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題名：銷售行動控制量表的發展與評量
書刊名：中山管理評論
作者：鍾燕宜 引用關係／陳景元 引用關係
作者(外文)：Chung, Yen-yi／Chen, Ching-yuan
出版日期：2007
卷期：15:1
頁次：頁197-223
主題關鍵詞：行動控制理論；行動控制量表；銷售行動控制量表；業務員；Action control theory；Action control scale；Sales action control scale；Salespeople
原始連結：連回原系統網址new window
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  • 被引用次數被引用次數:期刊(1) 博士論文(0) 專書(0) 專書論文(0)
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  • 共同引用共同引用:44
  • 點閱點閱:56
業務員銷售情境複雜，頻遭客戶的拒絕挫敗、交易兩難的猶豫抉擇，以及短暫的成就歡愉，也因此業務員的流動率高居不下，且中外皆然。因此，瞭解業務員在面臨挫敗、猶疑及愉快事件後之意向結構為何，將有助於銷售工作行為表現之預測。行動控制理論指出當個體遭受成敗或兩難時，會影響個體的動機維持系統及執行工作的貫徹意向。Kuhl雖曾在1990年發展36題的「行動控制量表」(Action Control Scale, ACS)，但此一量表的題項係以日常生活中發生猶疑不定或失敗題材為編撰依據，在愈多學者提議量表編製應考慮特定情境的呼籲下，本研究以衡量業務員在銷售工作情境時之行動控制取向為目的，發展一套適用於業務員之「銷售行動控制量表」(Sales Action Control Scale, SACS)。研究結果顯示，經由608位業務員五個階段的訪談、預試與評量，30 題之SACS信度穩定，建構及效標關聯效度良好，評鑑優於ACS，不僅支持本研究以「銷售情境」做為行動控制取向衡量的主張，並可提供業務人員甄選與教育訓練之評量與應用。
Compared with other professions, salespeople have encountered more rejection frustration, hesitation, performance volatility. During the rejection situation, hesitation situation and volatility situations, the more we understand the intention orientations of salespeople, the more we can explore the individual difference accounted for behaviors differences observed. According to the Action Control Theory, action-state orientation, that facilitates or impairs performance following uncontrollable failure, is concerned with individual difference in the ability to initiate and maintain intentions. In 1990, Kuhl developed the Action Control Scale (ACS), but 36 items of this scale focused on hesitation or unpleasant experiences in daily life. Many researchers have suggested that psychological instruments should be developed for domain-specific situation. Sales Action Control Scale (SACS), developed by 30 items in the study, is a measure of salespeople's action-state orientation concerning sales events occurred. A total of 608 salespeople in Taiwan were used for interviewing, development and evaluation for the scale in five steps. Results indicated that reliabilities, the construct validity and most criterion-related validities are not only supported, the criterion validities of the SACS are also better than ACS. The usefulness of the scale is discussed.
期刊論文
1.程炳林(20000200)。行動或狀態導向、目標層次、工作複雜度對國中生行動控制策略與工作表現之影響。教育心理學報，31(2)，85-104。new window  延伸查詢new window
2.Klein, H. J.、Hollenbeck, J. R.、O'Leary, A. M.、Patrick, M. W.(1989)。Investigation of the Construct Validity of a Self-Report Measure of Goal Commitment。Journal of Applied Psychology，74(6)，951-956。  new window
3.Brown, Steven P.、Peterson, Robert A.(1993)。Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects。Journal of Marketing Research，30(1)，63-77。  new window
4.Spector, P. E.(1988)。Development of the work locus of control scale。Journal of Occupational Psychology，61(4)，335-340。  new window
5.Campbell, D. T.、Fiske, D. W.(1959)。Convergent and Discriminate Validation by the Multitrait-multimethod Matrix。Psychological Bulletin，56(2)，81-105。  new window
6.Yılmaz, D.、Kılıçoğlu, G.(2013)。Resistance to change and ways of reducing resistance in educational organizations。European Journal of Research on Education，1(1)，14-21。  new window
7.程炳林、林清山(19980100)。行動導向量表編製報告。測驗年刊，45(1)，65-81。new window  延伸查詢new window
8.Weiner, Bernard(1985)。An Attributional Theory of Achievement Motivation and Emotion。Psychological Review，92(4)，548-573。  new window
9.Lawler, Edward E. III、Hall, Douglas Tim(1970)。Relationship of job characteristics to job involvement, satisfaction, and intrinsic motivation。Journal of Applied Psychology，54(4)，305-312。  new window
10.Mantel, N.、Haenszel, W.(1959)。Statistical Aspects of the Analysis of Data from Retrospective Studies of Disease。Journal of the National Cancer Institute，22(4)，719-748。  new window
11.Cronbach, Lee J.(1951)。Coefficient alpha and the internal structure of tests。Psychometrika，16(3)，297-334。  new window
12.Cortina, Jose M.(1993)。What Is Coefficient Alpha? An Examination of Theory and Applications。Journal of Applied Psychology，78(1)，98-104。  new window
13.Furnham, Andrian、Sadka, Valda、Brewin, Chris R.(1992)。The Development of an Occupational Attributional Style Questionnaire。Journal of Organizational Behavior，13，27-39。  new window
14.Churchill, Jr. G. A.(1992)。Better Measurement Practices are Critical to Better Understanding of Sales Management Issue。Journal of Personal Selling & Sales Management，12，73-80。  new window
15.鍾燕宜、丁承(2001)。壽險業務員拒息歸因風格量表的發展與評量。管理與系統，8(3)，251-278。new window  延伸查詢new window
16.ten Berge, Jos M. F.、Zegers, Frits E.(1978)。A Series of Lower Bounds to the Reliability of a Test。Psychometrika，43(4)，575-579。  new window
17.Rholes, W. S.、Michas, I.、Schroff, J.(1989)。Action Control as a Vulnerability Factor in Dysphoria。Cognitive Therapy and Research，13，263-274。  new window
18.Diefendorff, J. M.、Hall, R. J.、Lord, R. G.、Strean, M. L.(2000)。Action-state Orientation: Construct Validity of a Revised Measure and its Relationship to Work-related Variables。Journal of Applied Psychology，85，250-263。  new window
19.Hodgkinson, G. P.(1992)。Development and Validation of the Strategic Locus of Control Scale。Strategic Management Journal，13，311-317。  new window
20.Hodgkinson, G. P.(1993)。Doubts about the Conceptual and Empirical Status of Context-free and firm-specific Control Expectancies: A Reply to Boone and De Brabander。Strategic Management Journal，14，627-631。  new window
21.Kuhl, J.(1981)。Motivational and Functional Helplessness: The Moderating Effect of State versus Action Orientation。Journal of Personality and Social Psychology，40，155-170。  new window
22.Levy, P. E.、Lord, R. G.(1992)。Self-regulation: Bridge the Gap between Cognitive and Motivational Theories。Applied Psychology: An International Review，41，139-144。  new window
23.Chowdhury, J.(1993)。The Motivational Impact of Sales Quotas on Effort。Journal of Marketing Research，30(1)，28-41。  new window
24.Lefcourt, H. M.、Von Baeyer, C. L.、Ware, E. E.、Cox, D. J.(1979)。The Multidimensional-multiattributional Causality Scale: The Development of a Goal Specific Locus of Control Scale。Canadian Journal of Behavioural Science，11(4)，286-304。  new window
25.Sager, J. K.、Menon, A.(1994)。The Role of Behavioral Intentions in Turnover of Salespeople。Journal of Business Research，29，179-188。  new window
26.Marsh, H. W.(1982)。Validity of Student's Evaluations of College Teaching: A Multitrait - Multimethod Analysis。Journal of Educational Psychology，74，264-279。  new window
學位論文
1.Kent, R. L.(1991)。The Development and Evaluation of a Scale to Measure Organizational Attributional Style(-)。  new window
2.張憲卿(2002)。大學生行動控制之研究：學習動機之機轉(碩士論文)。國立成功大學，臺南市。  延伸查詢new window
3.劉佩雲(1998)。兒童自我調整之研究，0。new window  延伸查詢new window
4.鍾燕宜(2002)。銷售與拒絕情境下心理的量表與評量－以壽險業務員為例，0。new window  延伸查詢new window
圖書
1.Anastasi, A.(1990)。Psychological Testing。N.Y.：Macmillan Publishing。  new window
2.Phares, E. J.(1976)。Locus of control in personality。Morristown, NJ：General Learning Press。  new window
3.Nunnally, Jum C.、Bernstein, Ira H.(1994)。Psychological theory。MacGraw-Hill。  new window
4.Cohen, Jacob(1988)。Statistical power analysis for the behavioral sciences。Academic Press。  new window
5.Robinson, J. R.、Shaver, P. R.、Wrightsman, L. S.(1990)。Measure of Personality and Social Psychological Attitudes。Measure of Personality and Social Psychological Attitudes。San Diego, CA。  new window
6.Kuhl, J.(1984)。Volitional Aspects of Achievement Motivation and Learned Helpless: Toward a Comprehensive Theory of Action Control。Progress in Experimental Personality Research。New York, NY。  new window
7.Kuhl, J.(1982)。Action versus State Orientation as a Mediator between Motivation and Action。Cognitive and Motivational Aspects of Action。Amsterdam, Netherlands。  new window
8.Holland, P. W.、Thayer, D. T.(1988)。Differential Item Performance and the Antel-Haenzel Procedure。Test。Hillsdale, NJ。  new window
9.Kuhl, J.(1994)。Action versus State Orientation: Psychometric Properties of the Action Control Scale。Volition and Personality: Action versus State Orientation。Seattle, WA。  new window
10.Beckmann, J.(1994)。Volitional Correlates of Action versus State Orientation。Volition and Personality: Action versus State Orientation。Seattle, WA。  new window
圖書論文
1.Kuhl, J.、Beckmann, J.(1985)。Historical Perspectives in the Study of Action Control。Action Control: From Cognition to Behavior。Berlin：Springer-verlag。  new window
2.Kuhl, J.、Goschke, T.(1994)。A theory of action control: Mental subsystems, modes of control, and volitional conflict-resolution strategies。Volition and personality: Action versus state orientation。Seattle, WA：Hogrefe & Huber Publishers。  new window
3.Corno, L.(2001)。Volitional aspects of self-regulated learning。Self-regulated learning and academic achievement: Theoretical perspectives。Mahwah, NJ：Lawrence Erlbaum Associates。  new window
4.Kuhl, J.(1985)。Volitional mediators of cognitive-behavior consistency: Self-regulatory processes and action versus state orientation。Action control: From cognition to behavior。New York：Springer-Verlag。  new window
5.Kuhl, J.(2000)。A Functional-design Approach to Motivation and Self-regulation: The Dynamics of Personality Systems and Interactions。Handbook of Self-regulation。Academic Press。  new window
6.Boekaerts, M.(1994)。Action control: How relevant is it for classroom learning?。Volition and personality: Action versus state orientation。Seattle：Hogrefe & Huber。  new window
7.Kuhl, J.、Kraska, K.(1989)。Self-regulation and Meta-motivation: Computational Mechanisms, Development, and Assessment。Abilities, Motivation, and Methodology: The Minnesota Symposium on Individual Differences。Hillsdale, NJ：Lawrence Erlbaum Associates。  new window
8.Marsh, H. W.、Grayson, D.(1997)。Multitrait-multimethod Analyses。Educational Research Methodology, Measurement and Evaluation: An International Handbook。Oxford：Pergamon Press。  new window
 
 
 
 
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