臺灣博碩士論文加值系統

The purpose of this study is to examine the effects of customers’ communication styles and salespeople’s influence tactics on the influence effectiveness. An survey research with questionnaire survey was conducted to collect data in Vietnam to test the proposed research framework. People in Vietnam responded to the survey during May of 2017, to June 25, 2017. Among the 500 questionnaires issued, there were 318 valid responses, forming effective response rate of 63.6% percent. The results showed that the salespeople adopt different influence tactics according to customers’ communication styles. The influence tactics adopted by salespeople will lead to different influence effectiveness. We also found that the customers’ communication styles will lead to different influence effectiveness. The results of this study provide important values and implications for both theoretical researchers and managers.
Keywords: customer communication style, salespeople’s influence tactics, effectiveness of salespeople’s influence tactics

The purpose of this study is to examine the effects of customers’ communication styles and salespeople’s influence tactics on the influence effectiveness. An survey research with questionnaire survey was conducted to collect data in Vietnam to test the proposed research framework. People in Vietnam responded to the survey during May of 2017, to June 25, 2017. Among the 500 questionnaires issued, there were 318 valid responses, forming effective response rate of 63.6% percent. The results showed that the salespeople adopt different influence tactics according to customers’ communication styles. The influence tactics adopted by salespeople will lead to different influence effectiveness. We also found that the customers’ communication styles will lead to different influence effectiveness. The results of this study provide important values and implications for both theoretical researchers and managers.
Keywords: customer communication style, salespeople’s influence tactics, effectiveness of salespeople’s influence tactics

Table of Contents

ABSTRACT I
ACKNOWLEDGEMENT II
TABLE OF CONTENTS III
LIST OF TABLES III
LIST OF FIGURES V
CHAPTER I: INTRODUCTION 1
CHAPTER II: LITERATURE REVIEW AND HYPOTHESES DEVELOP 4
2.1. CUSTOMERS’ COMMUNICATION STYLE AND ITS EFFECTS 4
2.2. SALESPEOPLE’S INFLUENCE TACTICS AND THEIR EFFECTIVENESS 5
CHAPTER III: METHODS 8
3.1. MEASUREMENT 8
3.2. DATA COLLECTION AND SAMPLE 8
3.3. ANALYSIS METHODS 9
CHAPTER IV: EMPIRICAL RESULTS 10
4.1. EXPLORATORY FACTOR ANALYSIS 10
4.2. REGRESSION ANALYSIS 13
CHAPTER V: CONCLUSIONS 16
REFERENCES 17
APPENDIX 1: ENGLISH VERSION OF THE QUESTIONNAIRE 22
APPENDIX 2: VIETNAMESE VERSION OF THE QUESTIONNAIRE 27

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