영업사원의 개별특성, 판매행동양식, 영업성과에 관한 구조적 모형 = 기존 모형의 확장

참고문헌 (Reference)

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2 유필화, "판매원의 고객지향지수 개발 및 판매원성과와의 상관관계 분석" 7 (7): 59-85, 1996

3 서문식, "판매원의 감정부조화와 감정적 고갈이 고객지향성 및 고객의 서비스품질 평가에 미치는 영향" 한국마케팅학회 17 (17): 47-75, 2002

4 유필화, "판매원의 가격결정권한이 기업이익에 미치는 영향과 전략적 활용" 29 (29): 827-853, 2000

5 유창조, "영업성과가 우수한 사원과 낮은 사원의 성과차이에 대한 심층분석" 8 (8): 63-91, 2006

6 이학식, "산업재 판매요원에 대한 통제유형 반응 및 직무결과의 구조적 관계" 15 (15): 51-83, 2000

7 박경애, "백화점 판매원의 목표지향성과 성과에 미치는 판매관리자의 영향: 패션제품 판매원을 중심으로" 24 : 116-127, 2000

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35 Sujan, Harish, "Knowledge Structure Differences Between More Effective and Less Effective Salespeople" 5 : 81-86, 1988

36 Sujan, Harish, "Increasing Sales Productivity by Getting Salespeople to Work Smarter" 9-19, 1990

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