參考文獻
第一部分 中文文獻
王子葳(2008),銷售人員的影響戰術與顧客購買意願之中介歷程探討,國立台北科技大學商業自動化與管理研究所碩士論文。
艾昌瑞、楊泰和(2006),“有關係、沒關係?”-探究華人商業交易場域中的應酬與關係建構經驗,關係管理研究,3,25 – 48。林素綉(2012),從顧客知覺關係利益觀點探討壽險業顧客關係加強努力對關係結果之影響,管理學報,29(3),207-228。范淑敏、周志龍(2009),中國高新區域的政治鑲嵌:以長三角半導體為例,臺灣社會研究,73,77-118。祝道松、洪晨桓(2009),關係(Guanxi)與消費者購前知覺風險:主觀專業知識之調節效果,臺大管理論叢,19(2 ),197-232。張文賢、藍美英、黃玟儀(2012),初探銷售員人際接觸後之主觀感受—人際接觸日誌法之應用,中州管理與人文科學叢刊,2(1),115-131。陳介玄、高承恕(1991),台灣企業運作的社會秩序-人情關係與法律,東海社會科學學報,10,219-231。陳光偉,陳嵩(2006),銷售人員目標取向的成因及對績效之影響,管理學報,23(3),385-407。費孝通(1948),鄉土中國,上海:觀察社。
黃光國(1988),中國人的權力遊戲,台北:巨流圖書公司。
黃庭鍾、池文海、關國宏 (2009),台灣壽險業銷售人員特質與行為對銷售績效影響之研究,美和學報,28(2),69-90。
楊中芳(2000),人際關係與人際情感的構念化,本土心理學研究,12,105-179。楊宜音(2000),自己人:一項有關中國人關係分類的個案研究,本土心理學研究,6,277-316。楊國樞(1993),中國人的社會取向:社會互動的觀點,見楊國樞、余安邦(主編):中國人的心理與社會行為-理念及方法篇,台北:桂冠圖書公司。
潘偉華、翁正忞(2008),華人關係的影響因素-大陸台商的實證研究,商管科技季刊,9(4),597-628。第二部分 英文文獻
Ahearne, M., Gruen, T. W., & Jarvis, C. (1999). If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance. International Journal of Research in Marketing, 16(4), 269-284.
Ahearne, M., Gruen, T. W., & Jarvis, C. (1999). If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance. International Journal of Research in Marketing, 16(4), 269-284.
Bagozzi, R. P. (2006). The role of social and self-conscious emotions in the regulation of business-to-business relationships in salesperson-customer interactions. Journal of Business & Industrial Marketing, 21(7), 453-456.
Brown, J. R., Lusch, R. F., & Muehling, D. D. (1983). Conflict and Power-Dependence Relations in Retailer-Supplier Channels. Journal of Retailing, 59(4), 53.
Chakrabarty, S., Brown, G., & Widing, R. E. (2010). The Effects of Perceived Customer Dependence on Salesperson Influence Strategies. Journal of Personal Selling & Sales Management, 30(4), 327-342.
Chen, M.(1995). Asian management system: Chinese, Japanese and Korean style of business. London: Routledge.
Chu, P., Chang, K., & Huang, H. (2012). How to increase supplier flexibility through social mechanisms and influence strategies? Journal of Business & Industrial Marketing, 27(2), 115-131.
Claycomb, C., & Frankwick, G. L. (2010). Buyers' perspectives of buyer–seller relationship development. Industrial Marketing Management, 39(2), 252-263.
Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35.
Frazier, G. L., & Rody, R. C. (1991). The use of influence strategies in interfirm relationships in industrial product channels. Journal of Marketing, 55(1), 52.
Frazier, G. L., & Summers, J. O. (1984). Interfirm Influence Strategies and Their Applications within Distribution Channels. Journal of Marketing, 48(3), 43-55.
Geiger, S., & Turley, D. (2005). Socializing behaviors in business-to-business selling: an exploratory study from the Republic of Ireland. Industrial Marketing Management, 34(3), 263-273.
Geyskens, I., Steenkamp, J. M., & Kumar, N. (1999). A Meta-Analysis of Satisfaction in Marketing Channel Relationships. Journal of Marketing Research (JMR), 36(2), 223-238.
Goldstein, N. J., Martin, S. J. and Cialdini, R. B. (2009). Yes!: 50 Scientifically Proven Ways to Be Persuasive, Free Press.
Harris Jr., C. E., & Spiro, R. L. (1981). Training Implications of Salesperson Influence Strategy. Journal of Personal Selling & Sales Management, 1(2), 10.
Knapp, M.L. (1984). Interpersonal Communication and Human Relationships. Boston, MA: Allyn & Bacon.
Kohli, A. K., & Zaltman, G. (1988). Measuring Multiple Buying Influences. Industrial Marketing Management, 17(3), 197-204.
Lai, C. (2007). The effects of influence strategies on dealer satisfaction and performance in Taiwan's motor industry. Industrial Marketing Management, 36(4), 518-527.
Lai, C. (2009). The use of influence strategies in interdependent relationship: The moderating role of shared norms and values. Industrial Marketing Management, 38(4), 426-432.
Lian, P. S., & Laing, A. W. (2007). Relationships in the purchasing of business to business professional services: The role of personal relationships. Industrial Marketing Management, 36(6), 709-718.
McFarland, R., Challagalla, G., & Shervani, T. (2006). Influence Tactics for Effective Adaptive Selling. Journal of Marketing, 70(4), 103-117.
Nunnally J. C., (1978), “Psychometric Theory”. New York: McGraw-Hill.
Preis, M. W. (2003). The Impact of Interpersonal Satisfaction on Repurchase Decisions. Journal of Supply Chain Management, 39(3), 30-38.
Schutz, W. C. (1966). The interpersonal underworld. Palo Alto, CA: Science & Behavior Books
Spiro, R. L., & Perreault Jr., W. D. (1979). Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants. Journal of Business, 52(3), 435-455.
Strutton, D., & Pelton, L. E. (1996). Shall We Gather in the Garden. Industrial Marketing Management, 25(2), 151-162.
Wong, Y.H.(1998), “An integrated relationship(guanxi) marketing model in China”, Journal of Professional Services Marketing, 18(1):25-48.
Yukl, G., & Tracey, J. (1992). Consequences of Influence Tactics Used With Subordinates, Peers, and the Boss. Journal of Applied Psychology, 77(4), 525-535.