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完整後設資料紀錄
DC 欄位 | 值 | 語言 |
---|---|---|
dc.contributor.advisor | 戚樹誠(Shu-Cheng Chi) | |
dc.contributor.author | Shu-Ya Chiu | en |
dc.contributor.author | 邱書雅 | zh_TW |
dc.date.accessioned | 2021-06-13T01:16:55Z | - |
dc.date.available | 2008-07-26 | |
dc.date.copyright | 2007-07-26 | |
dc.date.issued | 2007 | |
dc.date.submitted | 2007-07-19 | |
dc.identifier.citation | 一、中文部分
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(2000), An empirical investigation of critical success factors in the personal selling process for homogenous goods. Journal of Personal Selling and Sales Management, Vol. 20, No.3 (summer), pp.151-159. 10. Fine, L. M. & D. W. Schumann (1992), The Nature and Role of Salesperson Perceptions: The Interactive Effects of Salesperson/Customer Personalities. Journal of Consumer Psychology, Vol.3, pp.285-296. 11. Gangestad, S. W., & Snyder, M. (2000), Self-monitoring: Appraisal and reappraisal. Psychological Bulletin, Vol. 126, pp.530-555. 12. Gollsby, J. R., R. R. Lagace and M. L. Boorom (1992), Psychological Adaptiveness and Sales Performance. Journal of Personal Selling and Sales Management, 12(2), pp. 52-66. 13. Hansen, M. T. (1999). The search-transfer problem: The role of weak ties in sharing knowledge across organization subunits. Administrative Science Quarterly, Vol. 44, pp.82-111. 14. Hite, R. E. and J. A. Bellizzi (1985), Differences in the Importance of Selling Technique between Consumer and Industrial Salespeople. Journal of Personal Selling and Sales Management, November, pp.9-30. 15. Ickes, W., & R. Barnes (1977). The role of sex and self-monitoring in unstructured dyadic interaction. Journal of Personality and Social Psychology, Vol. 35, pp.315-30. 16. Ickes, W., & Holloway, R. (2006). Self-Monitoring in Social Interaction: The Centrality of Self-Affect. Journal of Personality, Vol. 74, pp.659-684. 17. Ingram, T. N. (1990), Improving Sales Force Productivity: A Critical Examination of the Personal Selling Process. Review of Business, 40(summer), pp.7-12. 18. Jolson, M. A. (1989), Canned Adaptiveness: A New Direction for Modern Salesmanship. Business Horizons, Vol. 32, No.1, pp.7-12. 19. Kanungo, R. N. (1982). Measurement of job and work involvement. Journal of Applied Psychology, Vol. 67, pp.341-349. 20. Leary, M. R. (1989). Self-presentational processes in leadership emergence and effectiveness. In R. A. Giacalone & P. Rosenfeld (Eds.), Impression management in the organization (pp. 363-374). Hillsdale, NJ: Erlbaum. 21. Leone, C; & Hawkins, L. B. (2006). Self-Monitoring and Close Relationships. Journal of Personality, Vol.74, pp.739-778. 22. Lennox, Richard D. and Raymond N. Wolf(1984), Revision to the Self-Monitor Sclae. Journal of Personality and Social Psychology, Vol. 46(June), pp.1349-69. 23. Lord, R. G., & Maher, K. J. (1991). Leadership and information processing: Linking perceptions and performance. Boston: Unwin Hyman. 24. MacKenzie, S. B., Philip M. P., Gregory A. R.(2001), Transformational and Transactional Leadership and Salesperson Performance. Journal of the Academy of Marketing Science, Vol. 29, No.2, pp.115-134. 25. Mehra, A., M. Kilduff, M., & Brass, D. J.(2006), The Social Networks of High and Low Self-Monitors: Implications for Workplace Performance. Administrative Science Quarterly, Vol. 46, pp.121-146. 26. Morris, J. Andrew., & Feidman, Daniel. C. (1996). Managing emotions in the workplace. Journal of Managerial Issues, pp.257-274. 27. Robbins, Stephen P. (1982). Personnel, the Management of Human Resource, Englewood Cliffs, N. J.: Prentice-Hall. 28. Shaffer, L. R., Ogden, J. K., & Wu, C. (1987). Effects of self-monitoring and prospect for future interaction on self-disclosure reciprocity during the acquaintance process. Journal of Personality, Vol.55, pp.75-96. 29. Snyder, M. (1974). The self-monitoring of expressive behavior. Journal of Personality and Social Psychology, Vol. 30, pp.526-537. 30. Snyder, M., & S. Gangestad (1986). On the Nature of Self-monitoring: Matters of Assessment Matters of Validity. Journal of Personality and Social Psychology, Vol. 51, pp.125-139. 31. Snyder, M., & Ickes, W. (1985). Personality and social behavior. In G. Lindzey & E. Aronson (Eds.), Handbook of social psychology. 32. Spiro, R. & B. Weitz, (1990). Adaptive selling Conceptualization, measurement and nomological validity. Journal of Marketing Research, Vol. 45, pp.501-516. 33. Sujan, H., Weitz, B. A. and Sujan, M.(1988), Increasing Sales Productivity by Getting Salespeople to Work Smarter. Journal of Personal Selling and Sales Management, Vol. 8, No.2, pp.9-19. 34. Weitz, B. A., Sujan, H. and Sujan, M.(1986), Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness. Journal of Marketing, Vol. 50, pp.174-191. 35. White, J. W., & Gerstein, L. H. (1987). Helping: The influence of anticipated social sanctions and self- monitoring. Journal of Personality, Vol.55, pp.41-54. | |
dc.identifier.uri | http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/29739 | - |
dc.description.abstract | 銷售人員的人格特質對於銷售表現的影響力一直是研究的焦點,回顧過去研究,有許多文獻發現自我監控與銷售工作有密切的關聯性,因此,本論文主要針對保險業務員之自我監控傾向與其銷售行為、銷售績效的關聯性做一探討。其中銷售行為又分為銷售流程技術、適應性銷售行為兩方面來討論,近幾年對於此兩種銷售行為有很多研究,不過皆集中在對銷售績效的影響層面,較少有學者探討人格特質與其中的關聯性。
本研究以人壽保險業務員為研究對象,以問卷調查之研究方式,共計167位受試者,並透過統計分析方法,分析出自我監控與銷售流程技術、適應性銷售行為、銷售績效之關聯性,並以保險業務員之客戶背景差異為干擾因子,觀察其對於自我監控與銷售績效關係間的干擾效果。 研究結果顯示,自我監控與銷售流程技術、適應性銷售行為、銷售績效呈顯著正相關,但客戶背景差異對於自我監控與銷售績效之間的關係是一負向干擾效果,在客戶背景差異大時,自我監控有其發揮限制。希望藉由本研究之發現,探究自我監控可以有效幫助保險業務員在銷售行為、銷售績效上的表現,提出對保險公司在業務員甄選上的參考。 | zh_TW |
dc.description.abstract | The relationship between salespeople’s personalities and sales performance is always the focus of discussion. In the past literature, there have been many literatures finding the close relationship between self-monitoring and sales work. Therefore, I want to discuss the relationships among self-monitoring, selling behaviors and sales performance of life insurance salespeople in this research. About 'selling behavior', it could be further discussed from two aspects, 'selling process skills' and 'adaptive selling behavior', which become popular topics in academic paper these years. However, the influence to sales performance is the only focus, few scholars put their emphasis on the relationship between 'personalities' and 'selling behaviors'.
The sample of the present research includes 167 life insurance salespeople. The data has collected by questionnaire survey and proceeded with reliability and validity analysis, regression analysis and related statistical techniques. It is aimed to analyze the relationships among self-monitoring, selling behaviors and sales performance. Besides, I find 'customer background differences' of life insurance salespeople may exert the moderating effect on the relationship between self-monitoring and sales performance. The results show that self-monitoring and selling process skills, adaptive selling and sales performance are positive related. However, customer background differences have negative moderating effect on the relationship between self-monitoring and sales performance. When it is the situation that customer background is very different, it has some restriction on self-monitoring. I hope through the results of the research, self-monitoring can help salespeople with the selling behaviors and sales performance. It is a consultation for life insurance companies to select salespeople. | en |
dc.description.provenance | Made available in DSpace on 2021-06-13T01:16:55Z (GMT). No. of bitstreams: 1 ntu-96-R94741036-1.pdf: 504373 bytes, checksum: 6951223789b5a2b0124114d2ffe3945a (MD5) Previous issue date: 2007 | en |
dc.description.tableofcontents | 目 錄
口試委員會審定書 致謝…………………………………………………………………… I 中文摘要……………………………………………………………… II 英文摘要………………………………………………………………III 目錄…………………………………………………………………… IV 圖目錄………………………………………………………………… VI 表目錄………………………………………………………………… VI 第一章 緒論 第一節 研究背景………………………………………………………1 第二節 研究動機………………………………………………………2 第三節 研究目的………………………………………………………3 第四節 研究流程………………………………………………………4 第二章 文獻探討 第一節 自我監控………………………………………………………6 第二節 銷售行為………………………………………………………11 第三節 銷售績效………………………………………………………15 第三章 研究方法 第一節 研究架構………………………………………………………17 第二節 研究假設………………………………………………………18 第三節 研究變數之衡量………………………………………………19 第四節 資料蒐集方法與樣本特性分析………………………………22 第五節 資料分析方法…………………………………………………25 第四章 實證結果 第一節 描述性統計分析………………………………………………27 第二節 因素分析及信度分析…………………………………………29 第三節 相關分析………………………………………………………33 第四節 研究假設之驗證………………………………………………35 第五章 結論與建議 第一節 研究結論………………………………………………………44 第二節 管理實務意涵…………………………………………………46 第三節 研究限制與後續研究建議……………………………………47 參考文獻 ………………………………………………………………49 附錄-研究問卷…………………………………………………………53 | |
dc.language.iso | zh-TW | |
dc.title | 保險業務員之自我監控傾向與其銷售行為、銷售績效之關聯性 | zh_TW |
dc.title | The Relationships among Self-Monitoring, Selling Behaviors and Sales Performance of Life Insurance Salespeople | en |
dc.type | Thesis | |
dc.date.schoolyear | 95-2 | |
dc.description.degree | 碩士 | |
dc.contributor.oralexamcommittee | 諸承明,羅新興 | |
dc.subject.keyword | 自我監控,銷售流程技術,適應性銷售行為,銷售績效,客戶背景差異, | zh_TW |
dc.subject.keyword | self-monitoring,selling process skills,adaptive selling behavior,sales performance,customer background differences, | en |
dc.relation.page | 53 | |
dc.rights.note | 有償授權 | |
dc.date.accepted | 2007-07-19 | |
dc.contributor.author-college | 管理學院 | zh_TW |
dc.contributor.author-dept | 商學研究所 | zh_TW |
顯示於系所單位: | 商學研究所 |
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