| 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。 | 2. | Snyder, Mark(1974)。Self-monitoring of Expressive Behavior。Journal of Personality and Social Psychology,30(4),526-537。 | 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。 | 4. | Spiro, Rosann L.、Weitz, Barton A.(1990)。Adaptive Selling Conceptualization, Measurement, and Nomological Validity。Journal of Marketing Research,27(1),61-69。 | 5. | Sheth, Jagdish N.(1973)。A Model of Industrial Buyer Behavior。Journal of Marketing,37(4),50-56。 | 6. | Hersey, Paul、Blanchard, Kenneth H.(1974)。So you want to know your leadership style?。Training and Development Journal,28(2),22-37。 | 圖書1. | Hersey, P.、Blanchard, K. H.(1982)。Management of Organizational Behavior: Utilizing Human Resources。Englewood Cliffs, NJ:Prentice Hall。 | 2. | 張春興、楊國樞(1969)。心理學。三民書局。 延伸查詢 | 3. | Fiedler, Fred E.(1967)。A Theory of Leadership Effectiveness。New York:McGraw-Hill。 | 4. | Kotler, Philip(2000)。Marketing Management: Analysis, Planning, Implementation and control。Englewood Cliffss, New Jersey:Prentice Hall。 | 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 | 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 | 3. | Arch, D.(1979)。The development of influence strategy scales in buyer-seller interactions,Chicago:American Marketing Associtation。 | 4. | Bagozzit R. P.(1978)。Sales force performance and satisfaction as a function of individual difference, interpersonal, and situational factors。 | 5. | Bambic, P.(1978)。An interpersonal influence study of source acceptance in industrial buyer-seller exchange process: N experimental approach,Pennsylvania State University。 | 6. | Benge, E. J.(195607)。What traits and work habits characterize successful salesman?。 | 7. | Brock, T. C(196507)。Communicator-recipient similarity and decision chang。 | 8. | Capon, N. & Swasy, J.(1977)。An exploratory study of compliance gaining technigues in buyer behavior,Chicago:American Marketing Association。 | 9. | Chappie, E. & Donald, G.(194710)。An evaluation of department store salespeople by the interaction chronograph。 | 10. | Doreen, D., Emery, D. R. & Sweitzer R. W.(1979)。Selling as a dyadic relationship revisited,New Oieans。 | 11. | Dunnette, M. D. & Kirchner, W. K.(196004)。Psychological test differences between industrial salesmen and retail salesmen。 | 12. | Elsby, F. H.(1969)。Marketing and the sales manager,Pergamon Press Co.。 | 13. | Evans, F. B.(1963)。Selling as a dyadic relationship。 | 14. | Falbo, T.(199708)。Multidimensional scaling of power strategies。 | 15. | Filley, A. C., House, R. J. & Kerr, S.(1976)。Managerial process and organizational behavior,Glenview, IL.:Scott, Foresman and Company。 | 16. | Ghiselli, E. E.(1969)。Prediction of success of stockbrokers。 | 17. | Ghiselli, E. E.(1973)。Validity of aptitude tests in personnel selection。 | 18. | Gitomer, J. H.(1995)。The sales bible,William Morrow and Company Inc.。 | 19. | Greenberg, H. & Mayer, D.(196401)。A new approach to the scientific selection of successful salesmen。 | 20. | Greenberg, J. & Greeberg, T. H.(1986)。The psychology of the successful salesperson。 | 21. | Gwinner, R.(1968)。Base theory in the formulation of sales strategy。 | 22. | Harrell, T. W.(1960)。The relation of test scores to sales criteria。 | 23. | Howells, G. W.(1968)。The successful salesman: A personality analysis。 | 24. | Husband, R. W.(1953)。The psychology of successful selling,New York:Harper & Brothers。 | 25. | Jolles, R. L.(1999)。Customer centered selling: Eight steps to success from the worlds best sales force,Simon & Schuster Inc.。 | 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。 | 27. | Moss, S.(197803)。What sales executive look for in new salespeople。 | 28. | O’shaughnessy, J.(1971-1972)。Selling as an interpersonal influence process。 | 29. | Robinson, W.(195606)。Fundamental factors in persuasion。 | 30. | Scheibelhut, J. H. & Albaum, G.(197302)。Self-other orientations among salesmen and non-salesmen。 | 31. | Schoell, W. F.(1993)。Marketing essentials,Allyn & Bacon。 | 32. | Sheth, J. N.(1976)。Buyer-seller interaction: A conceptual framework。 | 33. | Spiro, R. L. & Perreault, W. D.(197907)。Influence used by industrial salesmen: Influence strategy mixes and situational determinants。 | 34. | Stanton, W. J. & Bushkirk, R. H.(1959)。Management of the sales force,Homewood, Ill:Richard D. Irwin。 | 35. | Thompson, J. W.(1973)。Selling: A managerial and behavioral science analysis,New York:McGraw-Hill Book Co.。 | 36. | Thompson, J. W.(1960)。A strategy of selling,New York:Henry Holt。 | 37. | Tobolski, F. P. & Kerr, W. A.(195210)。Predictive value of the empathy test in automobile salesmanship。 | 38. | Weitz, B. A.(1981)。Effectiveness in sates interactions: A contingency framework。 | |