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研究生:陳嘉彬
研究生(外文):Jiabin Chen
論文名稱:個人歸因風格與談判策略關係之研究
論文名稱(外文):Study of the Effects between Personal Attribution Style and Negotiation Tactics: A case of Taiwan
指導教授:賴志超賴志超引用關係
指導教授(外文):Chih Chao Lai
學位類別:碩士
校院名稱:國立雲林科技大學
系所名稱:應用外語系碩士班
學門:人文學門
學類:外國語文學類
論文種類:學術論文
論文出版年:2004
畢業學年度:92
語文別:英文
論文頁數:87
中文關鍵詞:個人銷售歸因風格談判策略
外文關鍵詞:attribution stylenegotiation strategypersonal selling
相關次數:
  • 被引用被引用:3
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  • 下載下載:123
  • 收藏至我的研究室書目清單書目收藏:4
本篇論文主要在於探討個人歸因風格傾向與商業談判風格之間的關係。歸因風格影響談判策略使用,主要在於內向與外向歸因,穩定性與全面性歸因傾向在本研究並未有顯著效果。
內向歸因者,在商業行為上顯得較為競爭取向,本研究推論此乃導致內向歸因者工作成就較低落的原因。外向歸因者則在商業談判行為上採取合作策略,這可能可以說明外向歸因者銷售成就較高的原因。
This study focuses mainly on the relationship between personal attribution style and how people sell their products when they have a smaller bargaining power. Based on the attribution theory that people who attribute failure or mistake to internality are usually pessimistic, we find that salespeople of the ATI style are not flexible in manipulating the negotiation strategies. Pessimistic style salespeople stick more with a fixed negotiation strategy and are also more competitive when negotiating with customers. This tendency may be reflected to the customers to produce a competitive negotiation style.
The ATE style people who attribute failure or mistake to the external elements are flexible negotiators. They use different negotiation strategies when negotiating with the customers. A more tolerant attitude of the ATE style people to themselves may also be reflected to the customers and a more cooperative atmosphere may be generated.
In this study, we find that problem-solving approach does not mean making concession. The relationships between different negotiation strategies are discussed in Chapter IV and V of this thesis.
Table of Contents
Chapter Page
I. Introduction ----------------------------------------------------------------1
Rationale and Motivation of This Study -----------------------------2
Purpose and Research Question of This Study ----------------------6
Significance of This Study -----------------------------------------------7
Definition of Terms -------------------------------------------------------8
II. Literature Review
Introduction-----------------------------------------------------------------9
Personal Attribution Style -----------------------------------------------9
The commercial environment salespeople encounter-------------10
The Present Condition of Insurance Industry-----------------------12
The Present Condition of direct selling-------------------------------13
Rationale of Choosing These Two Industries-----------------14
Conclusion of Attribution Style ---------------------------------------15
Concept of Negotiation --------------------------------------------20
The Integrative Negotiation --------------------------------------------23
The Distributive Negotiation-------------------------------------------25
Summary of the Two Types of Negotiation-------------------------27
Game Theory to Explain the Negotiation Outcome ----------------29
Manipulation of Negotiation Strategies-------------------------------32
III. Methodology
Design of the Questionnaire--------------------------------------------38
Subjects of This Research ---------------------------------------------39
IV. Research Results
Introduction---------------------------------------------------------------41
Data Collecting Process-------------------------------------------------41
The Dimension of Attribution Style-----------------------------------43
Conclusion of the Relationship between Negotiation Strategy and Personal Attribution Style----------------------------------------------49
Negotiation Strategies and Attribution Style: A Brief Conclusion51
Relationships between Negotiation Strategies and Demographic Features-------------------------------------------------------------------52
Competitive Strategy------------------------------------------57
Cooperative Strategy------------------------------------------------58
Who Makes Concessions --------------------------------------------58
Chapter Conclusion -----------------------------------------------------61
V. Conclusion and Discussion-------------------------------------------------65
Research Conclusion-------------------------------------------------65
Attribution Style to Affect the Negotiation in a Buyer’s Market 65
Contribution of This Study---------------------------------------------67
Implication of the Study ----------------------------------------------70
Limitation and Further Research Recommendation----------------71
Reference-------------------------------------------------------------------------73
Appendix---------------------------------------------------------------83
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