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題名：銷售人員目標取向對銷售力自動化系統採用之影響
書刊名：臺灣銀行季刊
作者：陳嵩 引用關係／李佩芬 引用關係／陳光偉
出版日期：2009
卷期：60:2
頁次：頁241-264
主題關鍵詞：銷售人員；目標取向；銷售力自動化
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(2) 博士論文(0) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:0
  • 共同引用共同引用:53
  • 點閱點閱:1
期刊論文
1.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
2.Robinson, L. Jr.、Marshall, W. Greg、Stamps, Miriam B.(2005)。An Empirical Investigation of Technology Acceptance in a Field Sales Force Setting。Industrial Marketing Management，34(4)，407-415。  new window
3.Sundaram, S.、Schwarz, A.、Jones, E.、Chin, W. W.(2007)。Technology Use on The Front Line: How Information Technology Enhances Individual Performance。Journal of the Academy of Marketing Science，35(1)，101-112。  new window
4.Ahearne, M.、Srinivasan, N.、L. Weinstein(2004)。Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence。Journal of Personal Selling & Sales Management，24(4)，297-310。  new window
5.Ahearne, M.、Jelinek, R.、Rapp, A.(2005)。Moving beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors。Industrial Marketing Management，34(4)，379-388。  new window
6.Buttle, F.、Ang, L.、Iriana, R.(2006)。Sales force automation: review, critique, research agenda。International Journal of Management Reviews，8(4)，213-231。  new window
7.Dent, Harry S. Jr.(1990)。Automating Your Sales Force。Small Business Reports，15(12)，29-38。  new window
8.Dugan, Sean(1998)。Mining the benefits of SFA。Infoworld，20(40)，74。  new window
9.Jelinek, R.、Aheame, M.、Mathieu, J.、Schillewaert, N.(2006)。A Longitudinal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance。Journal of Marketing Theory and Practice，14(1)，7-23。  new window
10.Jones, E.、Sundaram, S.、Chin, W.(2002)。Factors Leading to Sales Force Automation Use: A Longitudinal Analysis。Journal of Personal Selling & Sales Management，22(3)，145-156。  new window
11.Morgan, Amy J.、Inks, Scott A.(2001)。Technology and the Sales Force: Increasing Acceptance of Sales Force Automation。Industrial Marketing Management，30(5)，463-472。  new window
12.Moriarity, R. T.、Swartz, G. S.(1989)。Automation to Boost Sales and Marketing。Harvard Business Review，67(1)，100-108。  new window
13.Royal, Weld F.(1995)。Pleading Their Case。Sales & Marketing Management，47(2)，50-57。  new window
14.Sharma, A.(2007)。The Shift in Sales Organizations in Business-to-Business Services Markets。Journal of Services Marketing，21(5)，326-333。  new window
15.Taylor, T. C.(1993)。Computers Bring Quick Return。Sales & Marketing Management，145(11)，22-25。  new window
16.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
17.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
18.Sanchez, Juan I.、Korbin, William P.、Viscarra, Diana M.(1995)。Corporate Support in the Aftermath of a Natural Disaster: Effects on Employee Strains。Academy of Management Journal，38(2)，504-521。  new window
19.陳嵩、李佩芬(20061200)。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。企業管理學報，71，1-34。new window  延伸查詢new window
20.Ingram, T. N.、LaForge, R. W.、Leigh, T. W.(2002)。Selling in the New Millennium: A Joint Agenda。Industrial Marketing Management，31(7)，559-567。  new window
21.Vandewalle, D.(1997)。Development and validation of a work domain goal orientation instrument。Educational and Psychological Measurement，57(6)，995-1015。  new window
22.Speier, C.、Venkatesh, V.(2002)。The Hidden Minefields in the Adoption of Sales Force Automation Technologies。Journal of Marketing，66(3)，98-111。  new window
23.Srivastava, Rajendra K.、Shervani, Tasadduq A.、Fahey, Liam(19990101)。Marketing, business processes, and shareholder value: An organizationally embedded view of marketing activities and the discipline of marketing。Journal of Marketing，63(4)，168-179。  new window
24.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
25.Burton-Jones, A.、Hubona, G. S.(2006)。The mediation of external variables in the technology acceptance model。Information & Management，43(6)，706-717。  new window
26.Agarwal, R.、Prasad, J.(1999)。Are Individual Difference Germane to the Acceptance of New Information Technologies?。Decision Sciences，30(2)，361-391。  new window
27.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
28.Olson, Eric M.、Slater, Stanley F.、Hult, G. Tomas M.(2005)。The performance implications of fit among business strategy, marketing organization structure, and strategic behavior。Journal of Marketing，69(3)，49-65。  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.VandeWalle, D.(2001)。Goal orientation: Why wanting to look successful doesn't always lead to success。Organizational Dynamics，30(2)，162-171。  new window
31.Porath, C. L.、Bateman, T. S.(2006)。Self-regulation: From goal orientation to job performance。Journal of Applied Psychology，91(1)，185-192。  new window
32.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
33.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
34.Harackiewicz, J. M.、Elliot, A. J.(1993)。Achievement goals and intrinsic motivation。Journal of Personality and Social Psychology，65(5)，904-915。  new window
35.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
36.Venkatesh, Viswanath(1999)。Creation of Favorable User Perceptions: Exploring the Role of Intrinsic Motivation。MIS Quarterly，23(2)，239-260。  new window
37.趙安安、高尚仁(20050900)。臺灣地區華人企業家長式領導風格與員工壓力之關聯。應用心理研究，27，111-131。new window  延伸查詢new window
38.Venkatesh, V.、Speier, C.、Morris, M. G.(2002)。User acceptance enablers in individual decision making about technology: Toward an integrated model。Decision Sciences，33(2)，297-316。  new window
39.Avlonitis, George J.、Panagopoulos, Nikolaos G.(2005)。Antecedents and Consequences of CRM Technology Acceptance in the Sales Force。Industrial Marketing Management，34(4)，355-368。  new window
40.Sujan, H.、Weitz, Barton A.、Kumar, N.(1994)。Learning orientation, working smart, and effective selling。Journal of Marketing，58(3)，39-52。  new window
41.Robinson, L. Jr.、Marshall, G. W.、Stamps, M. B.(2005)。Sales Force Use of Technology: Antecedents to Technology Acceptance。Journal of Business Research，58(12)，1623-1631。  new window
42.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
43.Conner, K. R.、Rumelt, R. P.(1991)。Software Piracy: An Analysis of Protection Strategies。Management Science，37(2)，125-139。  new window
44.陳光偉、陳嵩(2006)。銷售員目標取向的成因及對績效之影響。管理學報，23(3)，385-407。new window  延伸查詢new window
45.Blodgett, Mindy(1995)。Vendor Tries to Simplify Sales Force Automation。Computerworld，30(1)，62。  new window
46.Burton-Jones, Andrew、Hubona, Geoffrey S.(2005)。Individual Differences and Usage Behavior: A Technology Acceptance Model Assumption. The Data Base for Advances in。Information System，36(2)，58-77。  new window
47.Bush, Alan J.、Moore, Jarvis B.、Rocco, Rich(2005)。Understanding Sales Force Automation Outcomes: A Managerial Perspective。Industrial Marketing Management，34(4)，369-377。  new window
48.Clark, P.、Rocco, Richard A.、Bush, Alan J.(2007)。Sales Force Automation Systems and Sales Force Productivity: Critical issues and Research Agenda。Journal of Relationship Marketing，6(2)，67-87。  new window
49.Farr, J. L.、Hofmann, D. A.、Ringenbach, K. L.(1993)。Goal Orientation and Action Control Theory: Implications for Industrial and Organizational Psychology。Industrial and Organizational Psychology，8，193-232。  new window
50.Gillan, Clare(1992)。White Paper: Sales Force Automation。Sales & Marketing Management，144(15)，19-28。  new window
51.Goldenberg, Barton(1994)。Ten Steps toward Successful Sales Automation。Inc.，17，28。  new window
52.Gondert, Stephen(1993)。The 10 Biggest Mistakes of SFA and How to Avoid Them。Sales & Marketing Management，145(2)，52-57。  new window
53.Honeycutt, Earl D. Jr.、Thelen, T.、Thelen, Shawn T.、Hodge, Sharon K.(2005)。Impediments to Sales Force Automation。Industrial Marketing Management，34(4)，313-322。  new window
54.Jaramillo, F.、Mulki, Jay P.(2008)。Sales Effort: The Intertwined Roles of the Leader, Customers, and the Salesperson。Journal of Personal Selling & Sales Management，28(1)，37-51。  new window
55.Keillor, Bruce D.、Bashaw, R. E.、Pettijohn, Charles E.(1997)。Salesforce Automation Issues Prior to Implementation: The Relationship between Attitudes toward Technology, Experience and Productivity。Journal of Business & Industrial Marketing，12(3)，201-219。  new window
56.Ko, Dong-Gil、Dennis, Alan R.(2004)。Sales Force Automation and Sales Performance: Do Experience and Expertise Matter?。Journal of Personal Selling & Sales Management，24(4)，311-322。  new window
57.Mallin, Michael L.、DelVecchio, Susan K.(2008)。Salesforce Automation Tool Selectivity: An Agency Theory Perspective。Journal of Business & Industrial Marketing，23(7)，486-496。  new window
58.McCloskey, Donna W.(2006)。The Importance of Ease of Use, Usefulness, and Trust to Online Consumersr An Examination of the Technology Acceptance Model with Older Consumers。Journal of Organizational and End User Computing，18(3)，47-65。  new window
59.McFarland, Richard G.、Kidwell, B.(2006)。An Examination of Instrumental and Expressive Traits oil Performance: The Mediating Role of Learning, Proven and Avoid Goal Orientations。Journal of Personal Selling & Sales Management，26(2)，143-159。  new window
60.Meece, J. L.、Blumenfeld, P. C.、Hoyle, R. H.(1988)。Students' Goal Orientation and Cognitive Engagement in Classroom Activities。Journal of Educational Psychology，80(4)，514-523。  new window
61.Orenstein, L.、Leung, K.(1997)。The Dos and Don'ts of Sales Force Automation。Marketing News，31(23)，14。  new window
62.Parthasarathy, M.、Sohi, Ravipreet S.(1997)。Sales Force Automation and the Adoption of Technological Innovations by Salespeople: Theory and Implications。Journal of Business & Industrial Marketing，12(3/4)，196-208。  new window
63.Pullig, C.、Maxham, James G. III、Hair, Joseph F. Jr.(2002)。Salesforce Automation Systems: An Exploratory Examination of Organizational Factors Associated with Effective Implementation and Salesforce Productivity。Journal of Business Research，55(5)，401-415。  new window
64.Rivers, L. M.、Dart, J.(1999)。The Acquisition and Use of Sales Force Automation by Mid-Sized Manufacturers。Journal of Personal Selling & Sales Management，19(2)，59-73。  new window
65.Schillewaert, N.、Aheame, Michael J.、Frambach, Ruud T.、Moenaert, Rudy K.(2005)。The Adoption of Information Technology in the Sales Force。Industrial Marketing Management，34(4)，323-336。  new window
66.Taylor, Thayer C.(1994)。Take Your Time。Sales & Marketing Management，146(7)，45-46。  new window
67.Venkatesh, Viswanath、Davis, Fred D.(2000)。A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies。Management Science，46(2)，186-204。  new window
68.Compeau, Deborah R.、Higgins, Christopher A.、Huff, S.(1999)。Social cognitive theory and individual reactions to computing technology: A longitudinal study。MIS Quarterly，23(2)，145-158。  new window
69.Anderson, James C.、Gerbing, David W.(1988)。Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach。Psychological Bulletin，103(3)，411-423。  new window
70.Middleton, M. J.、Midgley, C.(1997)。Avoiding the demonstration of lack of ability: An underexplored aspect of goal theory。Journal of Educational Psychology，89(4)，710-718。  new window
71.Venkatesh, Viswanath、Morris, Michael G.、Davis, Gordon B.、Davis, Fred D.(2003)。User Acceptance of Information Technology: Toward a Unified View。Management Information Systems Quarterly，27(3)，425-478。  new window
72.Elliot, Andrew J.(1999)。Approach and avoidance motivation and achievement goals。Educational Psychologist，34(3)，169-189。  new window
73.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
74.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
75.Nicholls, John G.(1984)。Achievement motivation: Conceptions of ability, subjective experience, task choice, and performance。Psychological Review，91(3)，328-346。  new window
76.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
77.Venkatesh, Viswanath(2000)。Determinants of perceived ease of use: Integrating control, intrinsic motivation, and emotion into the technology acceptance model。Information Systems Research，11(4)，342-365。  new window
78.Elliot, A. J.、McGregor, H. A.(1999)。Test Anxiety and the Hierarchical Model of Approach and Avoidance Achievement Motivation。Journal of Personality and Social Psychology，76(4)，628-644。  new window
79.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
80.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
81.Podsakoff, Philip M.、Organ, Dennis W.(1986)。Self-Reports in Organizational Research: Problems and Prospects。Journal of Management，12(4)，531-544。  new window
82.Davis, Fred D.、Bagozzi, Richard P.、Warshaw, Paul R.(1989)。User acceptance of computer technology: A comparison of two theoretical models。Management Science，35(8)，982-1003。  new window
83.Dweck, Carol S.、Leggett, Ellen L.(1988)。A social-cognitive approach to motivation and personality。Psychological Review，95(2)，256-273。  new window
會議論文
1.李佩芬、陳嵩、張佑崇(2006)。組織環境及個人信念銷售人員目標取向、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。山東：山東大學。  延伸查詢new window
2.黃森煌、耿慶瑞(2004)。A Study of Attitude toward Using the Sales Force Automation System of Sales Representative--in Case of Life Insurance Industry。2004臺灣商管與資訊研討會。台北：台北大學。  延伸查詢new window
研究報告
1.Block, J. J.、Golterman, J.、Wecksell, J.、Scherburger, K.、Close, W.(1996)。Building Blocks for Technology-Enabled Selling。Stamford, CT：Gartner Group。  new window
學位論文
1.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
2.蔡佩珊(2007)。上司家長式領導對銷售人員目標取向及績效之影響--以銀行理財專員為例(碩士論文)。崑山科技大學。  延伸查詢new window
3.Davis, F. D.(1986)。A Technology Acceptance Model for Empirically Testing New End-User Information Systems: Theory and Results(博士論文)。Massachusetts Institute of Technology，Massachusetts。  new window
圖書
1.Colombo, G. W.(1994)。Sales Force Automation。New York：McGraw-Hill。  new window
2.Dweck, C. S.(1999)。Self-theories: Their Role in Motivation, Personality and Development。Philadelphia, PA：Psychology Press。  new window
3.Hair, Joseph F. Jr.、Anderson, R. E.、Talham, R. L.、Black, W. C.(1995)。Multivariate Data Analysis。N. Y.：Macmillan Publishing Company。  new window
4.Khandpur, N.、Wevers, J.(1998)。Sales Force Automation Using Web Technologies。New York：Wiley。  new window
5.Petersen, G. S.(1997)。High Impact Sales Force Automation。Boca Raton, FL.：St. Lucie Press。  new window
6.Rackham, Neil、DeVincentis, John(1999)。Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value。New York：McGraw Hill。  new window
7.Siebel, Thomas M.、Malone, Michael S.(1996)。Virtual Selling Going Beyond the Automated Sales Force to Achieve Total Sales Quality。New York：Free Press。  new window
8.Thompson, Keith(2005)。Sales Automation Done Right: Selling in the Digital Age。Toronto：Sales Ways Press。  new window
9.Dillon, William R.、Goldstein, Matthew(1984)。Multivariate Analysis: Methods and Applications。New York：John Wiley and Sons, Inc.。  new window
其他
1.洪登貴(2002)。創造企業利潤，從實現CRM系統開始，http://www.mv-pd.com/gdweb/ePaper/doc_3001.asp。  延伸查詢new window
 
 
 
 
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