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    政大機構典藏 > 商學院 > 企業管理學系 > 學位論文 >  Item 140.119/91589


    請使用永久網址來引用或連結此文件: https://nccur.lib.nccu.edu.tw/handle/140.119/91589


    題名: 銷售人員對顧客影響方法之研究
    作者: 梁基岩
    貢獻者: 吳靜吉
    梁基岩
    日期: 1986
    上傳時間: 2016-05-05 15:36:26 (UTC+8)
    摘要: 論文摘要
    參考文獻: 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
    描述: 碩士
    國立政治大學
    企業管理學系
    資料來源: http://thesis.lib.nccu.edu.tw/record/#B2002006827
    資料類型: thesis
    顯示於類別:[企業管理學系] 學位論文

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