The Empirical Study on the Influences of Channel Patterns and Personality Characteristics On Marketing Performance
碩士 === 中國文化大學 === 國際企業管理研究所 === 88 === Usually when we discuss about the selection of channel patterns, we analyze at the production perspective, and use the transaction cost theory to analyze the factors of channel selections. But is it really can classify the factors of channel selections through...
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ndltd-TW-088PCCU03210242016-01-29T04:18:56Z http://ndltd.ncl.edu.tw/handle/86271465989523393283 The Empirical Study on the Influences of Channel Patterns and Personality Characteristics On Marketing Performance 通路型態與銷售人員特質對行銷工作績效影響之實證研究 Shih-Che Sun 孫士哲 碩士 中國文化大學 國際企業管理研究所 88 Usually when we discuss about the selection of channel patterns, we analyze at the production perspective, and use the transaction cost theory to analyze the factors of channel selections. But is it really can classify the factors of channel selections through the production perspective? In order to search will salesmen’s personality characteris-tics influence the marketing performance at different channel patterns, therefore I hope this research can be start with the marketing perspective and salesmen’s personality characteristics. Through this research to understand will salesmen gain better marketing perfor-mance after manufactures chose different channel patterns? Which channel will be bet-ter? What is the difference between direct selling and distributor systems? When under the direct selling system, research shows the salesmen who have higher degrees of internalization and inner-directedness, will have better satisfactions and work involvement than the salesmen who work under the distributor system. Therefore, the result suggests in order to let salesmen have more satisfactions and work involvement, when administrators perform direct selling system, they should con-sider to hire the salesmen who has higher degrees of internalization and inner-directedness. As on the other side, when the administrators perform distributor system, they should hire the sales person who has higher degree of internalization. Lichung Jen 仁立中 2000 學位論文 ; thesis 125 zh-TW |
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碩士 === 中國文化大學 === 國際企業管理研究所 === 88 === Usually when we discuss about the selection of channel patterns, we analyze at the production perspective, and use the transaction cost theory to analyze the factors of channel selections. But is it really can classify the factors of channel selections through the production perspective? In order to search will salesmen’s personality characteris-tics influence the marketing performance at different channel patterns, therefore I hope this research can be start with the marketing perspective and salesmen’s personality characteristics.
Through this research to understand will salesmen gain better marketing perfor-mance after manufactures chose different channel patterns? Which channel will be bet-ter? What is the difference between direct selling and distributor systems?
When under the direct selling system, research shows the salesmen who have higher degrees of internalization and inner-directedness, will have better satisfactions and work involvement than the salesmen who work under the distributor system.
Therefore, the result suggests in order to let salesmen have more satisfactions and work involvement, when administrators perform direct selling system, they should con-sider to hire the salesmen who has higher degrees of internalization and inner-directedness. As on the other side, when the administrators perform distributor system, they should hire the sales person who has higher degree of internalization.
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author2 |
Lichung Jen |
author_facet |
Lichung Jen Shih-Che Sun 孫士哲 |
author |
Shih-Che Sun 孫士哲 |
spellingShingle |
Shih-Che Sun 孫士哲 The Empirical Study on the Influences of Channel Patterns and Personality Characteristics On Marketing Performance |
author_sort |
Shih-Che Sun |
title |
The Empirical Study on the Influences of Channel Patterns and Personality Characteristics On Marketing Performance |
title_short |
The Empirical Study on the Influences of Channel Patterns and Personality Characteristics On Marketing Performance |
title_full |
The Empirical Study on the Influences of Channel Patterns and Personality Characteristics On Marketing Performance |
title_fullStr |
The Empirical Study on the Influences of Channel Patterns and Personality Characteristics On Marketing Performance |
title_full_unstemmed |
The Empirical Study on the Influences of Channel Patterns and Personality Characteristics On Marketing Performance |
title_sort |
empirical study on the influences of channel patterns and personality characteristics on marketing performance |
publishDate |
2000 |
url |
http://ndltd.ncl.edu.tw/handle/86271465989523393283 |
work_keys_str_mv |
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