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題名:自我監控能力、適應性銷售行為、銷售績效之關聯性
書刊名:臺灣銀行季刊
作者:陳光偉李佩芬 引用關係陳嵩 引用關係
出版日期:2007
卷期:58:2
頁次:頁170-185
主題關鍵詞:銷售人員自我監控適應性銷售銷售行為銷售績效
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(2) 博士論文(1) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:2
  • 共同引用共同引用:2
  • 點閱點閱:12
期刊論文
1.Park, Jeong-Eun、Holloway, Betsy B.(2003)。Adaptive Selling Behavior Revised: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction。Journal of Personal Selling and Sales Management,23(3),239-251。  new window
2.Verbeke, W.、Belschak, F.、Bagozzi, Richard P.(2004)。The Adaptive Consequence of Pride in Personal Selling。Journal of the Academy of Marketing Science,32(4),386-402。  new window
3.Chakrabarty, S.、Brown, G.、Widing, R. E. II、Taylor, Ronald D.(2004)。Analysis and Recommendations for the Alternative Measures of Adaptive Selling。Journal of Personal Selling & Sales Management,24(2),125-133。  new window
4.Eppler, Dianne B.、Honeycutt, Earl D. Jr.、Ford, John B.、Markowski, Edward P.(1998)。The Relationship of Self-Monitoring and Adaptiveness to the Performance of Real Estate Sales。Journal of Business and Economic Studies,4(2),37-51。  new window
5.Marks, R.、Vorhies, Douglas W.、Badovick, Gordon J.(1996)。A Psychometric Evaluation of the ADAPTS Scale: A Critique and Recommendations。Journal of Personal Selling and Sales Management,16(4),53-65。  new window
6.Robinson, L. Jr.、Marshall, W. Greg、Stamps, Miriam B.(2005)。An Empirical Investigation of Technology Acceptance in a Field Sales Force Setting。Industrial Marketing Management,34(4),407-415。  new window
7.Baldauf, A.、Cravens, David W.、Grant, Kegn(2002)。Consequences of Sales Management Control in Field Sales Organizations: A Cross-National Perspective。International Business Review,11(5),577-609。  new window
8.Weitz, Barton A.(1981)。Effectiveness in Sales Interactions: A Contingency Framework。Journal of Marketing,45(1),85-103。  new window
9.Fang, E.、Evans, Kenneth R.、Zou, S.(2005)。The Moderating Effect of Goal-setting Characteristics on the Sales Control Systems-job Performance Relationship。Journal of Business Research,58(9),1214-1222。  new window
10.Sujan, H.、Weitz, Barton A.、Sujan, Mita(1988)。Increasing Sales Productivity by getting Salespeople to Work Smarter。Journal of Personal Selling & Sales Management,8(2),9-19。  new window
11.Babakus, E.、Cravens, D. W.、Grant, K.、Ingram, T. N.、LaForge, R. W.(1996)。Investigating the Relationships among Sales Management Control, Sales Territory Design, Salesperson Performance, and Sales Organization Effectiveness。International Journal of Research in Marketing,13(4),345-363。  new window
12.Cole, Henry(2003)。Marketing Real Estate Services: Smart Work versus Hard Work in Personal Selling。Services Marketing Quarterly,25(2),43-53。  new window
13.Cravens, D. W.、Ingram, T. N.、LaForge, R. W.、Young, C. E.(1993)。Behavior-based and Outcome-based Salesforce Control Systems。Journal of Marketing,57(4),47-59。  new window
14.Fermando, J.、Marshall, G. W.(2004)。Critical Success Factors in the Personal Selling Process: An Empirical Investigation of Ecuadorian Salespeople in the Banking Industry。The International Journal of Bank Marketing,22(1),9-25。  new window
15.Holmes, Terence L.、Srivastava, Rajesh(2002)。Effects of Job Perceptions on Behaviors: Implications for Sales Performance。Industrial Marketing Management,31(5),421-428。  new window
16.Porter, Stephen S.、Wiener, Joshua L.、Frankwick, Gray L.(2003)。The Moderating Effect of Selling Situation on the Adaptive Selling Strategy-Selling Effectiveness Relationship。Journal of Business Research,56(4),275-281。  new window
17.Snyder, M.、Gangestad, S. W.(1986)。On the nature of self-monitoring: Matters of assessment, matters of validity。Journal of Personality and Social Psychology,51(1),125-139。  new window
18.Baldauf, A.、Cravens, David W.、Frant, Kegn(2001)。Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness。Journal of Personal Selling & Sales Management,21,109-122。  new window
19.Fang, E.、Palmatier, Robert W.、Evans, Kenneth R.(2004)。Goal-setting Paradoxes? Trade-offs between Working Hard and Working Smart: The United States Versus China。Journal of the Academy of Marketing Science,32,188-202。  new window
20.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
21.Briggs, S. R.、Cheek, J. M.、Buss, A. H.(1980)。An analysis of the self-monitoring Scale。Journal of Personality & Social Psychology,38(4),679-686。  new window
22.Day, David V.、Schleicher, Deidra J.、Unckless, Amy L.、Hiller, Nathan J.(2002)。Self-monitoring personality at work: A meta-analytic investigation of construct validity。Journal of Applied Psychology,87(2),390-401。  new window
23.Lennox, Richard D.(1988)。The problem with self-monitoring: A two-sided scale and a one-sided theory。Journal of Personality Assessment,52(1),58-73。  new window
24.Boorom, Michael L.、Goolsby, Jerry R.、Ramsey, Rosemary P.(1998)。Relational Communication Traits and Their Effect on Adaptiveness and Sales Performance。Journal of the Academy of Marketing Science,26(1),16-30。  new window
25.Piercy, Nigel F.、Cravens, David W.、Morgan, Neil A.(1999)。Relationships between sales management control, territory design, salesforce performance and sales organization effectiveness。British Journal of Management,10(2),95-111。  new window
26.Dubinsky, Alan J.、Hartley, Steven W.(1986)。A PatkAnalysis Study of a Model of Salesperson Performance。Journal of the Academy of Marketing Science,14(1),36-46。  new window
27.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
28.Sager, Jeffrey K.、Johnston, Mark W.(1989)。Antecedents and outcomes of organizational commitment。The Journal of Personal Selling and Sales Management,9(1),30-42。  new window
29.Mackenzie, Scott B.、Podsakoff, Philip M.、Fetter, Richard(1991)。Organizational citizenship behavior and objective productivity as determinants of managerial evaluations of salesperson performance。Organizational Behavior and Human Decision Processes,50(1),123-150。  new window
30.Gangestad, Steven W.、Snyder, M.(2000)。Self-Monitoring: Appraisal and reappraisal。Psychological Bulletin,126(4),530-555。  new window
31.Bateman, T. S.、Organ, D. W.(1983)。Job Satisfaction and the Good Soldier: the Relationship between Affect and Employee Citizenships。Academy of Management Journal,26(4),587-595。  new window
32.VandeWalle, D.、Brown, S. P.、Cron, W. L.、Slocum, J. W. Jr.(1999)。The Influence of Goal Orientation and Self-regulation Tactics on Sales Performance: A Longitudinal Field Test。Journal of Applied Psychology,84(2),249-259。  new window
33.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
34.Leong, Siew M.、Randall, Donna M.、Cote, Joseph A.(1994)。Exploring the organizational commitment-Performance linkage in marketing: A study of life insurance salespeople。Journal of Business Research,29(1),57-63。  new window
35.Sujan, H.、Weitz, Barton A.、Kumar, N.(1994)。Learning orientation, working smart, and effective selling。Journal of Marketing,58(3),39-52。  new window
36.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
37.Snyder, M.(1974)。The self-monitoring of expressive behavior。Journal of Personality and Social Psychology,30(4),526-537。  new window
38.Behrman, Douglas N.、Perreault, William D. Jr.(1982)。Measuring the Performance of Industrial Salespersons。Journal of Business Research,10(3),355-370。  new window
39.陳嵩(20040800)。新金融服務開發過程的行銷活動對其績效之影響--服務/市場新穎性的干擾角色。管理學報,21(4),531-551。new window  延伸查詢new window
40.Baldauf, A.、Cravens, David W.、Piercy, Nigel F.(2001)。Examining the Consequences of Sales Management Control Strategies in European Field sales Organizations。International Marketing Review,18(5),474-508。  new window
41.Briggs, S. R.、Cheek, J. M.(1986)。On the Nature of Self-Monitoring: problems with Assessment, Problems with Validity。Journal of Personality and Social Psychology,54(4),663-678。  new window
42.Hart, Sandra H.、Moncrief, William C.、Parasuraman, A.(1989)。An Empirical Investigation of Salespeople's Performance, Effort and Selling Method During a Sales Contest。Journal of the Academy of Marketing Science,17(1),29-39。  new window
43.Hunter, J. E.、Schmidt, R. L.、Judiesch, M. K.(1990)。Individual Differences in Output Variability as a Function of Job Complexity。Journal of Applied Psychology,75(1),28-42。  new window
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。  new window
45.Lennox, Richard D.、Wolfe, Raymond N.(1984)。Revision to the Self-Monitoring Scale。Journal of Personality and Social Psychology,46(4),349-369。  new window
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。  new window
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。  new window
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。  new window
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。  new window
50.Spiro, Rosann L.、Weitz, Barton A.(1990)。Adaptive Selling Conceptualization, Measurement, and Nomological Validity。Journal of Marketing Research,27(1),61-69。  new window
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。  new window
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。  new window
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。  new window
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。  new window
55.Chowdhury, J.(1993)。The Motivational Impact of Sales Quotas on Effort。Journal of Marketing Research,30(1),28-41。  new window
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new window
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new window
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new window
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new window
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new window
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new window
7.Brown, Richard T.(1999)。The Relationship of General Cognitive Ability, "Working Smart", and Salesperson Performance(博士論文)。Southern Illinois University。  new window
8.Giacobbe, Ralph W.(1990)。Adaptive Selling Behavior and Sales Performance Effectiveness: A Contingency Approach(博士論文)。Arizona State University。  new window
9.McMurrian, Robert C.(1998)。A Social Cognitive Theory Model of Salesperson Performance(博士論文)。Louisiana Tech University。  new window
10.Porter, Stephen S.(1994)。An Empirical Investigation of Salesperson Trait, Adaptive Selling, and Sales Performance(博士論文)。Oklahoma State University。  new window
11.Zackai, Yael(1993)。Perspective-Taking and Adaptive Behavior in Personal Selling(博士論文)。Columbia University。  new window
12.Zhong, Xiang Yuan(2001)。Personal Selling: The Relationship between Selling Ability and Sales Performance(博士論文)。Purdue University。  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.Hair, Joseph F. Jr.、Anderson, Rolph E.、Tatham, Ronald L.、Black, William C.(1995)。Multivariate Data Analysis with Readings。Macmillan。  new window
3.Dillon, William R.、Goldstein, Matthew(1984)。Multivariate Analysis: Methods and Applications。New York:John Wiley and Sons, Inc.。  new window
圖書論文
1.Snyder, M.(1979)。Self-monitoring processes。Advances in experimental social psychology。Academic Press。  new window
 
 
 
 
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