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.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0905112-203801 |
| Date | 05 September 2012 |
| Creators | Lu, Han-Ling |
| Contributors | Chin-kang Jen, Jen-Jsung Huang, I-Heng Chen |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0905112-203801 |
| Rights | user_define, Copyright information available at source archive |
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