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題名:業務員人格特質、推銷行為及其績效之研究--以汽車代理商為例
書刊名:人力資源管理學報
作者:沈慶龍
作者(外文):Shen, David C. L.
出版日期:2002
卷期:2:4
頁次:頁107-126
主題關鍵詞:業務員人格特質推銷行為Sales forcePersonalitySelling behavior
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(3) 博士論文(2) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:3
  • 共同引用共同引用:0
  • 點閱點閱:122
期刊論文
1.Davis, H. L.、Silk, A.(1972)。Interaction and influence Processes in Personal Selling。Sloan Management Review,13(Winter),56-76。  new window
2.Snyder, Mark(1974)。Self-monitoring of Expressive Behavior。Journal of Personality and Social Psychology,30(4),526-537。  new window
3.Busch, P.、Wilson, D. T.(1976)。An Experimental Analysis of A Salesman's Expert And Referent Bases of Social Power in the Buyer-Seller Dyad。Journal of Marketing Research,13(1),3-11。  new window
4.Spiro, Rosann L.、Weitz, Barton A.(1990)。Adaptive Selling Conceptualization, Measurement, and Nomological Validity。Journal of Marketing Research,27(1),61-69。  new window
5.Sheth, Jagdish N.(1973)。A Model of Industrial Buyer Behavior。Journal of Marketing,37(4),50-56。  new window
6.Hersey, Paul、Blanchard, Kenneth H.(1974)。So you want to know your leadership style?。Training and Development Journal,28(2),22-37。  new window
圖書
1.Hersey, P.、Blanchard, K. H.(1982)。Management of Organizational Behavior: Utilizing Human Resources。Englewood Cliffs, NJ:Prentice Hall。  new window
2.張春興、楊國樞(1969)。心理學。三民書局。  延伸查詢new window
3.Fiedler, Fred E.(1967)。A Theory of Leadership Effectiveness。New York:McGraw-Hill。  new window
4.Kotler, Philip(2000)。Marketing Management: Analysis, Planning, Implementation and control。Englewood Cliffss, New Jersey:Prentice Hall。  new window
其他
1.余振忠譯,Bonoma, Thomas V. & Zaltman, Gerald 著(1994)。實用管理心理學,台北市:遠流。  延伸查詢new window
2.劉永和、梅吉瑞(1988)。卡氏十六種人格因素測驗,台灣開明書店。  延伸查詢new window
3.Arch, D.(1979)。The development of influence strategy scales in buyer-seller interactions,Chicago:American Marketing Associtation。  new window
4.Bagozzit R. P.(1978)。Sales force performance and satisfaction as a function of individual difference, interpersonal, and situational factors。  new window
5.Bambic, P.(1978)。An interpersonal influence study of source acceptance in industrial buyer-seller exchange process: N experimental approach,Pennsylvania State University。  new window
6.Benge, E. J.(195607)。What traits and work habits characterize successful salesman?。  new window
7.Brock, T. C(196507)。Communicator-recipient similarity and decision chang。  new window
8.Capon, N. & Swasy, J.(1977)。An exploratory study of compliance gaining technigues in buyer behavior,Chicago:American Marketing Association。  new window
9.Chappie, E. & Donald, G.(194710)。An evaluation of department store salespeople by the interaction chronograph。  new window
10.Doreen, D., Emery, D. R. & Sweitzer R. W.(1979)。Selling as a dyadic relationship revisited,New Oieans。  new window
11.Dunnette, M. D. & Kirchner, W. K.(196004)。Psychological test differences between industrial salesmen and retail salesmen。  new window
12.Elsby, F. H.(1969)。Marketing and the sales manager,Pergamon Press Co.。  new window
13.Evans, F. B.(1963)。Selling as a dyadic relationship。  new window
14.Falbo, T.(199708)。Multidimensional scaling of power strategies。  new window
15.Filley, A. C., House, R. J. & Kerr, S.(1976)。Managerial process and organizational behavior,Glenview, IL.:Scott, Foresman and Company。  new window
16.Ghiselli, E. E.(1969)。Prediction of success of stockbrokers。  new window
17.Ghiselli, E. E.(1973)。Validity of aptitude tests in personnel selection。  new window
18.Gitomer, J. H.(1995)。The sales bible,William Morrow and Company Inc.。  new window
19.Greenberg, H. & Mayer, D.(196401)。A new approach to the scientific selection of successful salesmen。  new window
20.Greenberg, J. & Greeberg, T. H.(1986)。The psychology of the successful salesperson。  new window
21.Gwinner, R.(1968)。Base theory in the formulation of sales strategy。  new window
22.Harrell, T. W.(1960)。The relation of test scores to sales criteria。  new window
23.Howells, G. W.(1968)。The successful salesman: A personality analysis。  new window
24.Husband, R. W.(1953)。The psychology of successful selling,New York:Harper & Brothers。  new window
25.Jolles, R. L.(1999)。Customer centered selling: Eight steps to success from the worlds best sales force,Simon & Schuster Inc.。  new window
26.Mattheiss, T. H., Durnad, R. M., Muczyk, J, R.& Gable, M.(1977)。Personality and the prediction of salesmen's success,Chicago:American Marketing Association。  new window
27.Moss, S.(197803)。What sales executive look for in new salespeople。  new window
28.O’shaughnessy, J.(1971-1972)。Selling as an interpersonal influence process。  new window
29.Robinson, W.(195606)。Fundamental factors in persuasion。  new window
30.Scheibelhut, J. H. & Albaum, G.(197302)。Self-other orientations among salesmen and non-salesmen。  new window
31.Schoell, W. F.(1993)。Marketing essentials,Allyn & Bacon。  new window
32.Sheth, J. N.(1976)。Buyer-seller interaction: A conceptual framework。  new window
33.Spiro, R. L. & Perreault, W. D.(197907)。Influence used by industrial salesmen: Influence strategy mixes and situational determinants。  new window
34.Stanton, W. J. & Bushkirk, R. H.(1959)。Management of the sales force,Homewood, Ill:Richard D. Irwin。  new window
35.Thompson, J. W.(1973)。Selling: A managerial and behavioral science analysis,New York:McGraw-Hill Book Co.。  new window
36.Thompson, J. W.(1960)。A strategy of selling,New York:Henry Holt。  new window
37.Tobolski, F. P. & Kerr, W. A.(195210)。Predictive value of the empathy test in automobile salesmanship。  new window
38.Weitz, B. A.(1981)。Effectiveness in sates interactions: A contingency framework。  new window
 
 
 
 
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