政大機構典藏-National Chengchi University Institutional Repository(NCCUR):Item 140.119/91589

政大典藏 > College of Commerce > Department of Business Administation > Theses > Item 140.119/91589

Please use this identifier to cite or link to this item: https://nccur.lib.nccu.edu.tw/handle/140.119/91589

Title:	銷售人員對顧客影響方法之研究
Authors:	梁基岩
Contributors:	吳靜吉梁基岩
Date:	1986
Issue Date:	2016-05-05 15:36:26 (UTC+8)
Abstract:	論文摘要
Reference:	參考書目一、中文部份 1.余定中:“組織內員工向上影響之研究"，政大企管研究所，未發表論文，1984。 2.陸志良:“實用推銷技巧"，哈佛企管公司，1983。 3.洪培火:“認識顧客心理"，現代管理月刊，67.年11.月。 4.陳津華:“交流分析在管理上的應用"，現代管理月刻，1983年5月。二、英文部份 1.Allen Madison Porter Renwick Mayer "Organization Politics : Tactics , and characteristics of Its Actors" California Management Review fall 1979 2.Allen R.W. &Porter L.W Organizational Influence Process London : Scott Foresman and Company 1983 3.Barton A. Weitz "Effectiveness in Sales Interactions : A Contingency Framework" Journal of Marketing Vol. 45 Winter 1981 4. Bonoma and Zaltman Psychology for Management 5. Brock J .C "Communicator Recipient and Decision Change" Journal of Personality and Social Psychology June 1965 6. Eran F .B "Selling as a Dyadic Relationship" American Behavioral Scientist May 1963 7. Falbo and Peplau "Pewer Strategies in Intimate Relationshap" Journal of Personality and Social Psychology Vol. 38 No.4 1980 8. French and B Raven "The Bases of Social Power" in D. Cartwrighted Studies in Social Power Ann Arbor University of Michigan Press 1959 9. Harry K. Davis Alrin J Silk "Interaction and Influence in Personal Selling" Sloan Management Review Winter 1972 10. John L. Mason "The Low Prestige of Personal Selling" Journal of Marketing Vol 29 October 1965 11.Kipnis Schmidt & Wilkinson "Intraorganizational Influence Tactics : Erplorations in Getting Oue`s Way" Journal of Appied Psychology Vol 65 No 4 1950 12.Kipnis David "The View from The Top" Psychology Today Decembr 1984 13.Kipnis David "The Powerholders" Chicago : University of Chicago Press 1976 14.Milton M Mandell "The Salesman and the sales Job Guide for Selection" The Field Sales Managers (Cambrige The Riverside Press 1960 ) 15.Paul Busch and David J Wilson "An Experimental Analgsis of a Salesman`s Expert and Referent Bases of Social Power in the Buyer-Seller Dyad" Journal of Marketing Research February 1976 16.Peter Veevers "The Lest Trade of selling" Management Today Sep. 1975 17.Raven Bertram H & Arie W. Kruglanski "Conflict and Power" The Structure of Conflict (New York: Academic Press 1970 ) 18.Rule Bisanz Kohn "Anatomy of a Persuasion Schema Target Goals and Strategies" Journal of Personality and Social Psychology Vol. 48 No.5 1985 19.Schilit Worren K & Locke Edwin A "A Study of Upward Influence in Organization " Administrative Science Quartarly Vol. 27 1982 20.T.L. Taylor "U.S. Selling Costs Increases Accelerate" Sales & Marketing Management Feb. 1978 2l.Thomas Harris "I`m OK-You are OK" 洪志美譯，遠流 1985 22.Toni Falbo "Multidimensional Scaling of Power Strategies" Journal of Personality and Social Psychology Vol. 35 No.8 Aug. 1977 23.Webster F. E. J "Interpersonal Communication and Solesman Effectiveness Journal of Marketing Vol. 32 No.3 1968
Description:	碩士國立政治大學企業管理學系
Source URI:	http://thesis.lib.nccu.edu.tw/record/#B2002006827
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...