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
| Identifer | oai:union.ndltd.org:cuhk.edu.hk/oai:cuhk-dr:cuhk_321616 |
| Date | January 1996 |
| Contributors | Kwok, Yiu Keung., Chinese University of Hong Kong Graduate School. Division of Business Administration. |
| Publisher | Chinese University of Hong Kong |
| Source Sets | The Chinese University of Hong Kong |
| Language | English |
| Detected Language | English |
| Type | Text, bibliography |
| Format | print, vii, 109 leaves : ill. ; 30 cm. |
| Rights | Use 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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