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???org.dspace.app.webui.jsptag.ItemTag.dcfield??? | Value | Language |
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dc.contributor.advisor | 趙義隆 | |
dc.contributor.author | Chuang-Shian Chan | en |
dc.contributor.author | 詹昌憲 | zh_TW |
dc.date.accessioned | 2021-06-13T03:29:11Z | - |
dc.date.available | 2007-07-28 | |
dc.date.copyright | 2006-07-28 | |
dc.date.issued | 2006 | |
dc.date.submitted | 2006-07-28 | |
dc.identifier.citation | 一、中文部份
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dc.identifier.uri | http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/32042 | - |
dc.description.abstract | 直銷是一種正當的銷售管道與方式。它的存在也有其價值與優點。 透過本研究,觀察個人之動機,與其自身的人格特質,如何影響一個人從事直銷活動。且在從事直銷活動時,所接收訊息之傾向為何。讓直銷商在找下線時,降低對方所考慮的風險,與找到對的人,從事直銷活動。讓組織發展穩固、迅速,而不是想要鎖定每一個人。浪費有限的時間與教育訓練資源。使自己飽受挫折,讓自己的熱情被對方誤認為騷擾。對上線產生逃避,甚至嫌惡。
本研究結果顯示,就加入動機而言,初階直銷商與中高階直銷沒有不同。就日後承諾長期經營動機而言,初階直銷商與中高階直銷將有所不同。 樂觀的直銷商,較偏向「獲得」等正面訊息,比較不在意風險。悲觀的直銷商,會比較在意「失去」。中高階直銷商之人生觀為樂觀傾向,初階直銷商之人生觀為樂觀傾向。中高階直銷商之訊息觀點較為正面,著重在「得」的方面,初階直銷商之訊息觀點較為負面,著重在「失」。 此外,不確定忍受度較高之直銷商,出現的負面經營行為愈少。中高階直銷商,即對於不確定情境的忍受程度較高者,較不會做出令人嫌誤之經營行為。中高階直銷商之不確定忍受度較高,初階直銷商之不確定忍受度較低。中高階直銷商之負面經營行為較少,初階直銷商之負面經營行為較多。 | zh_TW |
dc.description.abstract | The direct sale is one of most popular trading tools in the existing business world because of its value created and merits possessed. Through this research, observation on individual’ motive and his/her own personal characteristic could conclude how a person engages and behaves in a direct sale activity, and what a person’s tendency is on the behavior of receiving and processing information.
In addition, above discussion directly links to the reduction of the risk on the selection of the sales representatives is also included in this research. An organization that is dealing with the direct sale in order to develop a rapid, stable and constant growth must possess an ability to find the right person in the right place at the right moment rather than wasting the limited resources and time on the non-potential salespersons. The findings of this research showed that motivation of joining the direct sale does not differ between the beginning and medium-high level of direct salesperson but does differ in term of long term business operation. Furthermore, optimistic direct salesmen are comparatively tended to “obtain” more positive information disregarding the risk. However, pessimistic direct salesmen care more about “loses”. Beginning and medium-high level of direct salespersons tend to be more optimistic but beginning level possesses negative viewpoint focusing on the “loses” and medium-high level is emphatically more positive information-obtained. In addition, high uncertainty tolerance’s direct salesmen appear less negative management behavior. Medium-high level of direct salesmen is considered high uncertainty tolerance salespersons who may make less unreasonable managerial decision and possess less administrative mistake. Beginning level of direct salesmen, therefore, is less uncertainty tolerance group of persons with comparatively committing more administrative mistakes on the decision making. | en |
dc.description.provenance | Made available in DSpace on 2021-06-13T03:29:11Z (GMT). No. of bitstreams: 1 ntu-95-R93724002-1.pdf: 857357 bytes, checksum: 2ca72c8e28233f2f96833869256fc23c (MD5) Previous issue date: 2006 | en |
dc.description.tableofcontents | 謝 詞 ㄧ
論文摘要 二 英文摘要 三 表 次 六 圖 次 七 第一章 緒論 第一節 研究動機 1 第二節 研究背景 2 第三節 研究目的 6 第四節 研究對象 8 第五節 論文結構 11 第二章 文獻探討 第一節 回顧理論之關連性 12 第二節 直銷之定義 15 第三節 動機理論 21 第四節 不確定效應之研究 24 第三章 研究方法與研究設計 第一節 研究架構 30 第二節 研究假設 31 第三節 問題與問卷設計 32 第四節 資料分析方法 39 第五節 樣本資訊結構 40 第四章 研究結果 第一節 直銷商加入動機與經營動機 46 第二節 不確定效應之影響 50 第三節 不確定效應之影響 53 第五章 結論與建議 第一節 研究發現 57 第二節 管理上之建議 59 第三節 研究限 62 第四節 未來研究建議 63 參考文獻 一、中文部份 65 二、英文部份 67 附錄:調查問卷 70 表 次 表2-1:直銷業營業家數與參加人數表 16 表2-2:直銷之定義 18 表3-1:直銷商分類 41 表3-2:樣本基本資料整理統 43 表4-1:獎銜與初始動機之t檢定 47 表4-2:獎銜與營運動機之t檢定 49 表4-3:人生觀與訊息處理觀點之相關分析51 表4-4:人生觀與訊息處理觀點之迴歸分析51 表4-5:直銷商人生觀差異之t檢定 52 表4-6:直銷商訊息觀點差異之t檢定 53 表4-7:不確定容忍度與負面經營行為之相關分析 53 表4-8:不確定容忍度與負面經營行為之迴歸分析 54 表4-9:直銷商不確定容忍度差異之t檢定 55 表4-10:直銷商負面經營行為差異之t檢定 55 表4-11:假設檢定結果 56 表5-1:動機顯著對照表 58 圖 次 圖1-1:研究流程圖 11 圖2-1:業務人員績效之影響架構 12 圖2-2:直銷商績效表現之影響 15 圖3-1:研究架構圖 30 | |
dc.language.iso | zh-TW | |
dc.title | 高績效直銷商之行為表徵及其決定因素之研究 | zh_TW |
dc.title | Study of the Determinants of the high performance Direct seller's behaviors | en |
dc.type | Thesis | |
dc.date.schoolyear | 94-2 | |
dc.description.degree | 碩士 | |
dc.contributor.oralexamcommittee | 黃恆獎,王仕茹 | |
dc.subject.keyword | 直銷商,行為,直銷, | zh_TW |
dc.subject.keyword | ditect sell, | en |
dc.relation.page | 76 | |
dc.rights.note | 有償授權 | |
dc.date.accepted | 2006-07-28 | |
dc.contributor.author-college | 管理學院 | zh_TW |
dc.contributor.author-dept | 國際企業學研究所 | zh_TW |
Appears in Collections: | 國際企業學系 |
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