期刊論文1. | Periatt, J. A.、LeMay, S. A.、Chakxabarty, S.(2004)。The selling orientation customer orientation scale (SOCO): Cross validation of the revised version。Journal of Personal Selling and Sales Management,24(1),49-54。 |
2. | Thakor, M. V.、Joshi, A. W.(2005)。Motivating salesperson customer orientation: Insights from the job characteristics model。Journal of Business Research,58(5),584-592。 |
3. | Sanusi, Z. M.,、Iskandar, T. M.、Poon, J. M. L.(2007)。Effects of Goal Orientation and Task Complexity on Adult Judgment Performance。Malaysian Accounting Review,6(2),123-139。 |
4. | Feingold, Alan(1994)。Gender Differences in Personality: A Meta-Analysis。Psychological Bulletin,116(3),429-456。 |
5. | Jaramillo, F.、GrisafFe, D. B.、Chonko, L. B.、Roberts, J. A.(2009)。Examining the Impact of Servant Leadership on Sales Force Performance。Journal of Personal Selling & Sales Management,29(3),257-275。 |
6. | Rafferty, A. E.、Griffin, M. A.(2004)。Dimensions of transformational leadership: Conceptual and empirical extensions。The Leadership Quarterly,15(3),329-354。 |
7. | Ingram, T. N.(2004)。Future themes in sales and sales management: Complexity, collaboration, and accountability。Journal of Marketing Theory and Practice,12(4),18-28。 |
8. | Wang, G.、Netemeyer, R. G.(2002)。The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-efficacy, and Performance。Journal of the Academy of Marketing Science,30(3),217-228。 |
9. | Wachner, T.、Plouffe, C. R.、Bagozzi, Y.、Gregoire, Y.(2009)。SOCO's Impact on Individual Sales Performance: The Integration of Selling Skills as a Missing Link。Industrial Marketing Management,38(1),32-44。 |
10. | Anderman, E. M.、Danner, F.(2008)。Achievement Goals and Academic Cheating。Revue Internationale de psychologie sociale-International Review of Social Psychology,21(1/2),155-180。 |
11. | Arnett, D. B.、Macy, B. A.、Wilcox, J. B.(2005)。The Role of Core Selling Teams in Supplier-Buyer Relationships。Journal of Personal Selling & Sales Management,25(1),27-42。 |
12. | Brooksbank, R.(1995)。The New Model of Personal Selling: Micromarketing。Journal of Personal Selling & Sales Management,15(2),61-66。 |
13. | Brown, G.、Widing, R. E.、Coulter, R. L.(1991)。Customer Evaluation of Retail Sales People Utilizing the SOCO Scale: A Replication, Extension, and Application。Journal of the Academy of Marketing Science,19(4),347-351。 |
14. | Brown, T. J.、Mowen, J. C.、Donnavan, T.、Licata, J. W.(2002)。The Customer Orientation for Service Workers: Personality Traits Effects on Self- and Supervisor Performance Rating。Journal of Marketing Research,34(1),110-119。 |
15. | Chakrabarty, S.、Brown, G.、Widing, R. E. II.(2013)。Distinguishing between the Roles of Customer- Oriented Selling and Adaptive Selling in Managing Dysfxinctional Conflict in Buyer-Seller Relationships。Journal of Personal Selling & Sales Management,33(3),245-260。 |
16. | Chakrabarty, S.、Brown, G.、Widing, R. E. II.(2012)。The Role of Top Management in Developing a Customer-Oriented Sales Force。Journal of Personal Selling & Sales Management,32(4),437-449。 |
17. | Chia, J.、Zhao, G.、Babin, B. J.(2012)。An Empirical Study of the Impact of Two Types of Goal Orientation and Salesperson Perceived Obsolescence on Adaptive Selling。Journal of Personal Selling & Sales Management,32(2),261-273。 |
18. | Choi, J.、Chen, C. C.(2007)。The Relationships of Distributive Justice and Compensation System Fairness to Employee Attitudes in International Joint Ventures。Journal of Organizational Behavior,28(6),687-703。 |
19. | Cross, M. E.、Brashear, T. G.、Rigdon, E. E.、Bellenger, D. N.(2007)。Customer Orientation and Salesperson Performance。European Journal of Marketing,41(7/8),821-835。 |
20. | Damon, C.、Muller, D.、Schrager, S.、Pannuzzo, M. N.、Butera, F.(2006)。Mastery and Performance Goals Predict Epistemic and Relational Conflict Regulation。Journal of Educational Psychology,98(4),766-776。 |
21. | Damon, C.、Harackiewicz, J.、Butera, M. F.、Nugny, G.(2007)。Performance-Approach and Performance- Avoidance Goals: When Uncertainty Makes a Difference。Personality and Social Psychology Bulletin,33(6),813-827。 |
22. | Dursun, T.、Kilic, C.(2011)。Exploring Occupational and Strategic Drivers of Individual Customer Orientation。Journal of Business & Economics Research,9(5),55-66。 |
23. | Gerhardt, M. W.、Luzadis, R. A.(2009)。The Importance of Perceived Task Difficult in Goal Orientation-Assigned Goal Alignment。Journal of Leadership & Organizational Studies,16(2),167-174。 |
24. | Guenzi, P.、Georges, L.(2010)。Interpersonal Trust in Commercial Relationships: Antecedents and Consequence of Customer Trust in the Salesperson。European Journal of Marketing,44(1/2),114-138。 |
25. | Guenzi, P.、LucaL, De M.、Troilo, G.(2011)。Organizational Drivers of Salespeople’s Customer Orientation and Selling Orientation。Journal of Personal Selling & Sales Management,31(3),269-285。 |
26. | Harris, E. G.、Mowen, J. C.、Brown, T. J.(2005)。Reexamining Salesperson Goal Orientations: Personality Influencers, Customer Orientation and Work Satisfaction。Journal of the Academy of Marketing Science,33(1),19-35。 |
27. | Homburg, C.、Muller, M.、Klarmann, M.(2011)。When Does Salespeople’s Customer Orientation Lead to Customer Loyalty? The Differential Effects of Relational and Functional Customer Orientation。Journal of the Academy of Marketing Science,39(6),795-812。 |
28. | Jaramillo, F.、Mulki, J. P.、Boles, J. S.(2012)。Bringing Meaning to the Sales Job: The Effect of Ethical Climate and Customer Demandingness。Journal of Business Research,4(2),887-901。 |
29. | Kennedy, K. N.、Goolsby, R. J.、Amould, J. E.(2003)。Implementing a Customer Orientation: Extension of Theory and Application。Journal of Marketing,67(4),67-81。 |
30. | Kennedy, K. N.、Lassk, F. G.、Goolsby, J. R.(2002)。Customer Mind Set of Employees throughout the Organization。Journal of the Academy of Marketing Science,30(2),159-171。 |
31. | Kilic, C.、Dursun, T.(2007)。Antecedents and Consequences of Customer Orientation: Do Individual Factors Affect Customer Orientation?。The Business Review,7(1),1-7。 |
32. | Knight, D. K.、Kim, H. J.、Christy, C.(2007)。Examining the Effects of Role Stress on Customer Orientation and Job Performance of Retail Salespeople。International Journal of Retail&Distribution Management,35(5),381-392。 |
33. | Leigh, T. W.、Pulling, E. B.、Comer, L. B.(2001)。The Top Ten Sales Articles of the 20th Century。Journal of Personal Selling & Sales Management,21(3),217-227。 |
34. | Macintosh, G.、Gentry, J. W.(1995)。Cognitive Process Differences between Discrete and Relational Exchange。International Business Review,4(4),435-446。 |
35. | Murdock, T. B.、Anderman, E. M.(2006)。Motivational Perspectives on Student Cheating: Toward an Integrated Model of Academic Dishonesty。Educational Psychologist,41(3),129-145。 |
36. | Niiya, Y. R.、Ballantyne, R.、North, M. S.、Crocker, J.(2008)。Gender, Contingencies of Self-Worth, and Achievement Goals as Predictors of Academic Cheating in a Controlled Laboratory Setting。Basic and Applied Social Psychology,30(1),76-83。 |
37. | Pettijohn, C. E.、Rozell, E. J.、Newman, A.(2010)。The Relationship between Emotional Intelligence and Customer Orientation for Pharmaceutical Salespeople。Internationa! Journal of Pharmaceutical Healthcare Marketing,4(1),21-39。 |
38. | Plouffe, C. R.、Hulland, J.、Wachner, T.(2009)。Customer-Oriented Selling Behaviors and Performance: A Comparison of Existing Perspectives。Journal of the Academy of Marketing Science,37(4),422-439。 |
39. | Poortvliet, P. M.、Damon, C.(2010)。Toward a More Social Understanding of Achievement Goals: The Interpersonal Effects of Mastery and Performance Goals。Current Direction in Psychological Science,19(5),324-328。 |
40. | Poortvliet, P. M.、Janssen, O.、Van Yperen, N. W.、Van de Vliert, E.(2007)。Achievement Goals and Interpersonal Behavior: How Master and Performance Goals Shape Information Exchange。Personality and Social Psychology Bulletin,33(10),1435-1447。 |
41. | Renn, R. W.、Vandenberg, R. J.(1995)。The Critical Psychological States: An Underrepresented Component in Job Characteristics Model Research。Journal of Management,21(2),279-303。 |
42. | Richardson, H. A.、Simmering, M. J.、Sturman, M. C.(2009)。A Tale of Three Perspectives: Examining Post Hoc Statistical Techniques for Detection and Correction of Common Method Variance。Organizational Research Methods,12(4),762-800。 |
43. | Schwepker, Charles H. Jr.(2003)。Customer-Oriented Selling: A Review, Extension and Directions for Future Research。Journal of Personal Selling & Sales Management,23(2),151-171。 |
44. | Sharma, A.、Lambert, D. M.(1994)。How Accurate Are Salespersons’ Perceptions of Their Customers。Industrial Marketing Management,23(4),357-365。 |
45. | Siehl, C.(1992)。Cultural Leadership in Service Organization。International Journal of Service Industry Management,3(2),17-22。 |
46. | Tadepalli, R.(1995)。Measuring Customer Orientation of a Salesperson: Modifications of the SOCO Scale。Psychology & Marketing,12(3),177-187。 |
47. | Van Yperen, N. W.、Hamstra, M. R. W.、Klauw, M. Van der(2011)。To Win, or not to Lose, at Any Cost: The Impact of Achievement Goals on Cheating。British Journal of Management,22(S1),5-15。 |
48. | VandeWalle, D.、Brown, S. P.、Cron, W. L.、Slocum, J. W. Jr.(1999)。The Influence of Orientation and Self-Regulation Tactics on Sales Performance: A Longitudinal Field Test。Journal of Applied Psychology,84(2),249-259。 |
49. | Williams, L. J.、Hartman, N.、Cavazotte, F.(2010)。Method Variance and Marker Variables: A Review and Comprehensive CFA Marker Technique。Organizational Research Methods,13(3),477-514。 |
50. | Winters, D.、Latham, G. P.(1996)。The Effects of Learning versus Outcome Goals on Simple versus a Complex Task。Group &Organization Management,21(2),236-250。 |
51. | Wotruba, T. R.(1991)。The Evolution of Personal Selling。Journal of Personal Selling & Sales Management,11,1-12。 |
52. | Zhou, K. Z.、Brown, J. R.、Dev, C. S.、Agarwal, S.(2007)。The Effects of Customer and Competitor Orientation on Performance in Global Markets: A contingency Analysis。Journal of International Business Studies,38(2),303-319。 |
53. | Goolsby, J. R.(1992)。A Theory of Role Stress in Boundary Spanning Positions of Marketing Organizations。Journal of the Academy of Marketing Science,20(2),155-164。 |
54. | Hansen, J. D.、Riggle, R. J.(2009)。Ethical Salesperson Behavior in Sales Relationships。Journal of Personal Selling & Sales Management,29(2),151-166。 |
55. | Huang, Min-Hsin(2008)。The Influence of Selling Behaviors on Customer Relationships in Financial Services。International Journal of Service Industry Management,19(4),458-473。 |
56. | Payne, S. C.、Youngcourt, S. S.、Beaubien, J. M.(2007)。A Meta-analytic Examination of the Goal Orientation Nomological Net。Journal of Applied Psychology,92(1),128-150。 |
57. | VandeWalle, D.(2001)。Goal Orientation: Why Wanting to Look Successful Doesn’t Always Lead to Success。Organizational Dynamics,30(2),162-171。 |
58. | Ramsey, R.、Marshall, G. W.、Johnston, M.、Deeter-Schmelz, D. R.(2007)。Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics。Journal of Business Ethics,70(2),191-207。 |
59. | Anderson, E.、Oliver, R. L.(1987)。Perspectives on Behavior-based versus Outcome-based Sales Force Control Systems。Journal of Marketing,51(4),76-88。 |
60. | Newstead, S. E.、Franklyn-Stokes, A.、Armstead, P.(1996)。Individual differences in student cheating。Journal of Educational Psychology,88(2),229-241。 |
61. | Janssen, O.、Van Yperen, N. W.(2004)。Employees' Goal Orientations, the Quality of Leader-member Exchange, and the Outcomes of Job Performance and Job Satisfaction。Academy of Management Journal,47(3),368-384。 |
62. | Williams, L. J.、Cote, J. A.、Buckley, M. R.(1989)。Lack of Method Variance in Self-reported Affect and Perceptions at Work-Reality or Artifact?。Journal of Applied Psychology,74(3),462-468。 |
63. | Hirst, G.、Van Knippenberg, D.、Zhou, J.(2009)。A cross-level perspective on employee creativity: Goal orientation, team learning behavior, and individual creativity。Academy of Management Journal,52(2),280-293。 |
64. | Butler, R.(1992)。What Young People Want to Know When: Effects of Mastery and Ability Goals on Interest in Different Kinds of Social Comparisons。Journal of Personality and Social Psychology,62(6),934-943。 |
65. | Farr, J. L.、Hofmann, D. A.、Ringenbach, K. L.(1993)。Goal orientation and action control theory: Implications for industrial and organizational psychology。International Review of Industrial and Organizational Psychology,8,191-232。 |
66. | Harackiewicz, J. M.、Elliot, A. J.(1993)。Achievement Goals and Intrinsic Motivation。Journal of Personality and Social Psychology,65(5),904-915。 |
67. | Hunter, J. E.、Schmidt, F. L.、Judiesch, M. K.(1990)。Individual Differences in Output Variability as a Function of Job Complexity。Journal of Applied Psychology,75(1),28-42。 |
68. | Sujan, Harish、Weitz, Barton A.、Kumar, Nirmalya(1994)。Learning Orientation, Working Smart, and Effective Selling。Journal of Marketing,58(3),39-52。 |
69. | Vandewalle, Don(1997)。Development and validation of a work domain goal orientation instrument。Educational and Psychological Measurement,57(6),995-1015。 |
70. | Wolters, C. A.、Yu, S. L.、Pintrich, P. R.(1996)。The relation between goal orientation and students' motivational beliefs and self-regulated learning。Learning and Individual Differences,8(3),211-238。 |
71. | Aheame, M.、Hughues, D. E.、Schillewaert, N.(2007)。Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness。International Journal of Research in Marketing,24(4),336-349。 |
72. | Brady, Michael K.、Cronin, J. Joseph Jr.(2001)。Customer orientation: Effects on customer service perceptions and outcome behaviors。Journal of Service Research,3(3),241-251。 |
73. | Hoffman, K. D.、Ingram, T. N.(1992)。Service provider job satisfaction and customer-oriented performance。Journal of Services Marketing,6(2),68-78。 |
74. | O'Hara, Bradley S.、Boles, James S.、Johnston, Mark W.(1991)。The Influence of Personal Variables on Salesperson Selling Orientation。Journal of Personal Selling and Sales Management,11(1),61-67。 |
75. | Harackiewicz, Judith M.、Thrash, Todd M.、Elliot, Andrew J.、Pintrich, Paul R.、Barron, Kenneth E.(2002)。Revision of Achievement Goal Theory: Necessary and Illuminating。Journal of Educational Psychology,94(3),638-645。 |
76. | Archer, J.(1994)。Achievement goals as a measure of motivation in University students。Contemporary Educational Psychology,19(4),430-446。 |
77. | Johlke, M. C.(2006)。Sales Presentation Skills and Salesperson Job Performance。Journal of Business and Industrial Marketing,21(5),311-319。 |
78. | Weitz, B. A.、Bradford, K. D.(1999)。Personal Selling and Sales Management: A Relationship Marketing Perspective。Journal of the Academy of Marketing Science,27(2),241-254。 |
79. | Li, T.、Calantone, R. J.(1998)。The Impact of Market Knowledge Competence on New Product Advantage: Conceptualization and Empirical Examination。Journal of Marketing,62(4),13-29。 |
80. | 陳光偉、陳嵩(20060600)。銷售人員目標取向的成因及對績效之影響。管理學報,23(3),389-411。 延伸查詢 |
81. | Kohli, Ajay K.、Jaworski, Bernard J.(1990)。Market Orientation: The Construct, Research Propositions, and Managerial Implications。Journal of Marketing,54(2),1-18。 |
82. | Franke, George R.、Park, Jeong-Eun(2006)。Salesperson adaptive selling behavior and customer orientation: a meta-analysis。Journal of Marketing Research,43(4),693-702。 |
83. | Spiro, Rosann L.、Weitz, Barton A.(1990)。Adaptive Selling Conceptualization, Measurement, and Nomological Validity。Journal of Marketing Research,27(1),61-69。 |
84. | Garvin, David A.(1993)。Building a learning organization。Harvard Business Review,71(4),78-91。 |
85. | Taylor, Shirley、Todd, Peter A.(1995)。Understanding information technology usage: A test of competing models。Information Systems Research,6(2),144-176。 |
86. | Dwyer, F. Robert、Schurr, Paul H.、Oh, Sejo(1987)。Developing Buyer-Seller Relationships。Journal of Marketing,51(2),11-27。 |
87. | Saxe, Robert、Weitz, Barton A.(1982)。The SOCO scale: A measure of the customer orientation of salespeople。Journal of Marketing Research,19(3),343-351。 |
88. | Lindell, Michael K.、Whitney, David J.(2001)。Accounting for common method variance in cross-sectional research designs。Journal of Applied Psychology,86(1),114-121。 |
89. | 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。 |
90. | VandeWalle, D.、Ganesan, S.、Challagalla, Goutam N.、Brown, Steven P.(2000)。An Integrated Model of Feedback-Seeking Behavior: Disposition, Context, and Cognition。Journal of Applied Psychology,85(6),996-1003。 |
91. | Anderman, Eric M.、Griesinger, Tripp、Westerfield, Gloria(1998)。Motivation and cheating during early adolescence。Journal of Educational Psychology,90(1),84-93。 |
92. | Elliot, Andrew J.(1999)。Approach and avoidance motivation and achievement goals。Educational Psychologist,34(3),169-189。 |
93. | Elliot, A. J.、McGregor, H. A.(2001)。A 2×2 achievement goal framework。Journal of Personality and Social Psychology,80(3),501-519。 |
94. | Gong, Yaping、Huang, Jia-Chi、Farh, Jiing-Lih(2009)。Employee Learning Orientation, Transformational Leadership, and Employee Creativity: The Mediating Role of Employee Creative Self-Efficacy。Academy of Management Journal,52(4),765-778。 |
95. | Button, S. B.、Mathieu, J. E.、Zajac, D. M.(1996)。Goal Orientation in Organizational Research: A Conceptual and Empirical Foundation。Organizational Behavior and Human Decision Processes,67(1),26-48。 |
96. | Duda, Joan L.、Nicholls, John G.(1992)。Dimensions of Achievement Motivation in Schoolwork and Sport。Journal of Educational Psychology,84(3),290-299。 |
97. | Dweck, Carol S.(1986)。Motivational Processes Affecting Learning。American Psychologist,41(10),1040-1048。 |
98. | Dweck, Carol S.、Leggett, Ellen L.(1988)。A social-cognitive approach to motivation and personality。Psychological Review,95(2),256-273。 |
99. | Elliot, A. J.、Church, M. A.(1997)。A hierarchical model of approach and avoidance achievement motivation。Journal of Personality and Social Psychology,72(1),218-232。 |
100. | Nicholls, John G.(1984)。Achievement motivation: Conceptions of ability, subjective experience, task choice, and performance。Psychological Review,91(3),328-346。 |
101. | Steele-Johnson, D.、Beauregard, R. S.、Hoover, P. B.、Schmidt, A. M.(2000)。Goal Orientation and Task Demand Effects on Motivation, Affect, and Performance。Journal of Applied Psychology,85(5),724-738。 |
102. | Meece, Judith L.、Blumenfeld, Phyllis C.、Hoyle, Rock H.(1988)。Students' Goal Orientations and Cognitive Engagement in Classroom Activities。Journal of Educational Psychology,80(4),514-523。 |
103. | Jones, Eli、Brown, Steven P.、Zoltners, Andris A.、Weitz, Barton A.(2005)。The Changing Environment of Selling and Sales Management。Journal of Personal Selling & Sales Management,25(2),105-111。 |
104. | Goff, B. G.、Boles, James S.、Belenger, Danny N.、Stojack, Canie(1997)。The Influence of Salesperson Selling Behaviors on Customer Satisfaction with Products。Journal of Retailing,73(2),171-183。 |
105. | Ames, Carole、Archer, Jennifer(1988)。Achievement goals in the classroom: Students' learning strategies and motivation processes。Journal of Educational Psychology,80(3),260-267。 |
106. | Podsakoff, Philip M.、Organ, Dennis W.(1986)。Self-Reports in Organizational Research: Problems and Prospects。Journal of Management,12(4),531-544。 |
107. | 彭台光、高月慈、林鉦棽(20060200)。管理研究中的共同方法變異:問題本質、影響、測試和補救。管理學報,23(1),77-98。 延伸查詢 |
108. | Narver, John C.、Slater, Stanley F.(1990)。The Effect of a Market Orientation on Business Profitability。Journal of Marketing,54(4),20-35。 |
109. | Podsakoff, Philip M.、MacKenzie, Scott B.、Lee, Jeong-Yeon、Podsakoff, Nathan P.(2003)。Common method biases in behavioral research: A critical review of the literature and recommended remedies。Journal of Applied Psychology,88(5),879-903。 |
110. | Williams, L. J.、Brown, B. K.(1994)。Method Variance in Organizational Behavior and Human Resources Research: Effects on Correlations, Path Coefficients, and Hypothesis Testing。Organizational Behavior and Human Decision Processes,57(2),185-209。 |
111. | Thomas, R. W.、Soutar, G. N.、Ryan, M. M.(2001)。The Selling Orientation- customer Orientation (S.O.C.O.) Scale: A Proposed Short Form。Journal of Personal Selling & Sales Management,21(2),63-69。 |
112. | Jaramillo, F.、Mulki, J. P.(2008)。Sales Effort: The Intertwined Roles of the Leader, Customers, and the Salesperson。Journal of Personal Selling & Sales Management,28(1),37-51。 |
113. | Williams, M. R.、Attaway, J. S.(1996)。Exploring salespersons' customer orientation as a mediator of organizational culture's influence on buyer-seller relationships。Journal of Personal Selling & Sales Management,16(4),33-52。 |
114. | Kaplan, A.、Middleton, M. J.(2002)。Should childhood be a journey or a race? Response to Harackiewicz et al.。Journal of Educational Psychology,94(3),646-648。 |
115. | Wang, G.、Netemeyer, R. G.(2004)。Salesperson Creative Performance: Conceptualization, Measurement, and Nemological Validity。Journal of Business Research,57(8),805-812。 |
116. | Franke, G. R.、Crown, D. F.、Spake, D. F.(1997)。Gender differences in ethical perceptions of business practices: A social role theory perspective。Journal of Applied Psychology,82(6),920-934。 |