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研究生:阮氏秋香
研究生(外文):Nguyen Thi Thu Huong
論文名稱:ExploringtheConceptofEntrepreneurialSellingBehavior:AConceptualFrameworkandResearchPropositions
論文名稱(外文):Exploring the Concept of Entrepreneurial Selling Behavior: A Conceptual Framework and Research Propositions
指導教授:李伯謙李伯謙引用關係
指導教授(外文):Po-Chien Li
學位類別:碩士
校院名稱:元智大學
系所名稱:企業管理學系
學門:商業及管理學門
學類:企業管理學類
論文種類:學術論文
論文出版年:2009
畢業學年度:97
語文別:英文
論文頁數:81
中文關鍵詞:Entrepreneurial selling behavior
外文關鍵詞:Entrepreneurial selling behavior
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There has been a growing interest of entrepreneurship in the salesforce. By integrating knowledge about entrepreneurship and salespeople’ behaviors, this study proposes a new theoretical concept - “entrepreneurial selling behavior”. Entrepreneurial selling behavior represents a salesperson’s propensity to take risky, innovative actions in anticipating of future trends. Besides, this study also outlines a conceptual model to depict factors associated with entrepreneurial behavior of sales personnel. Following discussion of the model’s contents, this study intends to develop a measurement scale to assess entrepreneurial selling behavior. Instruments for measuring other variables are also discussed. Finally, relevant theoretical and managerial implications and direction for future research can be obtained.
There has been a growing interest of entrepreneurship in the salesforce. By integrating knowledge about entrepreneurship and salespeople’ behaviors, this study proposes a new theoretical concept - “entrepreneurial selling behavior”. Entrepreneurial selling behavior represents a salesperson’s propensity to take risky, innovative actions in anticipating of future trends. Besides, this study also outlines a conceptual model to depict factors associated with entrepreneurial behavior of sales personnel. Following discussion of the model’s contents, this study intends to develop a measurement scale to assess entrepreneurial selling behavior. Instruments for measuring other variables are also discussed. Finally, relevant theoretical and managerial implications and direction for future research can be obtained.
TABLE OF CONTENTS
ABSTRACT I
ACKNOWLEDGEMENT II
TABLE OF CONTENTS IV
LIST OF FIGURES V
LIST OF TABLES V
CHAPTER 1: INTRODUCTION 1
1.1 Research background and motivation 1
1.2 Research objectives 7
1.3 Research method 8
CHAPTER 2: LITERATURE REVIEW 10
2.1 Entrepreneurship 10
2.2 Entrepreneurship at different levels of analysis 14
2.3 Entrepreneurship and entrepreneurial behavior 18
2.4 Dimensions of entrepreneurial behavior 22
2.5 Entrepreneurial behavior and the sales function 26
CHAPTER 3: RESEARCH MODEL AND PROPOSITIONS 29
3.1 Research model 30
3.2 Dimensions of entrepreneurial selling behavior 34
3.3 Antecedents of entrepreneurial selling behavior – Environmental factors 40
3.4 Antecedents of entrepreneurial selling behavior – Organizational factors 43
3.5 Antecedents of entrepreneurial selling behavior – Individual factors 48
3.6 Outcomes of entrepreneurial selling behavior – Sales performance 54
CHAPTER 4: MEASUREMENT SCALE DEVELOPMENT 58
4.1 Entrepreneurial selling behavior 58
4.2 Antecedents of entrepreneurial selling behavior 62
4.3 Outcomes of entrepreneurial selling behavior 68
CHAPTER 5: CONCLUSIONS 70
5.1 Discussion 70
5.2 Managerial implications 72
5.3 Research limitations and recommendations for future research 72
REFERENCES 75
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