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題名:再探銷售人員好競爭特質對銷售績效之影響:競爭心理氣氛及顧客嚴苛度的調節角色
書刊名:行銷科學學報
作者:陳嵩林伶瑾李麗琴
作者(外文):Chen, SongLin, Lin-chinLi, Li-chin
出版日期:2017
卷期:13:1
頁次:頁31-50
主題關鍵詞:好競爭特質競爭心理氣氛顧客嚴苛度銷售努力銷售績效Trait competitivenessCompetitive psychological climateCustomer demandingnessSales effortSales performance
原始連結:連回原系統網址new window
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  • 共同引用共同引用:43
  • 點閱點閱:64
期刊論文
1.Wang, G.、Netemeyer, R. G.(2002)。The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-efficacy, and Performance。Journal of the Academy of Marketing Science,30(3),217-228。  new window
2.Siehl, C.(1992)。Cultural Leadership in Service Organization。International Journal of Service Industry Management,3(2),17-22。  new window
3.Gadbois, S. A.、Sturgeon, R. D.(2011)。Academic self-handicapping: Relationships with learning specific and general self perceptions and academic performance over time。British Journal of Educational Psychology,81(2),207-222。  new window
4.林鉦棽、彭台光(20120800)。組織研究的中介檢測:緣起、爭議、研究設計和分析。管理學報,29(4),333-354。new window  延伸查詢new window
5.Robinson, L.、Marshall, G. W.、Moncrief, W. C.、Lassk, F. G.(2002)。Toward a Shortened Measure of Adaptive Selling。Journal of Personal Selling and Sales Management,22(2),111-119。  new window
6.Sujan, Harish(1986)。Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation。Journal of Marketing Research,23(1),41-49。  new window
7.Baldauf, A.、Cravens, D. W.(2002)。The Effect of Moderators on the Salesperson Behavior Performance and Salesperson Outcome Performance and Sales Organization Effectiveness Relationships。European Journal of Marketing,36(11/12),1367-1388。  new window
8.Walker, Orville C. Jr.、Churchill, Gilbert A. Jr.、Ford, Neil M.(1977)。Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research。Journal of Marketing Research,14(2),156-168。  new window
9.Krishnan, B. C.、Netemeyer, R. G.、Boles, J. S.(2002)。Self-efficacy, competitiveness, and effort as antecedents of salesperson performance。Journal of Personal Selling & Sales management,22(4),285-295。  new window
10.Janssen, O.、Van Yperen, N. W.(2004)。Employees' Goal Orientations, the Quality of Leader-member Exchange, and the Outcomes of Job Performance and Job Satisfaction。Academy of Management Journal,47(3),368-384。  new window
11.Rapp, A.、Ahearne, M.、Mathieu, J.、Schillewaert, N.(2006)。The impact of knowledge and empowerment on working smart and working hard: The moderating role of experience。International Journal of Research in Marketing,23(3),279-293。  new window
12.Shepperd, J. A.、Arkin, R. M.(1991)。Behavioral other-enhancement: Strategically obscuring the link between performance and evaluation。Journal of Personality and Social Psychology,60,79-88。  new window
13.Prapavessis, H.、Grove, J. R.、Maddison, R.、Zillmann, N.(2003)。Self-handicapping tendencies, coping, and anxiety responses among athletes。Psychology of Sport and Exercise,4(4),357-375。  new window
14.Brown, Steven P.、Peterson, Robert A.(1994)。The effect of effort on sales performance and job satisfaction。Journal of Marketing,58(2),70-80。  new window
15.Kessler, E. H.、Bierly, P. E.(2002)。Is Fast Really Better? An Empirical Test of the Implications of Innovation Speed。IEEE Transactions on Engineering Management,49(1),2-12。  new window
16.Jones, Edward E.、Berglas, Steven(1978)。Control of Attributions about the Self Through Self-handicapping Strategies: The Appeal of Alcohol and the Role of Underachievement。Personality and Social Psychology Bulletin,4(2),200-206。  new window
17.Urdan, Tim、Midgley, Carol、Anderman, Eric M.(1998)。The Role of Classroom Goal Structure in Students' Use of Self Handicapping Strategies。American Educational Research Journal,35(1),101-122。  new window
18.Chakrabarti, R.、Barnes, B. R.、Berthon, P.、Pitt, L.、Monkhouse, L. L.(2014)。Goal orientation effects on behavior and performance: Evidence from international sales agents in the middle east。The International Journal of Human Resource Management,25(2),317-340。  new window
19.Schrock, W. A.、Hughes, D. E.、Fu, F. Q.、Richards, K. A.、Jones, E.(2014)。Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance。Marketing Letters,27(2),351-360。  new window
20.Ho, V. T.(2012)。Interpersonal counterproductive work behaviors: Distinguishing between person-focused versus task-focused behaviors and their antecedents。Journal of Business and Psychology,27(4),467-482。  new window
21.Mengüç, B.(1996)。Evidence for Turkish industrial salespeople: Testing the applicability of a conceptual model for the effect of effort on sales performance and job satisfaction。European Journal of Marketing,30(1),33-51。  new window
22.Hirt, Edward R.、Deppe, Roberta K.、Gordon, Lesley J.(1991)。Self-reported versus behavioral self-handicapping: Empirical evidence for a theoretical distinction。Journal of Personality and Social Psychology,61(6),981-991。  new window
23.Dubinsky, A. J.、Yammarino, F. J.、Jolson, M. A.、Spangler, W. D.(1995)。Transformational Leadership: An Initial Investigation in Sales Management。Journal of Personal Selling & Sales Management,15(2),17-35。  new window
24.Homburg, C.、Müller, M.、Klarmann, M.(2011)。When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters。Journal of Marketing,75(2),55-74。  new window
25.Urdan, T. C.(2004)。Predictors of academic self-handicapping and achievement: Examining achievement goals, classroom goal structures, and culture。Journal of Educational Psychology,96(2),251-264。  new window
26.Brown, S. P.、Cron, W. L.、Slocum, J. W. Jr.(1998)。Effects of trait competitiveness and perceived intra-organizational competition on salesperson goal setting and performance。Journal of Marketing,62(4),88-98。  new window
27.Sujan, H.、Weitz, Barton A.、Kumar, N.(1994)。Learning orientation, working smart, and effective selling。Journal of Marketing,58(3),39-52。  new window
28.Weitz, Barton A.、Sujan, Harish、Sujan, Mita(1986)。Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness。Journal of Marketing,50(4),174-191。  new window
29.Rich, Gregory A.、Bommer, W. H.、MacKenzie, S. B.、Podsakoff, P. M.、Johnson, J. L.(1999)。Methods in Sales Research: Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance。The Journal of Personal Selling & Sales Management,19(4),41-52。  new window
30.陳光偉、陳嵩(20060600)。銷售人員目標取向的成因及對績效之影響。管理學報,23(3),389-411。new window  延伸查詢new window
31.Blau, G. J.(1993)。Operationalizing direction and level of effort and testing their relationship to individual job performance。Organizational Behavior & Human Decision Processes,55(1),152-170。  new window
32.Brewer, G.(1994)。Mind reading: What drives top salespeople to greatness?。Sales & Marketing Management,146(5),82-87。  new window
33.Shannahan, K. L.、Bush, A. J.、Shannahan, R. J.(2013)。Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance。Journal of the Academy of Marketing Science,41(1),40-54。  new window
34.Jaramillo, F.、Mulki, J. P.(2008)。Sales effort: The intertwined roles of the leader, customer, and the salesperson。Journal of Personal Selling & Sales Management,28(1),37-51。  new window
35.Jaramillo, F.、Mulki, J. P.、Boles, J. S.(2013)。Bringing meaning to the sales job: The effect of ethical climate and customer demandingness。Journal of Business Research,66(11),2301-2307。  new window
36.Hunter, G. K.、Perreault, W. D.(2007)。Making sales technology effective。Journal of Marketing,71(1),16-34。  new window
37.Houston, J. M.、McIntire, S. A.、Kinnie, J.、Terry, C.(2002)。A factorial analysis of scales measuring competitiveness。Educational and Psychological Measurement,62(2),284-298。  new window
38.Franken, R. E.、Brown, D. J.(1995)。Why do people like competition? The motivation for winning, putting forth effort, improving one's performance, performing well, being instrument, and expressing forceful/aggressive behavior。Personality and Individual differences,19(2),175-184。  new window
39.Spiro, Rosann L.、Weitz, Barton A.(1990)。Adaptive Selling Conceptualization, Measurement, and Nomological Validity。Journal of Marketing Research,27(1),61-69。  new window
40.Brown, Steven P.、Leigh, Thomas W.(1996)。A new look at psychological climate and its relationship to job involvement, effort, and performance。Journal of Applied Psychology,81(4),358-368。  new window
41.Murayama, K.、Elliot, A. J.(2012)。The competition-performance relation: A meta-analytic review and test of the opposing processes model of competition and performance。Psychological Bulletin,138(6),1035-1070。  new window
42.Dweck, Carol S.、Leggett, Ellen L.(1988)。A social-cognitive approach to motivation and personality。Psychological Review,95(2),256-273。  new window
43.Baron, Reuben M.、Kenny, David A.(1986)。The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations。Journal of Personality and Social Psychology,51(6),1173-1182。  new window
44.Leary, Mark R.、Shepperd, James A.(1986)。Behavioral Self-Handicaps Versus Self-Reported Handicaps: A Conceptual Note。Journal of Personality and Social Psychology,51(6),1265-1268。  new window
45.Podsakoff, Philip M.、Organ, Dennis W.(1986)。Self-Reports in Organizational Research: Problems and Prospects。Journal of Management,12(4),531-544。  new window
46.Kristof, Amy L.(1996)。Person-organization fit: An integrative Review of its conceptualizations, measurement, and implications。Personnel Psychology,49(1),1-49。  new window
學位論文
1.Zahn, W. J.(2011)。Effects of Competitive Psychological Climate on Customer- and Sales-Oriented Selling Behaviors(博士論文)。University of Houston。  new window
圖書
1.Churchill, G. A.、Ford, N. M.、Walker, O. C. Jr.、Johnson, M. W.、Tanner, J. F. Jr.(2000)。Sales Force Management。Richard D. Irwin。  new window
2.Covington, M. V.(1992)。Making the grade: A self-worth perspective on motivation and school reform。New York:Cambridge University 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.Monroe, Kent B.(1990)。Pricing: Making Profitable Decisions。New York:McGraw-Hill。  new window
5.Hayes, Andrew F.(2013)。Introduction to mediation, moderation, and conditional process analysis: A regression-based approach。Guilford Press。  new window
6.Lazarus, Richard S.、Folkman, Susan(1984)。Stress, Appraisal, and Coping。Springer。  new window
圖書論文
1.Spence, J. T.、Helmreich, R. L.(1983)。Achievement-Related Motives and Behaviors。Achievement and Achievement Motives: Psychological and Sociological Approaches。San Francisco, Calif.:W. H. Freeman。  new window
 
 
 
 
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