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    Please use this identifier to cite or link to this item: https://nccur.lib.nccu.edu.tw/handle/140.119/89681


    Title: 壽險外務員行為影響顧客之研究
    Authors: 楊恭尊
    Contributors: 鄭榮治
    楊恭尊
    Date: 1991
    1990
    Issue Date: 2016-05-02 17:04:20 (UTC+8)
    Abstract: 本研究主要以本國及美商壽險外務員為訪問對象,探討下列各項問題:
    Reference: 一、中文部份
    1 .劉水深著,產品規劃與策略運用,台北:作者自印,民國70年。
    2. 江志宏住,服務業行銷問題與策略之研究,中原企研所碩士論文,民國75年。
    3. 郭垣著,勞動市場學,銘傳學報, 19 期(1982.3) 。
    4. 黃俊英,多變量分析,台北:中國經濟企業研究所,民國77 年。
    5. 黃俊英,行銷研究,台北:華泰書局,民國70 年。
    6. 何雍慶、周逸衡譯,行銷管理-分析、規劃與控制,台北:華泰書局,民國75年初版。
    7 .林清山,多變項分析統計法- 社會及行為科學研究適用,台北:東華書局,民國79年。
    8. 楊國樞等編,社會及行為科學研究法〈上冊〉,台北:東華書局,民國74年。
    9. 陸志良,實用推銷技巧,台北:哈佛企管顧問公司,民國72 年。
    10. 洪培火,認識顧客心理,現代管理月刊,民國67 年11 月。
    11 . 余定中,組織內員工向上影響之研究,政大企研所碩士論文,民國74 年。
    12. 梁基岩,銷售人員對顧客影響方法之研究,政大企研所碩士論文,民國75 年。
    13. 張金堆,組織內員工平行影響之研究,政大企研所碩士論文,民國75 年。
    14. 黃國星,業務代表影響技巧之研究,政大企研所碩士論文,民國77 年。
    15. 台北市人壽保險同業公會編印, 1989年壽險業務統計年報。

    二、英文部份:
    1. Allen. Madison. Porter. Rewick, Mayer. "Organizational Politics Tactics and Characteristics of Its Actor". California Management Review. fa11. 1979.
    2. Brenden G. Rule. Gayl. Bisanz and Melinda Kohn."Anatomy of a Persuasion Schema: Targets. Goals.and Strategies" Journal of Personality and Social Psychology, Vol. 48. No.5. 1985.
    3. Brock T.C. "Communicator-Recipient Slimilarity and Decision Change" Journal of Personality and Social Psychology. June 1965.
    4. Christopher H. Lovelock. C1assifying Services to Gain Strategic Marketing Insights" Journal of Marketing, Summer 1983.
    5. Detwiler Jr. Richard M., "Risk: What Dose It Mean to You?" Insurance Review, 1984. July.
    6. Evans, F. B. "Selling as a Dyadic Relationship".American Behavioral Scientist, May 1963.
    7. French & Raven, "The Bases of Social Power"in D. Cartwrighted, Studies in Socia1 Power, Ann Arbor University of Michigan Press 1959.
    8. Kipnis, Schmidt & Wilkinson, "Intraorganizational Influence Tactics: Explorations in Getting One`s Way" Journal of Applied Psychology,Vol. 65. No.4, 1987.
    9. LIMRA, "Buyer-Initiated Sales and Agency System Research Report", May 10, 1979.
    10. LOMA, Marketing.
    11. Paul Bush and David T . Wilson, "An Experimental Analysis of a Salesman`s Expert and Referent Bases of Social Power in the Buyer-Seller , Dyad" Journal of Marketing Research, Feb. 1976.
    12. Philip Kotler, "Marketing Management: Analysis,Planning and Control", New Jessey: Prentice-Hall Inc. 1984.
    13. Schilit Warren k. & Locke Edwin A. " A Study of Upward Influence in Organization ", Administrative Science Ouarterly Vol.27 1982.
    14. Theodore Levitt. " Production-Line Approach to Service". Harvard Business Review (Sept-Oct)
    15. Toni Falbo. " Multidimensional Scaling of Power Strategies" Journal of Personality and Social Psychology. Vol.35 No.8. Aug. 1977.
    16. Zaltman, Gerald & Burger, Philip C., " Marketing Research: Fundmentals & Dynamics. 1975 ( 台北:華泰書局,64年)
    Description: 碩士
    國立政治大學
    風險管理與保險研究所
    Source URI: http://thesis.lib.nccu.edu.tw/record/#B2002004933
    Data Type: thesis
    Appears in Collections:[風險管理與保險學系] 學位論文

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