| 销售拜访失败的归因与行为意图研究 |
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| 引用本文： | 张建东.销售拜访失败的归因与行为意图研究[J].经济管理,2009(2). |
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| 作者姓名： | 张建东 |
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| 作者单位： | 上海对外贸易学院工商管理学院; |
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| 基金项目： | 上海市教育委员会重点学科建设项目资助(J51202) |
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| 摘 要： | 本研究的数据源于8家保险公司的152位个人寿险销售员,研究设计避免或尽量减小了同源数据偏差的影响。研究发现,失败的能力归因会使销售人员有意改变策略,失败的策略归因会使销售人员有意寻求协助。
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| 关 键 词： | 销售拜访失败 归因 行为意图 |
Unsuccessful Sales Calls Attributions and Behavioral Intentions |
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| ZHANG Jian-dong.Unsuccessful Sales Calls Attributions and Behavioral Intentions[J].Economic Management,2009(2). |
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| Authors: | ZHANG Jian-dong |
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| Institution: | Management School;Shanghai Institute of Foreign Trade;Shanghai;201600;China |
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| Abstract: | The data was collected from 152 individual life salespersons of eight insurance companies. The potential impact of common method bias was avoided or reduced to some extent at least by research design.Key research findings were that attribution of unsuccessful sales call to ability is related with salespersons behavioral intentions of changing tactics,and tactics attribution is related with seeking assistance. Key findings shed new light on main sales management functions including sales organization and tra... |
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| Keywords: | unsuccessful sales calls attributions behavioral intentions |
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