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Enhancing Salespersons’ Performance: Applying the Concept of Organizational Identification

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주제분류경영학

참고문헌 (32)

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  8. Bhattacharya, C. B, "Understanding the Bond of Identification: An Inves- tigation of Its Correlates among Art Museum Members", 59, pp.46~57 (1995)
  9. Brown, "Identification and Some Conditions of Organizational Involve- ment", pp.346~355 (1969)
  10. Brown, "Antecedents and Consequences of Sales- person Job Satisfaction Meta-analysis and Assessment of Causal Effects Journal of Marketing Research", pp.63~77 (1993)
  11. Churchill, "The Determinants of Salesperson Performance Journal of Marketing Research", pp.103~118 (1985)
  12. Drumwright, Minette E, "Company Advertising With a Social Dimension: The Role of Noneconomic Criteria", 60, pp.71~87 (1996)
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  14. Gilly, Mary C, "Advertising's Internal Audience", 62, pp.69~88 (1998)
  15. Hewstone, "the Inter-group Images of ‘Public' and ‘Com- prehensive' Schoolboys European Journal of Social Psychology", pp.241~269 (1982)
  16. Hogg, "A Social Psychology of Intergroup Relations and Group Processes" (1988)
  17. Lau, "Individual and Con- textual Influences on Group Identification", pp.220~221 (1989)
  18. Levinthal, "Dynamics of Interorganizational Attachments", pp.345~369 (1988)
  19. Low, George S, "Antece- dents and Consequences of Salesperson Burnout", 35, pp.587~611 (2001)
  20. MacKenzie, Scott B, "Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance", 62, pp.87~98 (1998)
  21. Mael, "A Partial Test of the Reformulated Model of Organizational Identification Journal of Organizational Behavior", pp.103~123 (1992)
  22. Messick, "Annual Review of Psychology", pp.45~81 (1989)
  23. Richard, "The Psychology of Commitment", and tur(ver) (1982), Academic Press Inc
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  25. O'Reilly III, "The Effects of Compliance and Internalization of Prosocial Behavior Journal of Applied Psychology", pp.492~499 (1986)
  26. Porter, "Job Satisfaction and Turnover among Psychiatric Technicians" (1974)
  27. Price, "Social Identification and Public Opinion - Effect of Communi- cating Group Conflict", Vincent
  28. Shamir, "The Sources of Collectivi- stic Work Motivation", pp.313~332 (1990)
  29. Billig, "European Journal of Social Psychology", pp.149~178 (1971)
  30. May, "Perceived Organi- zational Climate and the Process of Sales- person Motivation Journal of Marketing Research", pp.240~254 (1982)
  31. Turner, "Some Prospects for Inter- group Behavior European Journal of Social Psychology", pp.5~34 (1975)
  32. Walton, "Quality of Working Life", pp.11~21 (1973)

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