| Reference: | 中文參考書目
1. 謝安田著，企業研究方法，(民國七十二年十月，自印)
2. 司徒達賢編著，企業概論，(民國七十六年十月，國立空中大學印行)
3. 許士軍著，管理學，(民國七十六年三月，台北東華書局)
4. 陳定國著，現代行銷學，(民國六十六年三月，台北華泰書局)
5. 黃俊英著，行銷研究－管理與技術，(民國七十六年一月，華泰書局，第三版)
6. Frederick Herzberg , (Job Enrichment Payoff :1969), 林茂松譯， 台北:桂冠書局， 民國七十二年
7 Frederick Herzberg , (How Do You Motivate Your Employee :1968) , 廖招治譯，台北:桂冠書局，民 國七十二年
8. 李文璋著，「消費品及工業品銷售人員個別特徵與績效之關係」，國立政治大學企管研究所未出版碩士論文， (民國六十八年六月)
9. 金培城著，「外務員績效優劣與其影響因素之研究」，國立政治大學企管研究所未出版碩士論文，民國六十五年六月
10. 梁基岩著，「銷售人員對顧客影響方法之研究」，國立政治大學企管研究所未出版碩士論文，民國七十五年六月
11.黃國星著，「業務代表影響技巧之研究」，國立政治大學企管研究所未出版碩士論文民國七十七年一月
英文參考書目
1. Bragg , Arthur , "Are Good Salespeople Born or Made?" , Sales & Marketing Management Vol. 140 , (Sep.1988) , pp.74-78.
2. Brock , T.C."Communicator-Receiptent Similarity and Decision Change", Journal of Personality and Social Psychology, (June 1965.)
3. Busch, Paul and David T.Wilson , "An Experimental Analysis of A Salesmans` Expert and Referent Bases of Social Power in the Buyer- Seller Dyad" , Journal of Marketing Research ,(Feb , 1976).
4. Churchill. Gilbert A., JR. , Neil M. Ford , Steven W.Hartley , and Orville C.Walker , JR.:”The Determinants of Salesperson Performance A Meta-Analysis" , Journal of Marketing Research , Vol. XXII (May 1985) , pp.103-118.
5. French & Raven , "The Bases of Social Power" , in D.Cartwrighted Studies in Social Power Amn Arbor University of Midigan Press 1959.
6. Gazzo , R.A. &: Richard A.G. , "Types of Rewards , Cognitions , and Work Motivation",Academy of Management Review, (1979) , pp.75-86.
7. Harish , Sujan , Weitz Barton & SuJan Mita ,”Increasing Sales Productivity by Getting Salespeople to Work Smarter" , Journal of Personal Selling & Sales Management , Vol.8 , (Aug.1988) , pp.9-19.
8. Harish , Sujan,Sujan Mitz & Bettman James R. ."Knowledge Structure Differences Between More Effective and Less Effective Salespeople", Journal of Marketing Researcn , Vol.25 , (Feb.1988) , pp.81-86.
9. Harish , Sujan "Smarter Versus Harder: An Exploratory Attributional Analysis of Salespeople`s Motivation" , Journal of Marketing Research , Vo 1.23 , (Feb. 1986) , pp. 41-49.
10. Hulin , Charles L.& Hilton R.Blood , "Job Enlargement , Individual Difference and Worker Respones" , Psychological Bulletin , (1968) , pp.41-55.
11. Jeanne , Greenberg & Greenberg Herbert , "The Psychology of the Successful Salesperson" , Rough Notes , Vol.129 , (Apr.14 , 1986) pp:16 , 31-34
12. Lidstone , John "Motivating Your Sales Force , England Gower Press , (1978) , p13.
13. McCarthy, E.Jerome ;Basic Marketing: A Managerial Approach 4th ed. Homewood, Ill:Richard D.Irwin , 1971 , PP.44-46
14. HcCormick , Ernest J.& Daniel Ilgen , Industrial Psychology ,7th.ed. 台北歐亞書局，民國70 年, pp.362-363.
15. McMurry , Robert N.:"Mystique of Super Salesmanship" , Harvard Business Review , (May 1961).
16.Murry, James A.H. et. al. ed.. Oxford English Dictionary , Vol.9 S-Soldo (台北:東南書局翻印,1969) p50.
17. Notz,W.W., ”Work Motivation and Negative Effects of Extrinsic Rewards”, American Psychologist, (1975) , pp.884-891.
18. Tyagi, Pradeep K. , "Relative Importance of Key Job Dimensions and Leadership Benaviors in Motivating Salesperson Work Performance”, Journal of Marketing , Vol.49 , (Summer 1985) , pp.76-86.
19. Udell, J .G. "The Perceived Importance of the Elements of Strategy" , Journal of Marketing , Vol.32(Jan 1968) , pp.34-40.
20. Walker, Orville C.Jr. , Gilbert A.Churchill, Jr. and Neil M. Ford , "Motivation and Performance in Industrial Selling: Existing Knowledge and Needed Research" , Journal of Marketing Research , (May 1977) , pp.156-168.
21.Webster ,Noah :Webster`s Third New Internation Dictionary , VolⅢ. S to Z , (G & C Merriam Co.) p2003.
22. Webster , F. E. J. "Interpersonal Communication and Salesman Effectiveness" , Journal of Marketing, Vo132. (1986).
23. Weitz,Barton A., Harish Sujan.& Mita Sujan: "Knowledge. Motivation , and Adaptive Behavior: A Framework for Improving Selling Effectiveness", Journal of Marketing .Vol.50 (October 1986) .pp.174-191 |
