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題名：銷售人員外表吸引力與說服策略以及消費者人格特質對衝動性購買服飾傾向的影響
書刊名：創新與管理
作者：張競之／王又鵬／曾忠蕙 引用關係
作者(外文)：Chang, Ching-chih／Wang, Yu-peng／Tseng, Chung-hui
出版日期：2016
卷期：12:2
頁次：頁1-28
主題關鍵詞：外表吸引力；說服策略；人格特質；衝動性購買傾向；Attractiveness of salesperson's appearance；Persuasion strategy；Personality；Impulsive buying tendency
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  • 共同引用共同引用:1
  • 點閱點閱:37
期刊論文
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15.Alvandi, M.、Fazli, S.、Amiri, M.(2014)。Investigating the effect of interactive media on consumer-firm relationship。International Journal of Academic Research Part B，6(3)，118-130。  new window
16.Block, L.G.、Morwitz, V. G.(1999)。Shopping lists as an external memory aid for grocery shopping: Influences on list writing and list fulfillment。Journal of Consumer Psychology，8(4)，343-375。  new window
17.Cialdini, R. B.(20011000)。Harnessing the science of persuasion。Harvard Business Review，2001(Oct.)，72-79。  new window
18.Brown, S. P.(1990)。Use of closed influence tactics by salespeople: Incidence and buyer attributions。Journal of personal Selling & Sales Management，10，17-29。  new window
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20.Costa, P. T. Jr.、McCrae, R. R.(1992)。Normal personality assessment in clinical practice: The NEO Personality Inventory。Psychological assessment，4(1)，5-13。  new window
21.Gupta, S.、Kim, H. W.(2010)。Value-driven internet shopping: the mental accounting theory perspective。Psychology & Marketing，27(1)，13-35。  new window
22.Hazlett, R. L.、Hoehn-Saric, R.(2000)。Effects of perceived physical attractiveness on females' facial displays and affect。Evolution and Human Behavior，21(1)，49-57。  new window
23.Jones, D. C.(1985)。Persuasive Appeals and Responses to Appeal among Friends and Acquaintances。Child Development，56，757-763。  new window
24.Karl, K. A.、Peluchette, J. V.、Harland(2007)。Is fun for every one? Personality differences in health care provides' attitudes toward fun。Journal of Health and Human Services Administration，29(4)，409-447。  new window
25.Lee, C. S.、Chen, Y. C.、Yu, T. H.、Tsui, P. L.(2011)。Effect of physical attractiveness and customer perceived service quality in the cosmetology industry。African Journal of Business Management，6(15)，5201-5207。  new window
26.Ltifi, M.(2013)。Antecedents and effect of commitment on the impulse buying by internet。Journal of Internet Banking and Commerce，18(1)，1-23。  new window
27.Peck, J.、Childers, T. L.(2006)。If I Touch it I Have to Have it: Individual and Environmental Influence on Impulse Purchasing。Journal of Business Research，59(6)，765-769。  new window
28.Riggio, R. E.、Widaman, K. F.、Tucker, J. S.、Salinas, C.(1991)。Beauty is more than skin deep: Components of attractiveness。Basic and Applied Social Psychology，1，423-439。  new window
29.Rook, D. W.、Fisher, R. J.(1995)。Normative influence impulsive buying behavior。Journal of Consumer Research，22(3)，305-313。  new window
30.Silvera, D. H.、Lavack, A. M.、Kropp, F.(2008)。Impulse buying: The role of affect, social influence, and subjective wellbeing。Journal of Consumer Marketing，25(1)，23-33。  new window
31.Piron, F.(1991)。Defining Impulse Purchasing。Advances in Consumer Research，18(1)，509-514。  new window
32.Puri, Radhika(1996)。Measuring and modifying consumer impulsiveness: a cost-benefit accessibility framework。Journal of Consumer Psychology，5(2)，87-113。  new window
33.Rook, Dennis W.、Hoch, Stephen J.(1985)。Consuming Impulses。Advances in Consumer Research，12(1)，23-27。  new window
34.Stern, Hawkins(1962)。The Significance of Impulse Buying Today。Journal of Marketing，26(2)，59-62。  new window
35.Childers, Terry L.、Carr, Christopher L.、Peck, Joann、Carson, Stephen(2001)。Hedonic and utilitarian motivations for online retail shopping behavior。Journal of Retailing，77(4)，511-535。  new window
36.Wu, Cedric Hsi-Jui、Liang, Rong-Da(2009)。Effect of experiential value on customer satisfaction with service encounters in luxury-hotel restaurants。International Journal of Hospitality Management，28(4)，586-593。  new window
37.Kacen, J. J.、Lee, Julie A.(2002)。The Influence of Culture on Consumer Impulsive Buying Behavior。Journal of Consumer Psychology，12(2)，163-176。  new window
38.Langlois, Judith H.、Kalakanis, Lisa、Rubenstein, Adam J.、Larson, Andrea、Hallam, Monica、Smoot, Monica(2000)。Maxims or myths of beauty? A meta-analytic and theoretical review。Psychological Bulletin，126(3)，390-423。  new window
39.孫蒨如、楊守城(20060900)。外表吸引力對自我評價的影響--自我層面的調節作用。教育與心理研究，29(3)，571-597。new window  延伸查詢new window
40.Smith, Amy K.、Bolton, Ruth N.、Wagner, Janet(1999)。A Model of Customer Satisfaction With Service Encounters Involving Failure and Recovery。Journal of Marketing Research，36(3)，356-372。  new window
41.Morrow, P. C.(1990)。Physical attractiveness and selection decision making。Journal of Management，16(1)，45-60。  new window
42.Parboteeah, D. Veena、Valacich, Joseph S.、Wells, John D.(2009)。The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively。Information Systems Research，20(1)，60-78。  new window
43.Park, Eun Joo、Kim, Eun Young、Funches, Venessa Martin、Foxx, William(2012)。Apparel product attributes, web browsing, and e-impulse buying on shopping websites。Journal of Business Research，65(11)，1583-1589。  new window
44.Rook, Dennis W.(1987)。The Buying Impulse。Journal of Consumer Research，14(2)，189-199。  new window
45.Youn, S.、Faber, R. J.(2000)。Impulse Buying: Its Relation to Personality Traits and Cues。Advances in Consumer Research，27(1)，179-185。  new window
46.Strzalko, J.、Kaszycka, K. A.(1990)。Physical attractiveness: Interpersonal and intrapersonal variability of assessments。Brief Reports，39(1/ 2)，170-176。  new window
47.McArthur, L. Z.(1982)。Physical Distinctiveness and Self-attribution。Personality and Social Psychology Bulletin，8，460-467。  new window
48.Nippold, M. A.(1994)。Persuasive Talk in Social Context: Development, Assessment, and Intervention。Topics in Language Disorders，14(3)，1-12。  new window
會議論文
1.韓鼎文、吳姮憓(2009)。服務人員外表吸引力對顧客滿意度、再購意願與口碑傳播之影響：以性別為干擾變數。行銷通路經營管理實務研習會暨服務科學研討會。彰化：彰化師範大學。  延伸查詢new window
學位論文
1.王琮賢(2001)。影響銷售人員談判傾向之因素--實證研究(碩士論文)。國立中正大學。  延伸查詢new window
2.李凰珠(1998)。涉入程度、情緒對說服效果之影響(碩士論文)。政治作戰學校。  延伸查詢new window
3.黃玉雯(2007)。商店印象、規範性評估、消費體驗對衝動性購買影響之研究--以美容服務商品為例(碩士論文)。國立成功大學，台南市。  延伸查詢new window
4.黃斐慈(2012)。不同人格特質消費者衝動性購買之研究--以女性化妝品為例(碩士論文)。中華大學。  延伸查詢new window
5.周惠莉(2003)。五大人格特質、性別角色與轉換型領導關聯性之研究(碩士論文)。中原大學。  延伸查詢new window
圖書
1.Hatfied, E.、Sprecher, S.(1986)。Mirror, mirror: The importance of looks in everyday life。Albany, N. Y.：State University of New York。  new window
2.Costa, P. T. Jr.、McCrae, R. R.(1989)。The NEO personality inventory manual。Odessa, FL：Psychological Assessment Resources。  new window
3.Mowen, J. C.(1995)。Consumer behavior。New York：Macmillan College。  new window
4.曾光華(2006)。行銷管理：理論解析與實務運用。台北縣：前程文化。  延伸查詢new window
5.Miller, R. B.、Heiman, S. E.(1980)。Conceptual selling。New York：Bantam Book。  new window
6.Patzer, G. L.(1985)。The Physical Attractiveness Phenomenon。New York：Plenum Press。  new window
7.Phares, E. J.、Chaplin, W. F.(1997)。Introduction personality。New York：Harper Collins。  new window
8.張春興(2002)。張氏心理學辭典。臺北：臺灣東華書局股份有限公司。  延伸查詢new window
9.Pervin, L. A.(1970)。Personality: Theory, Assessment and Research。John Wiley & Sons。  new window
10.Allport, Gordon Willard(1961)。Pattern and Growth in Personality。Holt, Rinehart & Winston。  new window
11.楊國樞(1993)。劉邵的人格特質及其詮釋。人觀、意義與社會。臺北市。  延伸查詢new window
單篇論文
1.Fiske, S. T.，Neuberg, S. L.(1990)。A Continuum of Impression Formation, from Category-Based to Individuating Processes: Influences of Information and Motivation on Attention and Interpretation。  new window
 
 
 
 
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