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    政大機構典藏 > 商學院 > 企業管理學系 > 學位論文 >  Item 140.119/85792
    Please use this identifier to cite or link to this item: http://nccur.lib.nccu.edu.tw/handle/140.119/85792


    Title: 自我監控程度對銷售溝通之影響─自顧客、銷售人員與銷售主管三方角度剖析
    Authors: 孫國寧
    Contributors: 別蓮蒂
    孫國寧
    Keywords: 人格特質
    自我監控
    性別
    銷售溝通
    溝通效果
    Date: 1998
    Issue Date: 2016-04-20 16:57:16 (UTC+8)
    Abstract: 不動產及汽車這類高價格產品的銷售型態,不同於一般的商品。在高單價、高度涉入的產品交易中,銷售人員對有效性交易應具有決定性的因素。銷售員與消費者進行溝通、談判時有一定的技巧、節奏及運作模式,但在這些專業運作模式之外,銷售人員及顧客的某些人格特質、性別,亦對溝通效果具有相當程度的影響性。本研究主要是在探討何種自我監控程度的銷售員之工作表現較佳;銷售人員與消費者雙方自我監控程度與銷售的關係,是否雙方的自我監控程度會影響互動過程及滿意度;同時,消費者與銷售員的性別是否也與雙方自我監控程度的影響有關。同時,由管理者評估銷售人員的平日表現,來探討銷售員之性別與自我監控程度與其長期工作表現間的關係。
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    Description: 碩士
    國立政治大學
    企業管理學系
    86355059
    Source URI: http://thesis.lib.nccu.edu.tw/record/#B2002000835
    Data Type: thesis
    Appears in Collections:[企業管理學系] 學位論文

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