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。

與過去相比，年輕世代在優渥的環境中成長，使社會大眾對他們產生抗壓性不足的刻板印象。近年來隨著全球化的發展，人們在工作中面對的競爭將更加激烈。為了能脫穎而出，對於年輕族群而言找出持續投入工作的關鍵因素便顯得相當重要。本研究採取心理傳記學法，針對2007年商業周刊壽險業務員金獎得主黃志明的生命經驗作深度的檢視與詮釋，企圖找出能在高挑戰的工作環境中持續投入的關鍵因素。研究結果發現，促使黃志明樂在工作的關鍵因素為自豪。自豪激發了黃志明的高成就動機，也使他堅守父親所教導的誠信與勤奮處世原則，幫助他在遇到挫折時能夠抱持正向的態度，不斷地目標邁進。黃志明的自豪來自對家庭的重視與對家人的愛，希望工作有所成就使父母與家人以自己為榮，也因此盡到照顧家人的責任，進而對自己感到自豪，促進持續投入工作的行為。黃志明的行為受到華人文化中重視家庭觀念的深度影響，為了成就家庭才積極地追求成功而非單純地追求主流價值觀認可。本研究結果突顯進行心理學研究時，應將不同文化背景納入考量的必要性，據以發展合適的本土心理學理論，並對於學術研究有所貢獻。本文最後提出研究者對於研究的自我省思以及對於未來相關研究的建議。 / In comparison with the old one, new generation is grown up in an rich environment, that is why people always think young people can barely overcome frustration. However, with globalization, it is getting more and more important for young people to discover how to work hard over a long period of time in such a competitive work environment. The present study take psychobiography as method, and take the winner of insurance golden trophy salesman held by Business Week in 2007, Alex Huang, as study subject, try to find out the key factor for working persistently in a competitive environment. According to the study result, the key factor for Alex Huang working persistently is pride. Pride could induce high motivation in pursuing success and make him obey the rule given by his father. Pride even could help him face frustration positively and keep on working hard. The pride of Alex Huang comes from his love to family. He wants his family to be proud of his achievement so as to take care of his family. After attending his goals he would work harder through the pride. The behavior of Alex Huang was deeply affected by Chinese culture, he devote himself to pursuing success for his family but not just attain recognized accomplishment. The present study reveals the necessity to develop local psychology theory to contribute to academic study. In the last chapter, suggestions for future academic study and reflection of researcher are proposed.