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題名：人格五因素模式預測銷售績效的效度--NEO-PI-R量表的檢驗與應用
書刊名：管理學報
作者：黃仁宏 引用關係／沈聰益 引用關係
作者(外文)：Huang, Jen-hung／Shen, Tsung-yi
出版日期：2003
卷期：20:3
頁次：頁457-481
主題關鍵詞：人格；五因素模式；銷售績效；保險業；Personality；Five-factor model；NEO-PI-R；Sales performance；Life insurance
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(7) 博士論文(7) 專書(0) 專書論文(0)
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  • 點閱點閱:45
　　　　　人格五因素模式近年來獲得許多研究的支持，跨文化的檢驗也初步證實普遍適用性。NEO-PI-R人格量表即量測此五因素：神經質、外向性、開放性、友善性及嚴謹性。然而部分亞洲樣本的研究結果，卻呈現外向性和友善性兩個有關人際互動的維度，有混雜交錯的情形。本文針對保險業務員進行實證研究，發現人何結構的因素分析型態，重現了這種混雜交錯的情形。進一步從人格特質與銷售績效的相關分析中，發現以「支配性」和「愛」命名的人際特質建構方式，具備較佳的準則相關效度與收斂效度。有關人格五因素模式在跨文化檢驗中，人際特質層面的歧異及其文化意涵，有必要進行審慎的研究與探查，在實證應用直接擷取人格五因素做為預測變數時，更需要注意此方面細緻的差異。
　　　　　Five-factor model of personality had gain supports from many studies in recent years. Preliminary evidences in cross-cultural inspection also confirmed its generalizability. The Revised NEO Personality Inventory was designed to measure the Big Five: Neuroticism, Extraversion, Openness, Agreeableness and Conscientiousness. However, in some studies of Asian samples, there was a commingling problem between Extraversion and Agreeableness, the two interpersonal dimensions. The present study of life insurance salespeople did replicate such commingling problem in the pattern of factor structure. Further analyses of correlations between personality and sales performance show that they are more valid in both criterion-related validity and convergent validity when interpersonal factors were structured and labeled as Dominance and Love instead of Extraversion and Agreeableness. The differences in interpersonal dimensions of the five-factor model of personality that had been explored under cross-cultural circumstances should be examined prudently, especially when using the Big Five as predictors in empirical research.
期刊論文
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26.Katigbak, M. S.、Church, A. T.、Akamine, T. X.(1996)。Cross-Cultural Generalizability of Personality Dimensions: Relating Indigenous and Imported Dimensions in Two Cultures。Journal of Personality and Social Psychology，70(1)，99-114。  new window
27.Lucas, R. E.、Diener, E.、Grob, A.、Suh, E. M.、Shao, L.(2000)。Cross-cultural evidence for the fundamental features of extraversion。Journal of Personality and Social Psychology，79，452-468。  new window
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32.Piedmont, R. L.、Chae, J. H.(1997)。Cross-cultural generalizability of the five-factor model of personality development and validation of the NEO PI-R for Koreans。Journal of Cross-Cultural Psychology，28，131-155。  new window
33.Silva, F.、Avia, D.、Sanz, J.、Martinez-Arias, R.、Grana, J. L.、Sanchez-Bernardos, L.(1994)。The five factor model - I. Contributions to the structure of the NEO-PI。Personality and Individual Differences，17(6)，741-753。  new window
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會議論文
1.Gondo, Y.、Shimonaka, Y.、Nakazato, K.、Ishihara, O.、Imuta, H.(1993)。Preliminary study for the standardization of the Japanese version of NEO-PI-R。Tokyo, Japan。  new window
圖書
1.Costa, P. T., Jr.、McCrae, R. R.(1992)。Revised NEO personality inventory and NEO fivefactor inventory: Professional manual.。FL：Psychological Assessment Resources Inc.。  new window
2.Hofstede, Geert H.(1980)。Culture's consequences: International differences in work-related values。Beverly Hills, California：Sage。  new window
3.McCrae, R. R.、Costa, P. T., Jr.、Yik, M. S. M.(1996)。Universal Aspects of Chinese Personality Structure。The Handbook of Chinese Psychology。Hong Kong：Oxford University Press。  new window
4.Muchinsky, P. M.(2000)。Psychology Applied to Work: An Introduction to Industrial and Organizational Psychology。Psychology Applied to Work: An Introduction to Industrial and Organizational Psychology。CA。  new window
 
 
 
 
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