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Antecedents and consequences of salesperson's sales performance.

by Kwok Yiu Keung. / Thesis (M.Phil.)--Chinese University of Hong Kong, 1996. / Includes bibliographical references (leaves 102-109). / ACKNOWLEDGMENTS --- p.i / ABSTRACT --- p.iii / LISTS OF FIGURES --- p.vii / LISTS OF TABLES --- p.viii / Chapter Chapter 1: --- INTRODUCTION --- p.1 / Chapter Chapter 2: --- LITERATURE REVIEW --- p.3 / Need for and Relevance of Research on Proposed Topic --- p.3 / Significance of this Research --- p.3 / Different Views of Sales Performance --- p.4 / Situation Approach --- p.5 / Attitudinal Approach --- p.6 / Modeled Instruction Approach --- p.7 / Antecedents and Consequences of Salesperson's Sales Performance --- p.8 / Antecedents of Sales Performance --- p.9 / Consequences of Sales Performance --- p.13 / Antecedents and Consequences of Sales Performance --- p.23 / Summary --- p.26 / Chapter Chapter 3: --- THE PROPOSED MODEL AND RESEARCH HYPOTHESES --- p.27 / A Model of Sales Performance of Salesperson --- p.27 / Conceptualization and Hypotheses --- p.30 / Summary --- p.38 / Chapter Chapter 4: --- RESEARCH METHODOLOGY --- p.39 / Measurement Scales --- p.39 / Data Collection --- p.41 / Reliability --- p.43 / Analysis of the Model --- p.45 / Structural Equation Modeling --- p.45 / The Measurement Model --- p.45 / Model Notations --- p.49 / Summary --- p.50 / Chapter Chapter 5: --- RESULTS FROM THE ANALYSIS --- p.51 / Scale Analysis --- p.51 / Reliability --- p.56 / Structural Equation Modeling --- p.57 / Full Model Evaluation --- p.57 / Reduced Model Evaluation --- p.59 / Summary --- p.65 / Chapter Chapter 6: --- DISCUSSION AND CONCLUSION --- p.66 / Major Findings --- p.66 / Sales Performance and Its Antecedents --- p.66 / Sales Performance and Its Consequences --- p.68 / Contributions of the Research --- p.69 / Conceptual Contribution --- p.69 / Managerial Contribution --- p.69 / Limitations --- p.75 / Directions for Future Research --- p.75 / Extension of the Conceptual Model --- p.75 / Sample Quality --- p.76 / Methodology and Measurement --- p.77 / APPENDIX 1: Cross Cultural Translation --- p.78 / APPENDIX 2: English and Chinese Versions of Questionnaire --- p.86 / APPENDIX 3: Companies Participated in the Survey --- p.100 / APPENDIX 4: Description of Sample --- p.101 / REFERENCES --- p.102

Identiferoai:union.ndltd.org:cuhk.edu.hk/oai:cuhk-dr:cuhk_321616
Date January 1996
ContributorsKwok, Yiu Keung., Chinese University of Hong Kong Graduate School. Division of Business Administration.
PublisherChinese University of Hong Kong
Source SetsThe Chinese University of Hong Kong
LanguageEnglish
Detected LanguageEnglish
TypeText, bibliography
Formatprint, vii, 109 leaves : ill. ; 30 cm.
RightsUse of this resource is governed by the terms and conditions of the Creative Commons “Attribution-NonCommercial-NoDerivatives 4.0 International” License (http://creativecommons.org/licenses/by-nc-nd/4.0/)

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