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      판매원의 성격과 지각된 고객관계가 판매성과에 미치는 영향 = The Effect of Salesperson`s Personality and Perceived Customer Relationship on Sales Performance

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      https://www.riss.kr/link?id=A75129768

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      참고문헌 (Reference)

      1 Hogan, "″ in Handbook of Industrial and Organizational Psychology 1" 1991

      2 Bitner, "″ Journal of Marketing" 95-106, 1993

      3 Reilly, "“Validity and Fairness of Some Alternative Employee Selection Procedures" 1-62, 1982

      4 Nickels, "“The Nature of Biodata ″ in Biodata Handbook" Consulting Psychologist Press 1994

      5 Baron, "“The Moderator-Mediator Variable Distinction in Social Psychological Research ″ Journal of Personality and So- cial Psychology" 1173-82, 1986

      6 Goldberg, "“The Development of Markers for the Big-five Factor Struc- ture" 26-42, 1992

      7 Churchill, "“The Determinants of Salesperson Performance ″ Journal of Marketing Research" 103-18, 1985

      8 Cattell, "“The Description of Personality Basic Traits Resolved into Clusters ″ Journal of Abnormal and Social Psychology" 69-90, 1943

      9 Morgan, "“The Commitment-Trust Theory of Relationship Marketing ″ Journal of Mar- keting" 20-38, 1994

      10 Bagozzi, "“Salesforce Per- formance and Satisfaction as a Function of Individual Difference ″ Journal of Marketing Research" 517-31, 1978

      1 Hogan, "″ in Handbook of Industrial and Organizational Psychology 1" 1991

      2 Bitner, "″ Journal of Marketing" 95-106, 1993

      3 Reilly, "“Validity and Fairness of Some Alternative Employee Selection Procedures" 1-62, 1982

      4 Nickels, "“The Nature of Biodata ″ in Biodata Handbook" Consulting Psychologist Press 1994

      5 Baron, "“The Moderator-Mediator Variable Distinction in Social Psychological Research ″ Journal of Personality and So- cial Psychology" 1173-82, 1986

      6 Goldberg, "“The Development of Markers for the Big-five Factor Struc- ture" 26-42, 1992

      7 Churchill, "“The Determinants of Salesperson Performance ″ Journal of Marketing Research" 103-18, 1985

      8 Cattell, "“The Description of Personality Basic Traits Resolved into Clusters ″ Journal of Abnormal and Social Psychology" 69-90, 1943

      9 Morgan, "“The Commitment-Trust Theory of Relationship Marketing ″ Journal of Mar- keting" 20-38, 1994

      10 Bagozzi, "“Salesforce Per- formance and Satisfaction as a Function of Individual Difference ″ Journal of Marketing Research" 517-31, 1978

      11 Lee, "“Relationship of Type A Behavior Pattern Self-Efficacy Perceptions on Sales Per- formance ″ Journal of Organizational Behavior" 75-81, 1989

      12 Crosby, "“Relationship Quality in Services Selling ″ Journal of Marketing" 68-81, 1990

      13 Christian, "“Relationship Ap- proach to Marketing in Service Context ″ Journal of Business Research" 3-11, 1990

      14 Campion, "“Interdisciplinary Examination of the Costs and Benefits Enlarged Jobs ″ Journal of Applied Psychology" 1991186-98

      15 Valarie A, "“How Consumer Evaluation Processes Differ Between Goods and Service ″ in Marketing of Services" 1981186-90

      16 Fornell, "“Evaluation Structural Equation Models with Unobservable Variables and Measure- ment Error ″ Journal of Marketing Research" 39-50, 1981

      17 April, "“Determinants of Long-Term Orientation in Buyer-Seller Relationships ″ Journal of Marketing" 1-19, 1994

      18 Brown, "“Antecedents and Consequences of Salesperson Job Satisfaction Meta-Analysis and Assessment of Causal Effects ″ Journal of Marketing Research" 63-77, 1993

      19 Browne, "“Alternative Ways of Assessing Model Fit ″ in Testing Structural Models" 1993

      20 Jones, "and Newcomers’ Adjustments to Organizations ″ Academy of Management Journal" 262-79, 1986

      21 Thoms, Peg, "The Relationship between Self-Efficacy for Participating in Self- Managed Work Groups and the Big Five Personality Dimensions" 17 : 349-362, 1996

      22 Harrison, Allison W, "Testing the Self- Efficacy-Performance Linkage of Social- Cognitive Theory" 137 (137): 79-87, 1997

      23 MacKenzie, Scott B, "Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance" 62 : 87-98, 1998.July

      24 Bandura, "Social Foundations of Thought and Action" Prentice-Hall 1986

      25 Wood, "Social Cognitive Theory of Organizational Management Academy of Management Review" 361-84, 1989

      26 Bandura, Albert, "Self-efficacy: The Exercise of Control" New York: Freeman 1997

      27 Abel, Millicent H, "Self-Esteem: Mod- erator or Mediator between Perceived Stress and Expectancy of Success?" 79 : 635-641, 1996

      28 Gardner, Donald G, "Self-Esteem and Self-Efficacy Within the Organizational Context" 23 (23): 48-70, 1998

      29 Stajkovic, Alexander D, "Self-Efficacy and Work-Related Performance: A Meta-Analysis" 124 (124): 240-261, 1998

      30 Sheth, Jagdish N, "Relationship Marketing in Consumer Markets: Antecedents and Consequences" 23 (23): 255-271, 1995

      31 Peterson, Robert A, "Relationship Marketing and the Consumer" 23 (23): 278-81, 1995

      32 Gr?nroos, Christian, "Relationship Mar- keting: Strategic and Tactical Implications" 34 (34): 5-14, 1996

      33 Berry, Leonard L, "Relationship Mar- keting of Services ? Growing Interest, Em- erging Perspectives" 23 (23): 236-245, 1995

      34 Gruen, Thomas W, "Relationship Mar- keting Activities, Commitment, and Mem- bership Behaviors in Professional Associ- ations" 64 : 34-49, 2000.July

      35 Bagozzi, Richard P, "Reflections on Relationship Marketing in Consumer Mar- kets" 23 (23): 272-277, 1995

      36 Frederick F, "Quality Comes to Services" 105-11, 1990

      37 Hurtz, Gregory M, "Personality and Job Performance: The Big Five Revisited" 85 (85): 869-879, 2000

      38 McManus, Margaret A, "Personality Measures and Biodata: Evidence Regarding Their Incremental Predictive Value in the Life Insurance Industry" 52 : 137-148, 1999

      39 Stewart, Greg L, "Personality Dimensions and Domains of Service Performance: A Field Investi- gation" 9 (9): 365-378, 1995

      40 Bommer, William H, "On the Inter- changeability of Objective and Subjective Measures of Employee Performance: A Meta-Analysis" 48 (48): 587-605, 1995

      41 Tett, Robert P, "Meta-Analysis of Personality-Job Perfor- mance Relations: A Reply to Ones, Mount, Barrick, and Hunter" 47 : 157-72, 1994

      42 Ransey, Rosemary P, "Listening to Your Customers: The Impact of Perceived Salesperson Listening Behavior on Relatioship Outcomes" 24 (24): 127-137, 1997

      43 Peppers, Don, "Is Your Company Ready for One- to-One Marketing?" 151-160, 1999.Jan/Feb

      44 Beckett Camarata, "Integrating Internal and External Customer Relationship through Relationship Mana- gement: A Strategic Response to a Chan- ging Global Environment" 41 : 71-81, 1998

      45 VanYperen, Nico W, "Informational Support, Equity and Burnout: The Moder- ating effect of Self-Efficacy" 71 : 29-33, 1998

      46 Mount, Michael K, "Incremental Validity of Empirically Keyed Biodata Scales Over GMA and The Five Factor Personality Constructs" 53 : 299-323, 2000

      47 Boles, James S, "How Salespeople Build Quality Relationships: A Replication and Extension" 48 : 75-81, 2000

      48 Mount, Michael K, "Five-Factor Model of Personality and Performance in Jobs involving Inter- personal Interac" 11 : 145-165, 1998

      49 Mount, Michael K, "Five Reasons Why the ‘Big Five’ Article Has Been Frequently Cited" 51 : 849-857, 1998

      50 Jex, Steve M, "Efficacy Beliefs as a Moderator of the Impact of Work-Related Stressors: A Multilevel Study" 84 (84): 349-361, 1999

      51 Bove, Liliana L, "Customer Relationship with Service Personnel: Do We Measure Closeness, Quality or Strength?" 54 : 189-197, 2001

      52 Swan, John E, "Customer Identities: Customers as Com- mercial Friends, Customer Coworkers or Business Acquaintances" 16 (16): 29-37, 2001

      53 Barnes, James G, "Closeness, Strength, and Satisfaction: Examining the Nature of Relationships between Providers of Financial Services and Their Retail Customers" 14 (14): 765-790, 1997

      54 Smith, J. Brock, "Buyer-Seller Rela- tionships: Similarity, Relationship, Manage- ment, and Quality" 15 (15): 3-21, 1998

      55 Gist, "A Theoretical Analysis of Its Determinants and Malleability ″ Academy of Management Review" 1992183-211

      56 Vinchur, Andrew J, "A Meta-Analytic Review of Pre- dictors of Job Performance for Salespeople,″ Journal of applied Psychology" 83 (83): 586-597, 1998

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      학술지 이력

      학술지 이력
      연월일 이력구분 이력상세 등재구분
      2026 평가예정 재인증평가 신청대상 (재인증)
      2020-01-01 평가 등재학술지 유지 (재인증) KCI등재
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      2013-01-01 평가 등재학술지 유지 (등재유지) KCI등재
      2010-01-01 평가 등재학술지 유지 (등재유지) KCI등재
      2008-01-01 평가 등재학술지 유지 (등재유지) KCI등재
      2006-01-01 평가 등재학술지 유지 (등재유지) KCI등재
      2004-01-01 평가 등재학술지 유지 (등재유지) KCI등재
      2001-07-01 평가 등재학술지 선정 (등재후보2차) KCI등재
      1999-01-01 평가 등재후보학술지 선정 (신규평가) KCI등재후보
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      학술지 인용정보

      학술지 인용정보
      기준연도 WOS-KCI 통합IF(2년) KCIF(2년) KCIF(3년)
      2016 1.48 1.48 1.67
      KCIF(4년) KCIF(5년) 중심성지수(3년) 즉시성지수
      1.7 1.88 2.351 0.15
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