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    政大機構典藏 > 理學院 > 心理學系 > 學位論文 >  Item 140.119/59692
    Please use this identifier to cite or link to this item: https://nccur.lib.nccu.edu.tw/handle/140.119/59692


    Title: 關係經營之道:傑出業務員的生命故事
    The way of relationship management:The life story of the excellent Salesperson
    Authors: 許正俊
    Contributors: 鍾昆原
    許正俊
    Keywords: 業務員
    關係經營
    生命故事
    心理傳記
    Date: 2009
    Issue Date: 2013-09-03 13:24:17 (UTC+8)
    Abstract: 本研究探討傑出業務員「黃志明」的生命故事,研究方法採用心理傳記法,蒐集文本資料及訪談口述資料,以進行整理、分析、歸納,旨在從中發現黃志明成功累積客戶,締造卓越成績的關鍵原因。
    本研究歸納出黃志明成功的原因在於家庭教育與傳統農業文化影響,讓他非常看重與顧客間關係的長遠發展,因此他才如此遵守誠信原則、盡心為顧客付出、累積專業知識、以及把顧客當朋友般對待,目的是為了和顧客維繫關係。同時本研究還發現,黃志明非將關係經營看成單方面自己的付出,而是自己和顧客一起為了關係維繫來共同努力,而使其能減輕許多因面對客戶而來的挫敗感,並以誠實且不卑不亢的態度幫助客戶,同時藉此為自己事業締造卓越成績。
    本研究分別就西方關係行銷和華人學者(彭泗清、楊中芳、黃光國)的關係理論來和黃志明對關係的看法及與顧客的相處模式做一對照。除了用理論解釋黃志明行為,也會對這些理論的契合性有一些討論,並試圖提出符合黃志明行為的一套關係經營模式。最後有一些啟發學習與後續研究建議。
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    Description: 碩士
    國立政治大學
    心理學研究所
    94752015
    98
    Source URI: http://thesis.lib.nccu.edu.tw/record/#G0094752015
    Data Type: thesis
    Appears in Collections:[心理學系] 學位論文

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