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E88104
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人格特質五因素與銷售績效之關係:以壽險業為例
Relations between Five Factors of Personality and Sales Performance: Life Insurance as an Example
1.黃仁宏
1.Jen-hung Huang
1.國立交通大學管理科學系
1.Department of Management Science, National Chiao Tung University
001,002,003,004
1.國立交通大學管理科學系
1.Department of Management Science, National Chiao Tung University
002
1.行政院國家科學委員會
1.National Science Council
A.14 計畫執行期間(起):1998-08-01
A.14 計畫執行期間(訖):1999-07-31
1999-01-011999-03-31
A.16 收到日期:1999-10-13
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某壽險公司在台北市所有營業分處登錄之業務員

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C.2 聯絡日期:1999-10-13
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1.國立交通大學管理科學系
1.Department of Management Science, National Chiao Tung University
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C.7 資料公開日期:2001-08-01
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008
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1.人格
2.人格五因素
3.壽險業
4.銷售績效
5.績效
1.Five Factors
2.Life Insurance
3.Performance
4.Personality
5.Big Five
6.Sales Performance
本研究運用Costa & McCrae(1992)所發展之人格五因素量表,針對保險業務員施測,探討業務員銷售績效與其人格特質之關係。問卷共發出320份,回收合計得有效問卷 214份。研究結果顯示,業務員的客觀銷售績效與其人格特質中的嚴謹性(Conscientiousness)呈現顯著正相關(p<0.01),而 與另外其它四個人格因素無顯著關係。就人格次維度(細刻面)而言,主見(Assertiveness)、活躍力(Activity)、情感 (Feelings)、勝任能力(Competence)、忠實(Dutifulness)、成就驅力(Achievement Striving)、自律(Self-Discipline)與銷售績效呈現顯著正相關;脆弱(Vulnerability)、謹慎(Modesty)則 與銷售績效呈現顯著負相關。

Using NEO personality inventory (NEO PI-R) developed by Costa & McCrae (1992), the purpose of this article was to investigate the relations between five factors of personality of salespeople and their sales performance in a life insurance company. There were totally 214 valid samples received among 320 respondents. The result shows positive significant relation between Conscientiousness and objective sales performance(p<0.01). The other four personality factors did not show significant evidence. Sub-dimensions(facets) of personality construct include Assertiveness, Activity, Feelings, Competence, Dutifulness, Achievement Striving, Self-Discipline exhibit positive correlation with sales performance, and Vulnerability, Modesty show negative correlation with sales performance on the other hand.

D.16 完成檢誤日期:2001-08-29
D.17 預定釋出日期:2001-11-09
D.18 初次釋出日期:2001-11-09
D.19_1 最新版釋出日期:2001-11-09
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10.6141/TW-SRDA-E88104-1
https://efenci.srda.sinica.edu.tw/webview/index.jsp?object=https://efenci.srda.sinica.edu.tw:80/obj/fStudy/E88104
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