競爭心理氣氛對倫理銷售行為之研究 -以道德成熟度、金錢倫理觀為干擾變數

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Title:	競爭心理氣氛對倫理銷售行為之研究 -以道德成熟度、金錢倫理觀為干擾變數 The Effect of Competitive Psychological Climate on Salespeople Ethics Behavior : Moral Maturity, Money Ethics as Moderators
Authors:	陳溎謐
Contributors:	國際企業管理學系碩士在職專班
Keywords:	競爭心理氣氛倫理銷售行為道德成熟度金錢倫理觀 competitive psychological ethical sales behavior ethical maturity money ethics
Date:	2020
Issue Date:	2020-08-04 12:40:06 (UTC+8)
Abstract:	銷售服務人員是賣方中先與顧客接觸的第一陣線，此時，若銷售人員能有效展現倫理銷售行為，便可以影響顧客的滿意度，建立起與顧客的長期關係。因此，本研究的研究目的為：1.檢視競爭心理氣氛與倫理銷售行為之關係。2.以道德成熟度為競爭心理氣氛與倫理銷售行為的干擾變項。3.以金錢倫理觀為競爭心理氣氛與倫理銷售行為的干擾變項。研究結果顯示:1. 競爭心理氣氛與倫理銷售行為間呈現負向關係。2. 道德成熟度對競爭心理氣氛與倫理銷售行為之間不存在干擾效果。3. 金錢倫理觀對競爭心理氣氛與倫理銷售行為之間存在干擾效果。 The performance of its employees will directly affect the customer's perception of the company or brand, and even affect the company or brand. Brand survival. In the face of a rapidly changing business environment, sales service personnel are the first frontline of the seller's contact with customers. At this time, if the sales personnel can effectively demonstrate ethical sales behavior, they can affect cus-tomer satisfaction and establish relationships with customers. The long-term rela-tionship can further improve the company's sales performance. Therefore, the re-search objectives of this study are: 1. To examine the competitive psychological atmosphere and ethics manage the relationship of sales behavior. 2. Take moral maturity as the competitive psychological atmosphere and ethics Interference variables of sales behavior. 3. Use money ethics as the competitive psychological atmosphere and ethics disturb variables of sales behavior. The research results show that: 1. There is a negative relationship between the competitive psychological atmosphere and ethical sales behavior to relation-ship. 2.Moral maturity to compete psychological atmosphere and ethical sales practices between there is no interference effect. 3. Money ethics of competition psychological atmosphere and ethical sales there is a moderating effect between actions.
Appears in Collections:	[Department of Business Administration & Graduate Institute of International Business Administration ] Thesis

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