政大機構典藏-National Chengchi University Institutional Repository(NCCUR):Item 140.119/85792

政大典藏 > College of Commerce > Department of Business Administation > Theses > Item 140.119/85792

Please use this identifier to cite or link to this item: https://nccur.lib.nccu.edu.tw/handle/140.119/85792

Title:	自我監控程度對銷售溝通之影響─自顧客、銷售人員與銷售主管三方角度剖析
Authors:	孫國寧
Contributors:	別蓮蒂孫國寧
Keywords:	人格特質自我監控性別銷售溝通溝通效果
Date:	1998
Issue Date:	2016-04-20 16:57:16 (UTC+8)
Abstract:	不動產及汽車這類高價格產品的銷售型態，不同於一般的商品。在高單價、高度涉入的產品交易中，銷售人員對有效性交易應具有決定性的因素。銷售員與消費者進行溝通、談判時有一定的技巧、節奏及運作模式，但在這些專業運作模式之外，銷售人員及顧客的某些人格特質、性別，亦對溝通效果具有相當程度的影響性。本研究主要是在探討何種自我監控程度的銷售員之工作表現較佳；銷售人員與消費者雙方自我監控程度與銷售的關係，是否雙方的自我監控程度會影響互動過程及滿意度；同時，消費者與銷售員的性別是否也與雙方自我監控程度的影響有關。同時，由管理者評估銷售人員的平日表現，來探討銷售員之性別與自我監控程度與其長期工作表現間的關係。
Reference:	《中文部份》王志剛 & 謝文雀（1995），消費者行為，台北：華泰書局，初版，頁245。朱岑樓（1972），「從社會個人與文化的關係論中國人性格的恥感取向」，收錄於中國人的性格，李亦園、楊國樞編著，台北：中央研究院民族學研究所，頁85-126。李金漢（1982），「個人價值觀念與消費行為：華人經理及西人經理的比較研究」，中央研究院民族學研究所專刊，收錄於社會及行為科學研究的中國化，頁441-467。李亦園 & 楊國樞 (1972)，中國人的性格，台北：中央研究院民族學研究所。韋政通（1972），「傳統中國理想人格的分析」，收錄於中國人的性格，李亦園、楊國樞編著，台北：中央研究院民族學研究所，頁1-36。曾炆星（1972），「從人格發展看中國人性格」，收錄於中國人的性格，李亦園、楊國樞編著，台北：中央研究院民族學研究所，頁227-256。楊國樞 & 張春興（1985），心理學，台北：桂冠圖書股份有限公司，六版，頁516-520。鄭玉卿（1995），「易受影響性之性別差異：性別關聯議題及語言型態效果之影響」，私立中原大學心理學研究所未發表之論文。 Arthur Wright, (1962), Confunction Personality代序，金耀基（1966），「從傳統到現代」，商務，頁34-35，引用許倬雲在思與言（第二卷，第五期）發表「中國傳統的性格與道德規範」內文之譯文。《英文部份》 Arkin, R. M., W. K. Jr., Gabrenya, S. S. Appelman, & S. T. Cochran, (1979). “Self-presentation, self-monitoring, and self-serving bias in causal attribution.” Personality and Social Psychology Bulletin, Vol.5, 73-76. Aronson, E., (1972). The social animal., San Francisco: Freeman. Bagozzi, R. P., (1980c). “The Nature and Cause of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach.” Journal of Business Research, Vol.53, 315-31. Baker, T., (1975). “Sex differences in social behavior.“ In L. Berkowitz, A survey of social psychology. Hinsdale Ill: Dryden Press. Barber, T. X. & D. S. Calverley, (1963). “ ‘Hypnotic-like’ suggestibility in children and adults.” Journal of Abcdrmal and Social Psychology, Vol.66, 589-597. Baron, R. A., (1989). “Personality and Organizational Conflict: Effects of the Type A Behavior Pattern and Self-monitoring.” Organizational Behavior & Human Decision Processes Vol.44, No.2, 281-296. Baron, R. A., D. Byrne & W. Griffitt, (1974). Social psychology: Understanding human interaction. (Boston: Allyn & Bacon.) Bearden, W. O., & R. L. Rose, (1990). “Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity.” Journal of Consumer Research, Vol.16, 461-71. Becherer, R. C., (1978). “Self-Monitoring as a Moderating Variable in Consumer Behavior.” Journal of Consumer Research Vol.5, No.3, 159-162. Bird, C., (1940). Social Psychology, (New York: Appleton-Century.) Bowers, M. R., (1990). “Trading Places: Employees as Customers, Customers as Employees.” Journal of Services Marketing Vol.4 No.2, 55-69. Brown, W., (1916). “Individual and sex differences in suggestibility.” University of California Publications in Psychology, Vol.2, 291-430. Cacioppo, J.T., & R. E. Petty, (1980). “Sex differences in influenceability: Toward specifying the underlying processes.” Personality and Social Psychology Bulletin, 6, 651-656. Cattel, R., H. Eber & M. Tatsuoka, (1970). “Handbook for the Sixteen Personality Factor Questionnaire” (Champaign, IL: Institute for Personality Ability Testing.) Cheek, J. M. (1982). “Aggregation, moderator variables, and the validity of personality tests: A peer-rating study.” Journal of Personality and Social Psychology, Vol.43, 1254-1269. Coffin, T. W., (1941). “Some conditions of suggestion and suggestibility.” Psychological Monographs, Vol.53. Cook, T. D., J. R. Bean, B. J. Calder, R, Frey, M. L. Krovetz, & S. R. Reisman, (1970). “Demand characteristics and three conceptions of the frequently deceived subjet.” Journal of Personality and Social Psychology, 14, 185-194. Deaux, K., & T. Emswiller, (1974). “Explanation for successfrul performance on sex-linked tasks: What is skill for the male is luck for the female.” Journal of Personality and Social Psychology, Vol.29, 80-85. Deaux, K., (1985). “Sex and gender. In M.R. Rosenzweig & L. W. Porter (Eds.), Annual review of psychology Vol.36, Palo Alto, CA: Annual Review. Dubinsky, A. J., (1986). “Antecedents of Retail Salesperson Performance: A Path-Analytic Perspective.” Journal of Business Research, Vol.4 No.3, 253-68. Dubinsky, A. J., R. D. Howell, T. N. Ingram & D. N. Bellanger, (1986). “Salesforce socialization.” Journal of Marketing, Vol.50, 192-207. Eagly, A. H., (1978). “Sex Differences in Influenceability” Psychological Bulletin, Vol.85, No.1 86-116. Eagly, A. H, (1987). Sex difference in social behavior: A social role interpretation, Hillsbale, N.J.: Erlbaum. Engel, J. F., R. D. Blackwell & P. W. Minirad, (1995). Consumer Behavior (8th.) ed., (Florida: The Dryden Press.) 433-434. Feldman, R. H. L., (1974). “Changes in nutrition attitudes and knowledge as a function of similar and expert communication sources among the Gusii of Kenya.” (Doctoral dissertation, Syracuse University.) Feldman, D. C., (1980). “ A Socialization Process that Helps Recruits Succeed.” Personnel, Vol.57, 11-23. 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, 285-296. Freedman, J. L., J. M. Carlsmith & D. O. Sears, (1970). Social Psychology, Englewood Cliffs, (N. J.：Prentice-Hall.) Goldberg, P., (1968). “Are women prejudicial against women?” Transaction, Vol.5, 28-30. Goldberg, P., (1974). “Sex roles, task competence, and conformity.” Journal of Psychology, Vol.86, 157-164. Goldberg, P., (1975). “Conformity to majority type as a function of task and acceptance of sex-related stereotypes.” Journal of Psychology, Vol.89, 25-37. Graeff, T. R., (1996). “Image congruence effects on product evaluations: The role of self-monitoring and public/private consumption.” Psychology & Marketing Vol.13, No.5, 481-499. Hare-Musten, R. T., & J. Marecek, (1988). “The meaning of difference: Gender theory, post modernism, and psychology.” American Psychologist, Vol.43, 455-464. Hilgard, E. R., (1965). Hypnotic susceptibility, (New York: Harcourt, brace & World.) Hilgard, E. R., R. Atkinson & R. Atkinson, (1975). Introduction to Psychology, (6th) ed., (New York: Harcourt Brace Jovanovich.) Hise, R. T., (1970), “Conflict in the Salesman’s Role”, in Sales Management: Contemporary Perspectives, J. A. Barnhill, ed. Glenview, IL: Scott, Foresman and Company, 48-62. Hollander, E. P., (1967). Principles and methods of social psychology, (New York: Oxford University Press.) Hull, C. L., (1933). Hypnosis and suggestibility, New York: Appleton-Century. Ickes, W., & R. Barnes, (1977). “The role of sex and self-monitoring in unstructured dyadic interaction.” Journal of Personality and Social Psychology, Vol.35, 315-30. Janis, I. L. & P. B. Field, (1959). “Sex differences and personality factors related to persuasibility.” In C. I. Hovland & I. L. Janis (Eds.), Personality and persuasibility., New Haven, (Conn: Yale University Press.) Kassarjian, H. H., (1971). “Personality and Consumer Behavior: A Review.” Journal of Marketing Research, 8, 409-418. Kassarjian, H. H., & M. J. Sheffet, (1975). “Personality and Consumer Behavior: One More Time.” American Marketing Association 1975 Combined Proceedings, Series No.37, 97-201. Kilham, W. & L. Mann, (1974). “Level of destructive obedience as a function of transmitter and executant roles in the Milgram obedience paradigm.” Journal of Personality and Social Psychology, Vol.29, 696-702. Kluckhohn, F.R., & F.L. Strodtbeck, et al., (1961). Variations in Value Orientions., New York. Kolb, J. A., (1998). “The relationship between self-monitoring and leadership in student project groups.” Journal of Business Communication Vol.35, No.2, 264-282. Kotler P., S. M.Leong, S. H. Ang, & C. T. Tan, Marketing Management-An Asia Perspective, (Singapore: Prentice Hall, 1996) 203. Kulik, J. A., & S. E. Taylor, (1981). “Self-monitoring and the use of consensus information.” Journal of Personality, 49, 75-84. Lastovicka, J., & E. Joachimsthaler, (1988). “Improving the Detection of Personality behavior Relationships in Consumer Research.” Journal of Consumer Research, Vol. 14, 583-587. Lennox, R. D., & R. N. Wolfe, (1984). “Revision of the Self-Monitoring Scale.” Journal of Personality and Social Psychology, Vol.4, No.6, 1349-1364. Levenson, H., B. Burford, B. Bonno & L. Davis, (1975). “Are women still prejudicial against women?” Journal of Psychology, Vol.59, 67-71. Lippa, R. A., (1990). Introduction to Social Psychology (California: Wadsworth Publishing Company) 354-359. Maccoby, E. E. & C. N. Jacklin, (1974). The psychology of sex differences. (Stanford, CA: Stanford University Press.) McGuire, W. J., (1969). “The nature of attitudes and attitude change.” In G. Lindzey & E. Aronson (Eds.), Handbook of social psychology （2nd）ed., Vol.3, Reading, Mass: Addison-Wesley. Middlebrook, P. N., (1974). Social psychology and modern life, (New York: Knopf.) Milgram, S., (1963). “Behavioral study of obedience.” Journal of Abcdrmal and Social Psychology, Vol.67, 371-378. Milgram, S., (1974). Obedience to authority: An experimental view. New York: Harper & Row. Morgan, F., & Stoltman, J., (1990). “Adaptive selling-Insights from social cognition.” Journal of Personal Selling and Sales Management, Vol.10, 43-54. Mowen, J. C., & M. Minor, (1998). Consumer Behavior (5th.) ed., (New Jersey: Prentice-Hall, Inc.) 197-239. Nantel & Strahle, ”The Self-monitoring Concept.” Nieva V. F., & B. A. Guteck (1981). “Sex effects in evaluation.” The Academy of Management Review, Vol.5, 267-276. Ohbuchi, Ken-Ichi, (1997). “Personality and Interpersonal conflict: Aggressiveness, self-monitoring, and situational variables.” International Journal of Conflict Management Vol.8, No.2, 99-113. Pheterson, G. I., S. B. Kiesler & P. A. Goldberg, (1971). “Evaluation of the performances of women as a function of their sex, achievement, and personal history.” Journal of Personality and Social Psychology, Vol.19, 114-118. Reinsch, N. L. Jr. & A. N. Shelby, (1997). “What communication abilities do practitioners need? Evidence from MBA students.” Business Communication Quarterly, Vol.60, 7-29. Santee, R. T., & C. Maslach, (1982). “To agree or not to agree: Personal dissent amid pressure to conform.” Journal of Personality and Social Psychology, 42, 690-700. Schneiderman, W., (1980). “A personality dimension of consistency versus variability without the use of self-reports or ratings.” Journal of personality and Social Psychology, Vol.39, 158-164. Schneiderman, W., (Undated). Self-monitoring, cross-situational consistency, and social desirability. Unpublished manuscript, Marshall University. Secord, P. F. & C. W. Backman, (1964). Social psychology, (New York: McGraw-Hill.) Shavitt, S., T. M. Lowrey & Sang-Pil Han, (1992). “Attitude Functions in Advertising: The Interactive Role of Products and Self-Monitoring.” Journal of Consumer Psychology, Vol.1, 337-364. Sheets, T. L., (1994). “Effects of the applicant’s gender-appropriateness and qualifications and rater self-monitoring propensities on hiring decisions.” Public Personnel Management Vol.23, No.3, 373-382. Sheridan, C. L. & R. G. Jr. King, (1972). “Obedience to authority with an authentic victim.” Proceedings of the 80th Annual Convention of the American Psychological Association, Vol.7, 165-166. Sherif, C. W., M. Kelly, H. L. Jr. Rodgers, G. Sarup & B. I. Tittler, (1973). “Personal involvement, social judgment, and action.” Journal of Personality and Social Psychology, Vol.27, 311-328. Silverman, I. L. H. Ford & J. B. Morganti, (1966). “Inter-related effects of social desirability, sex, self-esteem, and complexity of argument on persuasibility.” Journal of Personality, Vol.34, 555-568. Sistrunk, F., & J. W. McDavid, (1971). “Sex variable in conformity behavior.” Journal of Personality and Social Psychology, Vol.17, 200-207. Snyder,M., (1974). “Self-monitoring of pexpressive behavior.” Journal of Personality and Social Psychology, Vol.30, 526-537. Snyder, M., (1979). “Self-monitoring processes.” In L. Berkowitz (Ed.), Advances in experimental social psychology Vol.12, New York: Academic., 85-127. Snyder, M., & K.G. DeBono, (1985). “Appeals to Image and Claims about Quality: Understanding the Psychology of Advertising.” Journal of Personality and Social Psychology, Vol.49, 586-597. 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,：125-139. Snyder, M., & W. Ickes, (1985). “Personality and social behavior.” In G. Lindzey & E. Aronson (Eds.), The handbook of social psychology (New York: Random House) 883-947. Spiro, R. & B. Weitz, (1990). “Adaptive selling Conceptualization, measurement and nomological validity.” Journal of Marketing Research, Vol.45, 501-516. Sternthal, B., (1986). “Advertising and gender response.” Marketing & Media Decisions Vol.21, 136. Stukat, K. G., (1958). Suggestibility: A factorial and experimental analysis. Stockholm, (Sweden: Almqvist & Wiksell.) Thibaut, J., & H. Kelley, (1959). The social psychology of groups. (New York: Wiley.) Walker, O. C., Jr., G. A. Churchill, Jr., & N. M. Ford, (1975). “Organizational Determinants of the Industrial Salesman’s Role Conflict and Ambiguity,” Journal of Marketing, Vol.39, 32-39. Walder, O. C., Jr., G. A. Churchill, Jr., & N. M. Ford, (1979). “Where Do We Go from Here? Selected Conceptual and Empirical Issues Concerning the Motivation and Performance of the Industrial Salesforce,” in Critical Issues in Sales Management: State-of the-Art and Future Research Needs, G. Albaum and G. A. Churchill, eds. Eugene, OR: Division of Research, College of Business Administration, University of Gregon. Ward, C., (1981). “Prejudice against women: Who, when, and why?” Sex Roles, Vol.7, 163-171. Weitzenhoffer, A. M., (1953). Hypnotism: An objective study in suggestibility. New York: Wiley. Whitley, B. E., Jr., M. C. McHugh & I. H. Frieze, (1986). “Assessing the theoretical models of sex differences in causal attribution.” In J. S. Hyde & M. C. Linn (Eds.), The psychology of gender: Advances through meta-analysis. (Baltimore: Johns Hopkins University Press.) Whittaker, J. O., (1965). “Consistency of individula differences in persuasibility. Journal of Communication, Vol.15, 28-34 (a). Whittaker, J. O, & R. D. Meade, (1967). “Sex and age as variables in persuasibility.” Journal of Social Psychology, Vol.73, 47-52 (b). Wolfe, R., R. Lennox, & R. Hudiburg, (1983). “Self-monitoring and sex as moderator variables in the statistical explanatin of self-reported marijuana and alcohol use.” Journal of Personality and Social Psychology, 44, 1069-1074. Worchel, S. & J. W. Brehm, (1970). “Effect of threat to attitudinal freedom as a function of agreement with the communicator.” Journal of Personality and Social Psychology, Vol.14, 18-22. Worchel, S., & J. Cooper, (1976). Understanding social psychology, Homewood, (Ill: Dorsey Press.) Zanna, M. P., J. M. Olson, & R. H. Fazio, (1980). “Attitude-behavior consistency: An individual differences perspective.” Journal of Personality and Social Psychology, 38, 432-440. Zuckerman, M., & G. T. Reis, (1978). “Comparison of three models for predicting altruistic behavior.” Journal of Personality and Social Psychology, 36, 498-510.
Description:	碩士國立政治大學企業管理學系 86355059
Source URI:	http://thesis.lib.nccu.edu.tw/record/#B2002000835
Data Type:	thesis
Appears in Collections:	[Department of Business Administation] Theses

Files in This Item:

There are no files associated with this item.

社群 sharing

Loading...