| dc.contributor.advisor | 邱志聖 | zh_TW |
| dc.contributor.author (Authors) | 邱倬彬 | zh_TW |
| dc.creator (作者) | 邱倬彬 | zh_TW |
| dc.date (日期) | 2006 | en_US |
| dc.date.accessioned | 11-Sep-2009 17:10:11 (UTC+8) | - |
| dc.date.available | 11-Sep-2009 17:10:11 (UTC+8) | - |
| dc.date.issued (上傳時間) | 11-Sep-2009 17:10:11 (UTC+8) | - |
| dc.identifier (Other Identifiers) | G0923510012 | en_US |
| dc.identifier.uri (URI) | https://nccur.lib.nccu.edu.tw/handle/140.119/30070 | - |
| dc.description (描述) | 碩士 | zh_TW |
| dc.description (描述) | 國立政治大學 | zh_TW |
| dc.description (描述) | 國際經營與貿易研究所 | zh_TW |
| dc.description (描述) | 92351001 | zh_TW |
| dc.description (描述) | 95 | zh_TW |
| dc.description.abstract (摘要) | 銷售人員透過良好的銷售互動，搭配合適的銷售影響策略，將能有效地影響消費者的購物目標。Hoch & Loewenstein (1991)的研究中發現，在購物過程中，當消費者對於渴望獲得的商品產生情感上的吸引時，若再經由與銷售人員的互動，能夠刺激買者接受突然或未預期的購物計畫，產生衝動消費。 然逛街購物時，遭遇到銷售人員態度不佳的銷售服務態度時有所聞，本研究探討於高級精品門市進行購物時，相較於一般正常的服務態度，銷售人員的負面銷售態度是否能夠激起消費者的購買衝動，後續則進一步探討「社會影響」、「衝動性購買傾向」的人格特質以及「成就虛榮」與「自尊」的心理特性是否對消費者在負面銷售互動的購買衝動有所影響。結果發現： 1. 消費者可能因基於「教訓店員」的報復念頭，或是「為維護自我形象」之目的，對於銷售人員不友善的服務態度，激起其產生購買衝動。 2. 衝動性購買傾向越強烈，消費者感受負面銷售互動之購買衝動也越強烈；其次，在單獨購物時，消費者的成就虛榮程度越高，相對也越容易產生購買衝動；最後，與同儕購物時，自尊程度較低者，為避免自我評價的下降甚至提升其自尊，容易因負面銷售互動而產生購買衝動。 3. 當消費者與同儕逛街購物而遭遇負面的銷售態度時，其產生的購買衝動並不會顯著高於單獨購物，可能因為負面銷售互動使同儕鼓勵自發性、及享樂目標追求之影響力無法發揮。除此之外，規範性評估使消費者可能為符合社會規範而使降低社會影響之作用。 | zh_TW |
| dc.description.tableofcontents | 第一章 緒論................................................1 第一節 研究背景與動機.......................................1 第二節 研究目的.............................................3 第三節 研究流程.............................................4 第四節 內容結構.............................................5 第二章 文獻探討.............................................6 第一節 衝動性購買...........................................6 第二節 銷售人員互動行為與影響策略............................15 第三節 社會影響對衝動性購買之影響............................22 第四節 衝動性購買傾向......................................23 第五節 虛榮特性............................................25 第六節 自尊...............................................27 第三章 研究方法............................................29 第一節 研究架構............................................29 第二節 研究假說............................................30 第三節 前測...............................................31 第四節 研究變數之操作型定義與衡量方式........................35 第五節 問卷設計、研究資料蒐集與分析方法.......................41 第四章 資料分析............................................44 第一節 信度檢驗............................................44 第二節 樣本結構分析........................................45 第三節 單因子變異數分析.....................................47 第四節 單因子共變數分析.....................................51 第五節 分析結果整理........................................56 第五章 研究建議............................................61 第一節 研究結論............................................61 第二節 研究貢獻............................................63 第三節 研究限制............................................64 第四節 未來研究方向........................................65 參考文獻...................................................67 問卷資料...................................................71 | zh_TW |
| dc.language.iso | en_US | - |
| dc.source.uri (資料來源) | http://thesis.lib.nccu.edu.tw/record/#G0923510012 | en_US |
| dc.subject (關鍵詞) | 衝動性購買 | zh_TW |
| dc.subject (關鍵詞) | 購買衝動 | zh_TW |
| dc.subject (關鍵詞) | 負面銷售互動 | zh_TW |
| dc.subject (關鍵詞) | 高級精品銷售 | zh_TW |
| dc.title (題名) | 負面銷售互動行為對衝動購買之影響：以高級精品銷售為例 | zh_TW |
| dc.type (資料類型) | thesis | en |
| dc.relation.reference (參考文獻) | 1. Bayley, G. & Nancarrow, C. (1998), “Impulse purchasing: a qualitative exploration of the phenomenon,” Qualitative Market Research, 1(2), 99-114 | zh_TW |
| dc.relation.reference (參考文獻) | 2. Beatty, S.E. & Ferrell, M.E. (1998), “Impulse buying: Modeling its precursors,” Journal of Retailing, 74(2), 169-181 | zh_TW |
| dc.relation.reference (參考文獻) | 3. Cadogan, J.W., & Simintiras, A.C., (1996), “Behaviourism in the study of salesperson -customer interactions,” Management Decision, 34(6), 57-64 | zh_TW |
| dc.relation.reference (參考文獻) | 4. Crawford, G., Melewar, T.C. (2003), “The importance of impulse purchasing behaviour in the international airport environment,” Journal of Consumer Behaviour,3(1), 85-98 | zh_TW |
| dc.relation.reference (參考文獻) | 5. Dittmar, H., Beattie, J., & Friese, S. (1995), “Gender identity and material symbols: Objects and decision considerations in impulse purchases,” Journal of Economic Psychology, 16(3), 491-511 | zh_TW |
| dc.relation.reference (參考文獻) | 6. Dittmar, H., Beattie, J., & Friese, S. (1996), “Objects, decision considerations and self-image in men`s and women`s impulse purchases,” Acta psychological, 93, 187-206 | zh_TW |
| dc.relation.reference (參考文獻) | 7. Dhar, R. & Wertenbroch, K. (2000) “Consumer Choice between Hedonic and Utilitarian Good,” Journal of Marketing Research, 37(1), 60-71 | zh_TW |
| dc.relation.reference (參考文獻) | 8. Dholakia, U.M. (2000), “Temptation and resistance: An integrated model of consumption impulse formation and enactment,” Psychology & Marketing, 17(11), 955-982 | zh_TW |
| dc.relation.reference (參考文獻) | 9. Grewal, D. & Sharma, A. (1991), “The effect of salesforce behavior on customer satisfaction: an interactive framework,” Journal of Personal Selling and Sales Management, 9(3), 13-23 | zh_TW |
| dc.relation.reference (參考文獻) | 10. Hausman A. (2000), “A multi-method investigation of consumer motivations in impulse buying behavior,” The Journal of Consumer Marketing,17(5), 403-419 | zh_TW |
| dc.relation.reference (參考文獻) | 11. Hoch, S.J. & Loewenstein,G.F. (1991), “Time-inconsistent preference and consumer self-control,” Journal of Consumer Research, 17(4), 492-507 | zh_TW |
| dc.relation.reference (參考文獻) | 12. Iyer, E.S. (1989), “Unplanned Purchasing: knowledge of shopping environment and time pressure,” Journal of Retailing, 65(1), 40-57 | zh_TW |
| dc.relation.reference (參考文獻) | 13. Jeon, Jung-Ok (1990), “An empirical investigation of the relationship between affective states, in-store browsing, and impulse buying,” Ph.D. Dissertation, AL: The University of Alabama | zh_TW |
| dc.relation.reference (參考文獻) | 14. Kelman, H.C.(1961), “Processes of opinion change,” Public Opinion Quarterly, 25(1), 67-78 | zh_TW |
| dc.relation.reference (參考文獻) | 15. Lynn M. (1992), “Scarcity’s enhancement of desirability,” Basic and Applied Social Psychology, 13, 67-78 | zh_TW |
| dc.relation.reference (參考文獻) | 16. Madhavaram, S.R. & Laverie, D.A (2004), “Exploring Impulse Purchasing on the Internet,” Advances in Consumer Research, 31, 59-66 | zh_TW |
| dc.relation.reference (參考文獻) | 17. MacInnis D.J. & Price L.L. (1987), “The role of imagery in information processing: review and extensions,” Journal of Consumer Research 13(4), 473-491 | zh_TW |
| dc.relation.reference (參考文獻) | 18. Mallalieu, L. (2006), “Consumer perception of salesperson influence strategies: an examination of the influence of consumer goals,” Journal of Consumer, 5(3), 257-268 | zh_TW |
| dc.relation.reference (參考文獻) | 19. McFarland, R.G., Challagalla, G.N., & Shervani, T.A. (2006), “Influence Tactics for Effective Adaptive Selling,” Journal of Marketing, 70(4), 103-117 | zh_TW |
| dc.relation.reference (參考文獻) | 20. Netemeyer, R.G., Burton, S., &Lichtenstein, D.R (1995), “Trait aspects of vanity: Measurement and relevance to Consumer Behavior,” Journal of Consumer Research, 21(4), 612-627 | zh_TW |
| dc.relation.reference (參考文獻) | 21. Park J. & Lennon Sharron J. (2006), “Psychological and environmental antecedents of impulse buying tendency in the multichannel shopping context,” The Journal of Consumer Marketing, 23(2) 58-68 | zh_TW |
| dc.relation.reference (參考文獻) | 22. Puri, R. (1996) “Measuring and Modifying Consumer Impulsiveness: A Cost-Benefit Accessibility Framework,” Journal of Consumer Psychology, 5(2), 87-113 | zh_TW |
| dc.relation.reference (參考文獻) | 23. Rosenberg, M. (1965). Society and the adolescent self-image. Princeton, NJ: Princeton University Press | zh_TW |
| dc.relation.reference (參考文獻) | 24. Rosenberg, M. (1979). Conceiving the self. New York : Basic Books | zh_TW |
| dc.relation.reference (參考文獻) | 25. Rook, D.W. (1987), “The Buying Impulse,” Journal of Consumer Research, 14(2), 189-199 | zh_TW |
| dc.relation.reference (參考文獻) | 26. Rook, D.W. & Fisher, R.J. (1995), “Normative influences on impulsive buying behavior,” Journal of Consumer Research, 22(3), 305-314 | zh_TW |
| dc.relation.reference (參考文獻) | 27. Shiv, B & Fedorikhin, A. (1999), “Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making,” Journal of Consumer Research, 26(3), 278-292 | zh_TW |
| dc.relation.reference (參考文獻) | 28. Strahilevitz, M. (1999), “The Effects of Product Type and Donation Magnitude on Willingness to Pay More for a Charity-Linked Brand,” Journal of Consumer Psychology, 8(3), 215-241 | zh_TW |
| dc.relation.reference (參考文獻) | 29. Stren, H. (1962), “The significance of impulse buying today,” Journal of Marketing, 26, 39-52 | zh_TW |
| dc.relation.reference (參考文獻) | 30. Valence, G..A. d’Astous, & Fortier, L. (1988), “Compulsive Buying: Concept and Measurement,” Journal of Consumer Policy, 11(4), 419-433. | zh_TW |
| dc.relation.reference (參考文獻) | 31. Weinberg, P. & Gottwald, W. (1982), “Impulsive Consumer Buying as a Result of Emotions,” Journal of Business Research 10(1), 43-57 | zh_TW |
| dc.relation.reference (參考文獻) | 32. Weitz, B.A. (1978), “Relationship between Salesperson Performance and Understanding of Customer Decision Making,” Journal of Marketing Research, 15(4), 501-516 | zh_TW |
| dc.relation.reference (參考文獻) | 33. Weitz, B.A. (1981), “Effectiveness in Sales Interactions: A Contingency Framework,” Journal of Marketing, 45(1), 85-103 | zh_TW |
| dc.relation.reference (參考文獻) | 34. Luo Xueming (2005), “How Does Shopping With Others Influence Impulsive Purchasing,” Journal of Consumer Psychology, 15(4), 288-294 | zh_TW |
