請用此 Handle URI 來引用此文件:
http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/86098
完整後設資料紀錄
DC 欄位 | 值 | 語言 |
---|---|---|
dc.contributor.advisor | 戚樹誠 | zh_TW |
dc.contributor.advisor | Shu-Cheng Chi | en |
dc.contributor.author | 林亭坊 | zh_TW |
dc.contributor.author | Ting-Fang Lin | en |
dc.date.accessioned | 2023-03-19T23:36:45Z | - |
dc.date.available | 2023-11-10 | - |
dc.date.copyright | 2022-09-23 | - |
dc.date.issued | 2022 | - |
dc.date.submitted | 2002-01-01 | - |
dc.identifier.citation | 中文文獻
1. 池進通、李鴻文、陳芬儀(2008)。五大人格特質與工作績效關係之研究。 經營管理論叢,4(2),1-9。 2. 吳秉恩(1992)。組織行為學。台北:華泰文化事業有限公司。 3. 林涵瑋(2018)。人正就好?業務人員顏值與專業的影響。國立臺北大學企業管理學系碩士學位論文。 4. 孫本初(2001)。公共管理。台北:智勝文化事業有限公司。 5. 陳旭播(2000)。中日勞務管理與員工績效之比較研究。文化大學國際企業管理研究所博士論文。 6. 許道然(2001)。公部門組織信任與組織公民行為關係之研究 公部門組織 信任與組織公民行為關係之研究 公部門組織信任與組織公民行為關係之研究。國立政治大學公共行政學系研究所博士論文。 7. 黃肇明(1993)。醫師處方行為之研究─台灣地區八家公私立醫院中心及區域醫院脂高血壓處方型態分析,國防醫學院公共衛生研究所。 英文文獻 1. Ahearne, M., Gruen, T. W., & Jarvis, C. B. (1999). If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance. International Journal of Research in Marketing, 16(4), 269-284. 2. Barrick, M. R. & Mount, M. K. (1995). The Big Five Personality Dimensions: Implications for Research and Practice in Human Management. In G. Ferris (Ed.), Research in Personnel and Human Resources Management, Greenwich, CT: JAI Press, 13, pp. 153-200. 3. Busch, P., & Wilson, D. T. (1976). An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad. Journal of Marketing Research, 3(1), 3-11. 4. Butler, Jr, J.K. (1991). Toward understanding and measuring conditions of trust: Evolution of a conditions of trust inventory. Journal of management, 17(3), 643-663. 5. Costa, P. T., Jr., R. R. McCrace, and J. L. Holland. (1984). Personality and vocational interests in an adult sample, Journal of Applied Psychology, 69, 390- 400. 6. Crosby, L. A., & Evans, K. R. (1990). Relationship quality in services selling: An interpersonal influence perspective. Journal of Marketing, 54(3), 68-81. 7. Dessler, Gary. (1982). Management Fundamentals. Reston, VA: Reston Publishing Company. 8. Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35-51. 9. Fiske, D. W. (1947). Consistency of the Factorial Structures of Personality Ratings from Different Source. Journal of Abnormal and Social Phychology, Vol. 44, pp. 329~344. 10. Furnham, Adrian. (1992). Personality at Work: The Role of Individual Differences in the Workplace, London: Routledge, Chapman and HallInc. 11. Gatewood, R. D. & Field, H. S. (1998). Human Resource Selection, 4th ed., New York: the Dryden Press, Harcourt Brace College Publishers. 12. Goldberg, L. R. & Somer, O. (1999). The Structure of Turkish Trait-Descriptive Adjectives. Journal of Personality and Social Psychology, Vol. 76, pp. 431~450. 13. Gregory, M. H., and J. D.John (2000). Personality and Job Performance: the Big Five Revisited. Journal of Applied Psychology, 85(6), 869-879. 14. Guenzi, P., & Georges, L. (2010). Interpersonal trust in commercial relationships: Antecedents and consequences of customer trust in the salesperson. European Journal of Marketing, 44(1/2), 114-138. 15. Guliford J. (1959). Personality. New York: MeGraw-Hill. 16. Gummesson, E. (1987). Marketing- A Long-Term Interactive Relationship Contribution to a New Marketing Theory, Marketing Technique Center, Stockholm, Sweden. 21. 17. Heinstro¨m, J. (2003). Five personality dimensions and their influence on informati on behaviour. Information Research, Vol. 9 No. 18. Hochwarter, W. A., Kiewitz, C., Gundlach, M. J. and Stoner, J. (2004). The Impact of Vocational and Social Efficacy on Job Performance and Career Satisfaction. Leadershipand Organizational Studies. Vol. 10, pp. 27-40. 19. Hoekstra, F. H., & Hermans, J. (1993). Treatment of single brain metastasis: radiotherapy alone or combined with neurosurgery. Annals of Neurology: Official Journal of the American Neurological Association and the Child Neurology Society, 33(6), 583-590. 20. Homans, G. C. (1985). The behavior as exchange. The American Journal of Sociology, 63(6), 597-606. 21. Lee, Y.D., Lain, J.W. and Chen, C.Y. (1999). A Study on the Measurement of Productivity for White-Collor Employees: A Case of Electronic Industry in Taiwan. The Chinese Military Academy Journal, 345-361 22. Lewis, J.D., & Weigert, A. (1985). Trust as a social reality. Social forces, 63(4), 967-985. 23. Luhmann, N. (1979). Trust and Power, John Wiley ans Sons, New York. 24. McAllister, D.J. (1995). Affect-and cognition-based trust as foundations for interpersonal cooperation in organizations. Academy of management journal, 24-59. 25. McCrace, R. R., & John, O. P. (1992). An Introduction to the Five-Factor Model and Its Applications. Journal of Personality, Vol. 60, pp. 175-215. 26. Meyer, R. D.,Dalal, R. S.,Hermida, R.(2010). A review and synthesis of situational strength in the organizational sciences. Journal of Management, 36(1),121-140. 27. Mount, M.K., Barrick, M.R. and Stewart, G.L. (1998). Personality predictors of per formance in jobs involving interactions with others. Human Performance, Vol. 11, pp. 145-66 28. Munch, R. (1993). Sociological theory: From the 1850s to the present. Chicage: Nelson-Hall. 29. Ng, K.Y., & Chua, Y.J.. (2006). Do I Contribute More When I Trust More? Differential Effects of Cognition‐and Affect‐Based Trust. Management and Organization Review, 2(1), 43-66. 30. Norman, W. T. (1963). Toward and adequate taxonomy of personality attributes: Replic ated factor structure. Journal of Abnormal and Social Psychology, 66: 574-583 31. Ones, D. D., Viswesvaran, C., and Reiss, A. D. (1996). Role of Social Desirability in Personality Testing for Personnel Selection: the Red Herring. Journal of Applied Psychology, Vol. 81, pp. 660~679. 32. Robbins, S. P. (1998). Organizational Behavior, 8th ed., Upper Saddle River, NJ. Prentice Hall International. 33. Sahadev, s. (2005). exploring the role of expert power in channel management: an empirical study. Industrial Marketing Management, 34(5), 487-494.Schermerhorn, J. R. (1999) Management, John Wiley & Sons, New York. 34. Shani, D. and Chalasani S. (1992). Exploiting Niches Using Relationship Marketing, Journal of Consumer Marketing, Vol. 9. No.3, pp.33-42. Summer. 35. Sharma, A. (1990). The persuasive effect of salesperson credibility: conceptual and empirical examination. Journal of Personal Selling & Sales Management, 10(4), 71-80. 36. Tupes, E. C. & Christal, R. E. (1961). Recurrent Personality Factors Based on Trait Rating (ASD-TR-61-97) Lackland Air Force Base, TX: Aeronautical System Division, Personnel Laboratory. 37. Wright, R. F., & Lundstrom, W. J. (2004). Physicians' perceptions of pharmaceutical sales representatives: A model for analysing the customer relationship. Journal of medical marketing, 4(1), 29-38. | - |
dc.identifier.uri | http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/86098 | - |
dc.description.abstract | 本研究探討外商藥廠業務人員的人格特質、專業度以及與客戶間的互動頻率是否透過客戶的信任影響其績效表現。研究者進行匿名問卷調查,獲得206份有效問卷。研究結果部分支持所提假說,研究結果顯示:1.業務人員-客戶間的情感型信任對於親和性與自評績效表現的關係具有正向中介效果。2.業務人員-客戶間的認知型信任對於親和性與自評績效表現的關係具有正向中介效果。3.業務人員-客戶間的情感型信任對於勤勉責任感與自評績效表現的關係具有正向中介效果。4.業務人員-客戶間的認知型信任對於勤勉責任感與自評績效表現的關係具有正向中介效果。5.業務人員-客戶間的情感型信任對於兩者間的互動頻率與自評績效表現的關係具有正向中介效果。6.業務人員-客戶間的認知型信任對於兩者間的互動頻率與自評績效表現的關係具有正向中介效果。文末,研究者提出實務管理意涵及未來研究建議。 | zh_TW |
dc.description.abstract | This study examines the mediating effects by client trust on the relationships of personality traits, expertise, and interaction frequency with work performance of sales representatives of foreign pharmaceutical companies. The researcher conducted an anonymous questionnaire survey and obtained 206 valid questionnaires. The findings partially supported the proposed hypotheses: 1. Affect-based trust between sales representatives and clients positively mediated the relationship between agreeableness and self-rated performance. 2. Cognitive-based trust between sales representatives and clients positively mediated the relationship between agreeableness and self-rated performance. 3. Affect-based trust between sales representatives and clients positively mediated the relationship between conscientiousness and self-rated performance. 4. Cognition-based trust between sales representatives and clients positively mediated the relationship between conscientiousness and self-rated performance. 5. Affect-based trust between sales representatives and clients positively mediated the relationship between the interaction frequency and self-rated performance. 6. Cognition-based trust between sales representatives and clients positively mediated the relationship between the interaction frequency and self-rated performance. At the end, the researcher proposed managerial implications in practice and future research suggestions. | en |
dc.description.provenance | Made available in DSpace on 2023-03-19T23:36:45Z (GMT). No. of bitstreams: 1 U0001-0709202214230600.pdf: 1797061 bytes, checksum: dd524c002d00dd1e2ad49eefa6bac613 (MD5) Previous issue date: 2022 | en |
dc.description.tableofcontents | 口試委員會審定書 #
誌謝 i 中文摘要 ii ABSTRACT iii CONTENTS iv LIST OF TABLES vi 1 第一章、緒論 1 第一節 研究背景 1 第二節 研究動機 2 第三節 研究目的 4 第四節 研究流程 5 2 第二章、文獻探討 7 第一節 人格特質 7 第二節 業務人員與客戶間的互動及其專業度 8 第三節 信任 10 第四節 工作績效 11 第五節 人格特質、信任與績效表現的關係 13 第六節 互動頻率、信任與績效表現的關係 17 第七節 專業度、認知型信任與績效表現的關係 18 3 第三章、研究方法 19 第一節 研究架構 19 第二節 研究假設 20 第三節 研究對象 21 第四節 研究工具 21 第五節 統計分析 27 4 第四章 研究結果 29 第一節 樣本結構分析 29 第二節 外商藥廠業務人員的績效表現之現況分析 31 第三節 相關分析 32 第四節 中介效果分析 34 5 第五章、結論與建議 56 第一節 研究結果彙整 56 第二節 討論與未來研究建議 58 第三節 研究建議之管理意涵 60 第四節 研究限制 61 參考文獻 62 附錄 66 LIST OF FIGURES 圖 1.1研究流程 6 圖 3.1 研究架構 19 | - |
dc.language.iso | zh_TW | - |
dc.title | 外商藥廠業務人員績效表現之影響因素-探討客戶信任的關鍵角色 | zh_TW |
dc.title | The Influencing Factors on Work Performance for Sales Representatives of International Pharmaceutical Companies: Examining the Critical Role of Client Trust | en |
dc.type | Thesis | - |
dc.date.schoolyear | 110-2 | - |
dc.description.degree | 碩士 | - |
dc.contributor.oralexamcommittee | ⿈家⿑;陳淑貞 | zh_TW |
dc.contributor.oralexamcommittee | Jia-Chi Huang;Shu-Chen Chen | en |
dc.subject.keyword | 外商藥廠業務,人格特質,互動頻率,專業度,情感型信任,認知型信任,績效表現, | zh_TW |
dc.subject.keyword | sales representative of foreign pharmaceutical companies,personality traits,interaction frequency,expertise,cognition-based trust,affect-based trust,performance, | en |
dc.relation.page | 70 | - |
dc.identifier.doi | 10.6342/NTU202203224 | - |
dc.rights.note | 同意授權(全球公開) | - |
dc.date.accepted | 2022-09-12 | - |
dc.contributor.author-college | 進修推廣學院 | - |
dc.contributor.author-dept | 生物科技管理碩士在職學位學程 | - |
dc.date.embargo-lift | 2022-09-23 | - |
顯示於系所單位: | 生物科技管理碩士在職學位學程 |
文件中的檔案:
檔案 | 大小 | 格式 | |
---|---|---|---|
ntu-110-2.pdf | 1.76 MB | Adobe PDF | 檢視/開啟 |
系統中的文件,除了特別指名其著作權條款之外,均受到著作權保護,並且保留所有的權利。