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題名:銷售人員目標導向與販售導向/顧客導向行為:壓力認知評估的中介角色
書刊名:臺灣銀行季刊
作者:陳嵩 引用關係林伶瑾 引用關係李佩芬 引用關係
出版日期:2014
卷期:65:3
頁次:頁45-69
主題關鍵詞:銷售人員目標導向販售導向顧客導向銷售行為
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(0) 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:28
  • 點閱點閱:7
期刊論文
1.Thakor, M. V.、Joshi, A. W.(2005)。Motivating salesperson customer orientation: Insights from the job characteristics model。Journal of Business Research,58(5),584-592。  new window
2.Arnett, Dennis B.、Macy, Barry A.、Wilcox, James B.(2005)。The Role of Core Selling Teams in Supplier-Buyer Relationships。Journal of Personal Selling and Sales Management,25(1),27-42。  new window
3.Chai, J.、Zhao, G.、Babin, B. J.(2012)。An Empirical Study on the Impact of Two Types of Goal Orientation and Salesperson Perceived Obsolescence on Adaptive Selling。Journal of Personal Selling and Sales Management,32(2),261-274。  new window
4.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
5.Teng, C. C.、Barrows, C. W.(2009)。Service orientation: Antecedents, outcomes, and implications for hospitality research and practice。The Service Industries Journal,29(10),1413-1435。  new window
6.陳嵩、陳光偉、林伶瑾、李佩芬(20120500)。再探銷售人員目標導向對行為績效之影響:銷售經驗及上司家長式領導的干擾角色。輔仁管理評論,19(2),117-170。new window  延伸查詢new window
7.Wachner, T.、Plouffe, C. R.、Bagozzi, Y.、Gregoire, Y.(2009)。SOCO's Impact on Individual Sales Performance: The Integration of Selling Skills as a Missing Link。Industrial Marketing Management,38(1),32-44。  new window
8.Brooksbank, R.(1995)。The New Model of Personal Selling: Micromarketing。Journal of Personal Selling & Sales Management,15(2),61-66。  new window
9.Brown, T. J.、Mowen, J. C.、Donnavan, T.、Licata, J. W.(2002)。The Customer Orientation for Service Workers: Personality Traits Effects on Self- and Supervisor Performance Rating。Journal of Marketing Research,34(1),110-119。  new window
10.Choi, J.、Chen, C. C.(2007)。The Relationships of Distributive Justice and Compensation System Fairness to Employee Attitudes in International Joint Ventures。Journal of Organizational Behavior,28(6),687-703。  new window
11.Dursun, T.、Kilic, C.(2011)。Exploring Occupational and Strategic Drivers of Individual Customer Orientation。Journal of Business & Economics Research,9(5),55-66。  new window
12.Guenzi, P.、Georges, L.(2010)。Interpersonal Trust in Commercial Relationships: Antecedents and Consequence of Customer Trust in the Salesperson。European Journal of Marketing,44(1/2),114-138。  new window
13.Harris, E. G.、Mowen, J. C.、Brown, T. J.(2005)。Reexamining Salesperson Goal Orientations: Personality Influencers, Customer Orientation and Work Satisfaction。Journal of the Academy of Marketing Science,33(1),19-35。  new window
14.Kennedy, K. N.、Lassk, F. G.、Goolsby, J. R.(2002)。Customer Mind Set of Employees throughout the Organization。Journal of the Academy of Marketing Science,30(2),159-171。  new window
15.Kilic, C.、Dursun, T.(2007)。Antecedents and Consequences of Customer Orientation: Do Individual Factors Affect Customer Orientation?。The Business Review,7(1),1-7。  new window
16.Knight, D. K.、Kim, H. J.、Christy, C.(2007)。Examining the Effects of Role Stress on Customer Orientation and Job Performance of Retail Salespeople。International Journal of Retail&Distribution Management,35(5),381-392。  new window
17.Leigh, T. W.、Pulling, E. B.、Comer, L. B.(2001)。The Top Ten Sales Articles of the 20th Century。Journal of Personal Selling & Sales Management,21(3),217-227。  new window
18.Murdock, T. B.、Anderman, E. M.(2006)。Motivational Perspectives on Student Cheating: Toward an Integrated Model of Academic Dishonesty。Educational Psychologist,41(3),129-145。  new window
19.Niiya, Y. R.、Ballantyne, R.、North, M. S.、Crocker, J.(2008)。Gender, Contingencies of Self-Worth, and Achievement Goals as Predictors of Academic Cheating in a Controlled Laboratory Setting。Basic and Applied Social Psychology,30(1),76-83。  new window
20.Pettijohn, C. E.、Rozell, E. J.、Newman, A.(2010)。The Relationship between Emotional Intelligence and Customer Orientation for Pharmaceutical Salespeople。Internationa! Journal of Pharmaceutical Healthcare Marketing,4(1),21-39。  new window
21.Schwepker, Charles H. Jr.(2003)。Customer-Oriented Selling: A Review, Extension and Directions for Future Research。Journal of Personal Selling & Sales Management,23(2),151-171。  new window
22.Van Yperen, N. W.、Hamstra, M. R. W.、Klauw, M. Van der(2011)。To Win, or not to Lose, at Any Cost: The Impact of Achievement Goals on Cheating。British Journal of Management,22(S1),5-15。  new window
23.Huang, Min-Hsin(2008)。The Influence of Selling Behaviors on Customer Relationships in Financial Services。International Journal of Service Industry Management,19(4),458-473。  new window
24.Payne, S. C.、Youngcourt, S. S.、Beaubien, J. M.(2007)。A Meta-analytic Examination of the Goal Orientation Nomological Net。Journal of Applied Psychology,92(1),128-150。  new window
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26.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
27.Adie, J. W.、Duda, J. L.、Ntoumanis, N.(2010)。Achievement goals, competition appraisals, and the psychological and emotional welfare of sport participants。Journal of Sport and Exercise Psychology,30,302-322。  new window
28.Homeburg, C.、Stock, R. M.(2005)。Exploring the Conditions under which Salesperson Work Satisfaction Can Lead to Customer Satisfaction。Psychology & Marketing,22(5),392-420。  new window
29.Poortvliet, P. M.、Giebels, E.(2012)。Self-improvement and Cooperation: How Exchange Relationships Promote Mastery-approach Driven Individuals' Job Outcomes。European Journal of Work and Organizational Psychology,21(3),392-425。  new window
30.Ramsey, R.、Marshall, G. W.、Johnston, M.、Deeter-Schmelz, D. R.(2007)。Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics。Journal of Business Ethics,70(2),191-207。  new window
31.Anderson, E.、Oliver, R. L.(1987)。Perspectives on Behavior-based versus Outcome-based Sales Force Control Systems。Journal of Marketing,51(4),76-88。  new window
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33.Pettijohn, C. E.、Pettijohn, L. S.、Taylor, A. J.(2002)。The influence of salesperson skill, motivationa, and training on the practice of customer-oriented selling。Psychology & Marketing,19(9),743-757。  new window
34.Ro, H.、Chen, P. J.(2011)。Empowerment in hospitality organizations: Customer orientation and organizational support。International Journal of Hospitality Management,30(2),422-428。  new window
35.Hansen, John D.、Riggle, Robert J.(2009)。Ethical Salesperson Behavior in Sales Relationships。Journal of Personal Selling and Sales Management,29(2),151-166。  new window
36.George, J. M.(1991)。State or trait: effects of positive mood on pro-social behaviors at work。Journal of Applied Psychology,76(2),299-307。  new window
37.Boles, J. S.、Babin, B. J.、Brashear, Thomas G.、Brooks, C.(2001)。An examination of the relationships between retail work environments, salesperson selling orientation-customer orientation and job performance。Journal of Marketing Theory and Practice,9(3),1-13。  new window
38.Williams, Michael R.、Attaway, Jill S.(1996)。Exploring salespersons customer orientation as a mediator of organizational culture's influence on buyer-seller relationships。The Journal of Personal Selling & Sales Management,16(4),33-52。  new window
39.Feingold, A.(1994)。Gender differences in personality: A meta-analysis。Psychological Bulletin,116(3),429-456。  new window
40.Kennedy, Karen Norman、Goolsby, Jerry R.、Amould, Eric J.(2003)。Implementing a Customer Orientation: Extension of Theory and Application。Journal of Marketing,67(October),67-81。  new window
41.Vandewalle, D.(1997)。Development and validation of a work domain goal orientation instrument。Educational and Psychological Measurement,57(6),995-1015。  new window
42.O'Hara, Bradley S.、Boles, James S.、Johnston, Mark W.(1991)。The Influence of Personal Variables on Salesperson Selling Orientation。Journal of Personal Selling and Sales Management,11(1),61-67。  new window
43.Podsakoff, N. P.、LePine, J. A.、LePine, M. A.(2007)。Differential challenge stressor-hindrance stressor relationships with job attitudes, turnover intentions, turnover, and withdrawal behavior: a meta-analysis。Journal of Applied Psychology,92(2),438-454。  new window
44.Harackiewicz, Judith M.、Thrash, Todd M.、Elliot, Andrew J.、Pintrich, Paul R.、Barron, Kenneth E.(2002)。Revision of Achievement Goal Theory: Necessary and Illuminating。Journal of Educational Psychology,94(3),638-645。  new window
45.Archer, J.(1994)。Achievement goals as a measure of motivation in University students。Contemporary Educational Psychology,19(4),430-446。  new window
46.Carson, S. J.(2007)。When to give up control of outsourced new product development。Journal of Marketing,71(1),49-66。  new window
47.VandeWalle, D.(2001)。Goal orientation: Why wanting to look successful doesn't always lead to success。Organizational Dynamics,30(2),162-171。  new window
48.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
49.Guenzi, P.、De Luca, L. M.、Troilo, G.(2011)。Organizational drivers of salespeople's customer orientation and selling orientation。Journal of Personal Selling & Sales Management,31(3),269-285。  new window
50.VandeWalle, D.、Brown, S. T.、Cron, W. L.、Slocum, J. W. Jr.(1999)。The Influence of Goal Orientation and Self-Regulation Tactics on Sales Performance: A Longitudinal Field Test。Journal of Applied Psychology,84(2),249-259。  new window
51.Sujan, H.、Weitz, B. A.、Kumar, N.(1991)。Learning orientation, working smart, and effective selling。Journal of Marketing,58(3),39-52。  new window
52.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
53.Tofighi, D.、MacKinnon, D. P.(2011)。RMediation: An R package for mediation analysis confidence intervals。Behavior Research Methods,43(3),692-700。  new window
54.VandeWalle, D.、Cummings, L. L.(1997)。A test of the influence of goal orientation on the feedback-seeking process。Journal of Applied Psychology,82(3),390-400。  new window
55.Thomas, R. W.、Soutar, G. N.、Ryan, M. M.(2001)。The selling orientation-customer orientation (SOCO) scale: a proposed short form。Journal of Personal Selling & Sales Management,21(1),63-69。  new window
56.Weitz, B. A.、Bradford, K. D.(1999)。Personal Selling and Sales Management: A Relationship Marketing Perspective。Journal of the Academy of Marketing Science,27(2),241-254。  new window
57.Plouffe, C. R.、Hulland, J. S.、Wachner, T.(2009)。Customer-directed selling behaviors and performance: A comparison of existing perspectives。Journal of the Academy of Marketing Science,37(4),422-439。  new window
58.Liu, C. M.、Chen, K. J.(2006)。Personality Traits as Antecedents of Employee Customer Orientation: A Case Study in the Hospitality Industry。International Journal of Management,23(3),478-485。  new window
59.Periatt, J. A.、LeMay, S. A.、Chakrabart, S.(2004)。The Selling Orientation-Customer Orientation (SOCO) Scale: Cross Validation of the Revised Version。Journal of Personal Selling & Sales Management,24(1),49-54。  new window
60.Grizzle, J. W.、Zablah, A. R.、Brown, T. J.、Mowen, J. C.、Lee, J. M.(2009)。Employee Customer Orientation in Context: How the Environment Moderates the Influence of Customer Orientation on Performance Outcomes。Journal of Applied Psychology,94(5),1227-1242。  new window
61.Homburg, C.、Müller, M.、Klarmann, M.(2011)。When Does Salespeople's Customer Orientation Lead to Customer Loyalty? The Differential Effects of Relational and Functional Customer Orientation。Journal of the Academy of Marketing Science,39(6),795-812。  new window
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64.Singh, R.、Koshy, A.(2011)。Does salesperson's customer orientation create value in B2B relationships? Empirical evidence from India。Industrial Marketing Management,40(1),78-85。  new window
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圖書
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圖書論文
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