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K.(1990)。Individual Differences in Output Variability as a Function of Job Complexity。Journal of Applied Psychology,75(1),28-42。 | 44. | Ingram, Thomas N.、Lee, Keun S.、Skinner, Steven J.(1989)。An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes。Journal of Personal Selling & Sales Management,9(3),25-33。 | 45. | Lennox, Richard D.、Wolfe, Raymond N.(1984)。Revision to the Self-Monitoring Scale。Journal of Personality and Social Psychology,46(4),349-369。 | 46. | Piercy, Nigel F.、Cravens, David W.、Lane, Nikala(1998)。Salesforce Performance and Behaviour-Based management Processes in Business-to-Business Sales Organization。European Journal of Marketing,32(1/2),79-00。 | 47. | Sharma, Arun、Levy, Michael(2003)。Salespeople's Affect Toward Customers Why Should It Be Important for Retailers?。Journal of Business Research,56(7),523-528。 | 48. | Srivastava, R.、Strutton, D.、Pelton, Lou E.(2001)。The Will to Win: An Investigation of How Sales Managers Can Improve The Quantitative Aspects of Their Sales Force's Effort。Journal of Marketing Theory and Practice,9(2),11-25。 | 49. | Swenson, Michael J.、Herche, Joel(1994)。Social Values and Salesperson Performance: An Empirical Examination。Journal of the Academy of Marketing Science,22(3),383-289。 | 50. | Spiro, Rosann L.、Weitz, Barton A.(1990)。Adaptive Selling Conceptualization, Measurement, and Nomological Validity。Journal of Marketing Research,27(1),61-69。 | 51. | Mackenzie, Scott B.、Podsakoff, Philip M.、Rich, Gregory A.(2001)。Transformational and transactional leadership and salesperson performance。Journal of the Academy of Marketing Science,29(2),115-134。 | 52. | 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。 | 53. | Anderson, James C.、Gerbing, David W.(1988)。Structural equation modeling in practice: A review and recommended two-step approach。Psychological Bulletin,103(3),411-423。 | 54. | Piercy, Nigel F.、Cravens, David W.、Lane, Nikala(2003)。Sales Manager Behavior Control Strategy and Its Consequences: The Impact of Manager Gender Differences。Journal of Personal Selling & Sales Management,23(3),221-237。 | 55. | Chowdhury, J.(1993)。The Motivational Impact of Sales Quotas on Effort。Journal of Marketing Research,30(1),28-41。 | 學位論文1. | 林宏亮(2000)。國際行銷人員跨文化訓練、人格特質、與調適性銷售之研究(碩士論文)。東吳大學。 延伸查詢 | 2. | 李靜琪(2002)。銷售才能與銷售績效關係之探討(碩士論文)。國立中興大學。 延伸查詢 | 3. | 曹振華(2002)。保險互動行銷中適性銷售與業務績效之研究(碩士論文)。國立高雄第一科技大學,高雄市。 延伸查詢 | 4. | 呂旺坤(1996)。推銷員銷售態度及行為與工作績效關係之研究--以汽車推銷員為例(碩士論文)。大葉工學院。 延伸查詢 | 5. | 湯清芳(2004)。銀行理財專員銷售壽險商品之探討(碩士論文)。國立高雄第一科技大學。 延伸查詢 | 6. | 蘇淑芬(2004)。銷售人員目標取向的成因及對績效之影響(碩士論文)。崑山科技大學。 延伸查詢 | 7. | Brown, Richard T.(1999)。The Relationship of General Cognitive Ability, "Working Smart", and Salesperson Performance(博士論文)。Southern Illinois University。 | 8. | Giacobbe, Ralph W.(1990)。Adaptive Selling Behavior and Sales Performance Effectiveness: A Contingency Approach(博士論文)。Arizona State University。 | 9. | McMurrian, Robert C.(1998)。A Social Cognitive Theory Model of Salesperson Performance(博士論文)。Louisiana Tech University。 | 10. | Porter, Stephen S.(1994)。An Empirical Investigation of Salesperson Trait, Adaptive Selling, and Sales Performance(博士論文)。Oklahoma State University。 | 11. | Zackai, Yael(1993)。Perspective-Taking and Adaptive Behavior in Personal Selling(博士論文)。Columbia University。 | 12. | Zhong, Xiang Yuan(2001)。Personal Selling: The Relationship between Selling Ability and Sales Performance(博士論文)。Purdue University。 | 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。 | 2. | Hair, Joseph F. Jr.、Anderson, Rolph E.、Tatham, Ronald L.、Black, William C.(1995)。Multivariate Data Analysis with Readings。Macmillan。 | 3. | Dillon, William R.、Goldstein, Matthew(1984)。Multivariate Analysis: Methods and Applications。New York:John Wiley and Sons, Inc.。 | 圖書論文1. | Snyder, M.(1979)。Self-monitoring processes。Advances in experimental social psychology。Academic Press。 | |