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研究生(外文):Che-Ming Chang
論文名稱(外文):The Effect of Salespersons’ Goal Orientation to Performance—Work Value and Feedback-Seeking are the Medium Value
指導教授(外文):Tung-Hsuan Wan
外文關鍵詞:AdaptiveFeedback-SeekingGoal OrientationSale PerformanceSales Work ValueWorking HardSelling
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Goal orientation is to investigate the motives or reasons for people to engage in study or work, to develop their own ability by “learning” or “performing”, and according to individual’s own ability viewed positive or negative, people are divided into four types. Four different types of people who have different cognitive and behavior in the face to challenges to learn or work, thereby affecting the performance.
However, the current management of academic research are mostly goal orientation into three types, this study will use a four-dimension factor of the education sector in recent decades of the latest research results to explore. And joined the two mediate variables, Sales work value deeply affect the work motivation of the individual, and feedback-seeking is impact deeply on individual performance. Further whether to search the different goal orientation people of different work value and feedback-seeking behavior, thereby affecting the performance of individual sales.
In this study, the survey was a securities salesperson, and used a questionnaire survey, based on convenience sampling method, the securities company issued a total of 450 questionnaires were collected 350 questionnaires, valid questionnaires was 335, the effective recovery rate of 74.4%.Used structural equation modeling of AMOS statistical software to verify the research model.
The results are (1) The salespeople who to hold mastery-approach goal orientation was positively related to the sale work value;(2) The salespeople who to hold performance-approach goal orientation was positively related to the sale work value;(3) The salespeople who to hold mastery-approach goal orientation was positively related to the feedback seeking;(4) The salespeople who to hold performance-approach goal orientation was positively related to thefeedback-seeking;(5) The sale work value was positively related to sales performance;(6) The feedback-seeking was positively related to sales performance.
目 錄 I
圖 目 錄 III
表 目 錄 IV
第一章 緒論 1
1.1 研究背景動機 1
1.2 研究目的與問題 2
第二章 文獻探討 5
2.1 目標導向 5
2.1.1 目標導向的內涵 5
2.1.2 目標導向的相關研究 7
2.2 銷售工作價值觀 8
2.2.1 工作價值觀的定義 8
2.2.2 工作價值觀的分類 8
2.2.3 目標導向與銷售工作價值觀的關係 10
2.3 回饋尋求 10
2.3.1 回饋 10
2.3.2 回饋相關的研究 11
2.3.3 回饋尋求 12
2.3.4 目標導向與回饋尋求的關係 13
2.4 銷售績效 13
2.4.1 銷售績效定義 13
2.4.2 適應性銷售 14
2.4.3 勤奮工作 14
2.4.4 銷售績效相關的研究 14
2.4.5 銷售工作價值觀與回饋尋求對銷售績效的關係 15
第三章 研究方法 17
3.1 研究架構 17
3.2 研究變項的操作型定義與測量工具 18
3.2.1 目標導向量表 18
3.2.2 銷售工作價值觀量表 19
3.2.3 回饋尋求量表 19
3.2.4 銷售人員績效量表 19
3.3 研究對象 20
3.4 資料分析方法 20
第四章 資料分析與結果 22
4.1 敘述性統計分析 22
4.2 研究變項間的關係 24
4.3 驗證性分析 29
4.4 目標導向潛在變項間的效果 34
第五章 結論與建議 36
5.1 研究結論 36
5.2 研究貢獻 38
5.3 研究限制與未來研究建議 40
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