Title page for etd-0905112-203801


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URN etd-0905112-203801
Author Han-Ling Lu
Author's Email Address No Public.
Statistics This thesis had been viewed 5342 times. Download 357 times.
Department Human Resource Management
Year 2011
Semester 2
Degree Master
Type of Document
Language zh-TW.Big5 Chinese
Title The effect of personality of woman personal products sales force on job performance
-The mediating role of adaptive selling behavior
Date of Defense 2012-07-20
Page Count 86
Keyword
  • Job Performance
  • Personality
  • Sales Force
  • Adaptive Selling Behavior
  • Woman Personal Products
  • Abstract Title: The effect of personality of woman personal products sales force on job performance-The mediating role of adaptive selling behavior
    Student: Han-Lin Lu
    Advisor: Dr. I-Heng Chen
    For sales-oriented firms, sales force is the key factor in organization to be sustainable, so how to manage sales force effectively and incentive them to improve their performance is the important topic. This study focused on sales force personality relation between job performance. Secondly, understanding the adaptive selling behavior impact on their personality and job performance.
    This study survey the famous underwear company sales force, process descriptive statistical analysis, reliability analysis, ANOVA analysis and regression analysis for data analysis, by the above analysis, this study obtained the following conclusions:
    1. Playfulness has positive influence on adaptive selling behavior, but doesn’t have significant relationship between job performance.
    2. Big five doesn’t have significant relationship either between job performance, or on adaptive selling behavior.
    3. Personality has significant positive influence on adaptive selling behavior, that shows personality has the impact on job performance through the behavior.
    4. Adaptive selling behavior has significant positive influence on job performance. It means when sales force has more adaptive selling behaviors helps improve job performance.
    Advisory Committee
  • Jen-Jsung Huang - chair
  • Chin-kang Jen - co-chair
  • I-Heng Chen - advisor
  • Files
  • etd-0905112-203801.pdf
  • Indicate in-campus at 5 year and off-campus access at 5 year.
    Date of Submission 2012-09-05

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