Cultural Roots to Economic Growth。Organizational Dynamics，16(4)，5-21。  new window
58.Attenweiler, William J.、Moore, DeWayne(2006)。Goal Orientations: Two, Three, or More Factors?。Educational and Psychological Measurement，66(2)，342-352。  new window
會議論文
1.鄭伯壎、周麗芳、黃敏萍(2002)。家長式領導的三元模式：中國大陸企業組織的證據。第四屆華人心理學家暨第六屆華人心理與行為科際國際學術研討會。臺北：中央研究院。new window  延伸查詢new window
2.李佩芬、陳嵩、張佑崇(2006)。組織環境及個人信念對銷售人員目標取向、銷售行為績效之影響--以不動產經紀人員為例。第九屆兩岸中華文化與經營管理學術研討會，(會議日期: 2006年7月7~9日)。  延伸查詢new window
研究報告
1.鄭伯壎(2005)。家長式領導三元模式：現代轉化及影響機制(1/4)--家長式領導三元模式：構念修正與再驗證 (計畫編號：NSC94-2752-H-155-001)。  延伸查詢new window
2.鄭伯壎、國立臺灣大學心理學系［執行］(1998)。家長權威與領導行為關係之探討 (計畫編號：NSC85-2413-H002-005)。  延伸查詢new window
學位論文
1.Luo, X.(2003)。Antecedents of Salesperson Effectiveness and Efficiency Performance: A Data Envelopment Analysis(博士論文)。Louisiana Tech University。  new window
2.Park, Ju-Young(1997)。The Role of Culture in Life Insurance Sales Process: Learning Goal Orientation and Motivated Reasoning in Adaptive Selling(博士論文)。University of Nebraska。  new window
3.李佳燕(2001)。直屬主管情緒表現與部屬工作態度：部屬情緒感受與情緒感染性的不同效果(碩士論文)。國立臺灣大學。  延伸查詢new window
4.李佳怡(2000)。知覺組織支持對員工工作態度影響之研究(碩士論文)。國立中山大學。  延伸查詢new window
5.周逸衡(1983)。國人價值體系與台灣大型企業管理行為關係之研究(博士論文)。國立政治大學。new window  延伸查詢new window
圖書
1.Stogdill, R. M.(1974)。Handbook of Leadership: A Survey of Theory of Research。New York：Free Press。  new window
2.Dalrymple, D. J.、Cron, W. L.(1998)。Sales Management: Concepts and Cases。New York：John Wiley and Sons。  new window
3.Dweck, C. S.(1999)。Self-theories and goals: Their role in motivation, personality, and development。Philadelphia：Psychology Press。  new window
4.許士軍(1994)。管理學。東華書局。  延伸查詢new window
5.Zeithaml, Valarie A.、Bitner, Mary Jo(2000)。Service marketing: Integrating customer focus across the firm。McGraw-Hill。  new window
6.Hair, Joseph F. Jr.、Anderson, Rolph E.、Tatham, Ronald L.、Black, William C.(1995)。Multivariate Data Analysis: with Readings。Prentice Hall。  new window
7.Redding, S. Gordon(1990)。The Spirit of Chinese Capitalism。Walter de Gruyter。  new window
8.Smith, P. B.、Bond, M. H.(1993)。Social Psychology across Cultures: Analysis and Perspectives。Allyn and Bacon。  new window
9.Silin, Robert H.(1976)。Leadership and value: The organization of large-scale Taiwan enterprises。Harvard University Press。  new window
10.Hofstede, Geert H.(1980)。Culture's Consequences: International Differences in Work-related Values。Sage。  new window
圖書論文
1.鄭伯壎(2001)。組織文化與員工效能：上下契合度的效果。組織文化：員工層次的分析。台北市：遠流出版社。  延伸查詢new window
2.House, R. J.、Wright, N. S.、Aditya, R. N.(1997)。Cross-cultural Research on Organizational Leadership: A Critical Analysis and a Proposed Theory。New Perspectives on International Industrial/ Organizational Psychology。San Francisco, CA：Jossey-Bass。  new window
3.鄭伯壎(19910000)。家族主義與領導行為。中國人．中國心：人格與社會篇。臺北：遠流。new window  延伸查詢new window
4.Chemers, M. M.(1993)。An integrative theory of leadership。Leadership theory and research: Perspectives and directions。Academic Press。  new window
5.Farh, Jiing-Lih、Cheng, Bor-Shiuan(2000)。A cultural analysis of paternalistic leadership in Chinese organizations。Management and organizations in the Chinese context。Palgrave Macmillan。  new window
 
 
 
 
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