题名

銷售工作價值觀量表之發展與評量

并列篇名

Development and Evaluation of the Sales Work Value Scale

DOI

10.6226/NTURM2008.19.1.51

作者

鍾燕宜(Yen-Yi Chung)；紀乃文(Nai-Wen Chi)；陳景元(Ching-Yuan Chen)

关键词

工作價值觀 ； 業務員 ； 銷售工作價值觀量表 ； work value ； salespeople ； sales work value scale

期刊名称

臺大管理論叢

卷期/出版年月

19卷1期（2008 / 12 / 01）

页次

51 - 81

内容语文

繁體中文
中文摘要

本研究主要目的是發展「銷售工作價值觀量表」(Sales Work Value Scale: SWVS)，期能有效測量出適任業務員應具備之工作價值觀，同時彌補學術界引用國外量表且偏重一般工作情境測量之缺失。本研究以文獻演繹及訪談歸納方式進行題項發展及篩選，293位業務員及147位非業務員進行內容效度及項目分析，再經219位253位業務員進行信度及交叉效度檢驗。研究結果顯示，萃取出六大構面（報酬與獎金、彈性土作時間、利他主義、他人肯定、自我成長及生活方式自主）計23題之SWVS具有良好之收斂效度、區別效度與效標關聯效度。另外，SWVS與國內常用乏吳鐵雄編「工作價值觀量表」(WWVS)相比，確有較佳之效度表現。最後，本研究提SWVS在實務管理及後績研究之若干建議
英文摘要

The purpose of this research is to develop the Sales Work Value Scale (SWVS) in sales- specific situations in order to capture work values of capable salespeople, and filling the gap that past studies only adapted foreign measurements developed in general situations We used both inductive and deductive approach to collect the item pool By surveying 293 salespeople and 147 non-salespeople we conducted the item analysis and confirmed the content validity of the SWVS Moreover 472 salespeople were further surveyed to test the reliability and validity of the SWVS Results indicate that the SWVS can be extracted into six dimensions with 23 Items The SWVS not only has appropriate convergent validity, discriminant validity and criterion-related validity, but also has superior validity than Wang's WWVI The implications of the SWVS are discussed
主题分类 基礎與應用科學 > 資訊科學
基礎與應用科學 > 統計
社會科學 > 經濟學
社會科學 > 財金及會計學
社會科學 > 管理學
参考文献
  1. 王叢桂(2002)。影響工作價值觀傳遞之因素：男性中小企業主及一般職業工作者子女之比較。應用心理研究，14，117-150。
    連結：
  2. 王叢桂(2004)。父母職責信念與工作價值觀。應用心理研究，22，201-216。
    連結：
  3. 李柏英(2002)。評價歷程的理論與測量。應用心理研究，14，79-116。
    連結：
  4. 洪瑞斌、劉兆明(2003)。工作價值觀研究之回顧與前瞻。應用心理研究，19，211-250。
    連結：
  5. 鍾燕宜、陳景元(2007)。銷售行動控制量表的發展與評量。中山管理評論，15(1)，197-222。
    連結：
  6. Aiken, L. R.(1985).Three coefficients for analyzing the reliability and validity of ratings.Educational and Psychological Measurement,45(1),131-142.
  7. Alder, N. J.,Doktor, R.,Redding, S. G.(1986).From the Atlantic to the Pacific century: Cross-cultural management reviewed.Review of Management of the Journal of Management,12(2),295-318.
  8. Allport, G. W.(1937).Personality: A psychological interpretation.New York, NY:Holt, Rinehart and Winston.
  9. Anderson, J. C.,Gerbing, D. W.(1988).Structural equation modeling in practice: A review and recommended two-step approach.Psychological Bulletin,103(3),411-423.
  10. Apasu, Y.(1987).The importance of value structures in the perception of rewards by industrial salespersons.Journal of Academy of Marketing Science,15(1),1-10.
  11. Apasu, Y.,Ichikawa, S.,Graham, J. L.(1987).Corporate culture and sales force management in Japan and America.Journal of Personal Selling and Sales Management,7(11),51-62.
  12. Aranya, N.,Pollock, J.,Amernic, J.(1981).An examination of professional commitment in public accounting.Accounting Organizations and Society,6(4),271-280.
  13. Beyer, S. M.,P. C. Nystrom,W. H. Starbuck (Eds.)(1981).Handbook of organizational design.Oxford, UK:Oxford University Press.
  14. Boles, J. S.,Johnston, M. W.,Hair, J.F.(1997).Role stress, work family conflict and emotional exhaustion: Inter-relation ships and effects on some work-related consequences.Journal of Personal Selling and Sale Management,17(1),17-28.
  15. Bollen, K. A.,Brab, K. H.(1981).Person`s R and coarsely categorized measures.American Sociological Review,46(2),232-239.
  16. Bradly, R. A.,Katti, S. K.,Coons, I. J.(1962).Optimal scaling for ordered categories.Psychometrika,27(4),355-374.
  17. Brashear, T. G.,Manolis, C.,Brooks, C. M.(2005).The effects of control, trust and justice on salesperson turnover.Journal of Business Research,58(3),241-249.
  18. Brown, D.(2002).The role of work and cultural values in occupational choice, satisfaction and success: A theoretical statement.Journal of Counseling & Development,80(1),48-56.
  19. Brown, S. P.(1996).A meta-analysis and review of organizational research on job involvement.Psychological Bulletin,120(2),235-255.
  20. Chatman, J. A.(1991).Matching people and organizations: Selection & socialization in public accounting firms.Administrative Science Quarterly,36(3),459-484.
  21. Chen, S. J.,Hwang, C. L.,Beckmann, M. J.,Krelle, W.(1992).Fuzzy multiple attribute decision making-methods and applications.New York, NY:Springer-Verlag.
  22. Chung, Y. Y.,Ding, C. G.(2002).Development of the sales locus of control scale.Journal of Occupational and Organizational Psychology,75(2),233-245.
  23. Conway, J. M.,Huffcutt, A. I.(2003).A review and evaluation of exploratory factor analysis practices in organizational research.Organizational Research Methods,6(2),147-168.
  24. Cortina, J. M.(1993).What is coefficient alpha? An examination of theory and applications.Journal of Applied Psychology,78(1),98-104.
  25. Cotton, L.,Bynum, D.,Madhere, S.(1997).Socialization forces and the stability of work values from late adolescence to early adulthood.Psychological Reports,80(1),115-124.
  26. Dagenais, F.(1998).Super`s work values inventory scales as intrinsic or extrinsic conditions.Psychological Reports,83(11),197-198.
  27. Dalrymple, D. J.,Cron, W. L.(1998).Sales management: Concepts and cases.New York, NY:John Wiley & Sons.
  28. Diefendorff, J. M.,Hall, R. J.,Lord, R. G.,Strean, M. L.(2000).Action-state orientation: Construct validity of a revised measure and its relationship to work related variables.Journal of Applied Psychology,85(2),250-263.
  29. Dose, J. J.(1997).Work values: An integrative framework and illustrative application to organizational socialization.Journal of Occupational and Organizational Psychology,70(3),219-240.
  30. Dubinsky, A. J.,Kotabe, M.,Lim, C. U.,Wagner, W.(1997).The impact of values on salespeople`s job responses: A cross-national investigation.Journal of Business Research,39(3),195-208.
  31. Elizur, D.(1984).Facets of work values: A structural analysis of work outcomes.Journal of Applied Psychology,69(3),379-389.
  32. England, G. W.(1967).Personal value system of American managers.Academy of Management Journal,10(1),53-68.
  33. Fornell, C.,Larcker, D. F.(1981).Evaluating structural equation models with unobservable and measurement error.Journal of Marketing Research,18(1),39-50.
  34. Fumham, A.,Petrides, K. V.,Tsaousis, I.,Pappas, K.,Garrod, D.(2005).A cross-cultural investigation into the relationship between personality traits and work values.The Journal of Psychology: Interdisciplinary and Applied,139(1),5-32.
  35. Gay, E. G.,Weiss. D. J.,Hendel, D. D.,Dawis, R. V.,Lofquist, R. H.(1971).Minnesota Studies in Vocational Rehabilitation.Minneapolis, MN:University of Minnesota, Industrial Relations Center.
  36. George, J. M.,Jones, G. R.(1997).Experiencing work: Values, attitude, and moods.Human Relations,50(4),393-416.
  37. Hartline, M. D.,Ferrell, O. C.(1996).The management of customer-contact service employees: An empirical investigation.Journal of Marketing,60(4),52-70.
  38. Herzberg, F.(1966).Work and the nature of man.Cleveland, OH:World.
  39. Hinkin, T. R.(1998).A brief tutorial on the development of measures for use in survey questionnaires.Organizational Research Methods,1(1),104-121.
  40. Hodgkinson, G. P.(1993).Doubts about the conceptual & empirical status of context-free & firm-specific control expectancies: A reply to Boone, & De Brabander.Strategic Management Journal,14(8),627-631.
  41. Hofstede, G.(1993).Cultural constraints in management theories.Academy of Management Executive,7(1),81-94.
  42. Holland, J. L.(1985).Making vocational choices: A theory of vocational personalities and work environment.Englewood Cliffs, NJ:Prentice-Hall.
  43. Ingram, T. N.,Laforge, R. W.,Schwepker, C. H.,Avila, R. A.,Williams, M. R.(1997).Sales management: Analysis and decision making.Orlando, FL:Dryden Press.
  44. Jöreskog, K. G.,Sörbom, D.(1989).LISREL 7: A guide to the program and applications.Chicago, IL:SPSS.
  45. Judge, T. A.,Bretz, R. D.(1992).Effect of work value on job choice decision.Journal of Applied Psychology,77(3),261-271.
  46. Kaber, H. F.(1974).An index of factorial simplicity.Psychometrika,39(1),31-36.
  47. Kalleberg, A. L.(1977).Work values and job rewards: A theory of satisfaction.American Sociological Review,42(1),124-143.
  48. Karabati, S.,Say, A. I.(2005).Relating work values to societal values: Evidence from the Turkish business context.Cross Cultural Management,12(2),85-107.
  49. Kaufmann, P. J.,Welsh, D. H. B.,Bushmarin, N. V.(1995).Locus of control and entrepreneurship in the Russian republic.Entrepreneurship Theory and Practice,20,43-56.
  50. Kidron, A.(1978).Work values and organizational commitment.Academy of Management Journal,21(2),239-247.
  51. Kluckhohn, C.,T. Parsons,E. A. Shils (Eds.)(1951).Toward a general theory of action.Cambridge, MA:Harvard University Press.
  52. Kristof, A. L.(1996).Person-organization fit: An integrative review of its conceptualizations, measurement, and implications.Personnel Psychology,49(1),1-49.
  53. Lawshe, C. H.(1975).A quantitative approach to content validity.Personnel Psychology,28(4),563-575.
  54. Lefcourt, H. M.(Ed.)(1981).Research with the locus of control constructs.New York, NY:Academic Press.
  55. Lefcourt, H. M.,Von Baeycr, C. L.,Ware, E. E.,Cox, D. J.(1979).The multidimensional-multiattributional causality scale: The development of a goal specific locus of control scale.Canadian Journal of Behavior Science,11(4),286-304.
  56. Locke, E. A.,Henne, U.,C. L. Cooper,T. Robertson (Eds.)(1986).International review of industrial and organizational psychology.Chichester, UK:Wiley.
  57. Locke, E. A.,M. H. Punnette (Ed.)(1976).Handbook of industrial & organizational psychology.Chicago, IL:R & McNally College.
  58. Lodahl, T. M.,Kejner, M.(1965).The definition and measurement of job involvement.Journal of Applied Psychology,49(1),24-33.
  59. Lofquist, L. H.,Dawis, R. V.(1978).Values as second-order needs in the theory of work adjustment.Journal of Vocational Behavior,12(1),12-18.
  60. Macnab, D.,Fitzsimmons, G. W.(1987).A multitrait-multimethod study of work-related needs, values and preferences.Journal of Vocational Behavior,30(1),1-15.
  61. Marini, M. M.,J. S. Coleman,T. J. Fararo (Eds.)(1992).Key issues in sociological theory.Newbury Park, CA:Sage.
  62. Maslow, A. H.(1943).A theory of human motivation.Psychological Review,50(1),32-39.
  63. McManus, M. A.,Kelly, M. L.(1999).Personality measures and biodata: Evidence regarding their increment predictive value in the life Insurance industry.Personnel Psychology,52(1),137-148.
  64. McMurry, R. N.(1961).Mystique of super-salesmanship.Harvard Business Review,39(2),113-122.
  65. Meng, X. L.,Rosenthal, R.,Rubin, D. B.(1992).Comparing correlated correlation coefficients.Psychological Bulletin,111(1),172-175.
  66. Meyer, J. P.,Allen, N. J.,Smith, C. A.(1993).Commitment to organizations and occupations: Extension and test of a three-component conceptualization.Journal of Applied Psychology,78(4),538-551.
  67. Nord, W. R.,A. Brief,W. Nord (Eds.)(1990).Meaning of occupational work.Lexington, MA:Lexington Books.
  68. Nord, W. R.,Brief, A. P.,Atich, J. M.,Doherty, E. M.(1988).Work values and the conduct of organizational behavior.Research in Organizational Behavior,10(1),1-42.
  69. O`Reilly, C. A.,Chatman, J.,Caldwell, D. F.(1991).People and organizational culture: A profile comparison approach to assessing person-organization fit.Academy of Management Journal,34(4),487-516.
  70. Olsson, U.,Drasgrow, F.,Dorans, N. J.(1982).The polyserial correlation coefficient.Psychometrika,47(3),337-347.
  71. Pelled, L. H.,Xin, K. R.(1997).Work values and their human resource management implications: A theoretical comparison of China, Mexico, and the United States.Journal of Applied Management Studies,6(2),185-198.
  72. Podsakoff, P. M.,MacKenzie, S. B.(1994).Organizational citizenship behaviors and sales unit effectiveness.Journal of Marketing Research,31(3),351-363.
  73. Podsakoff, P. M.,Organ, D. W.(1986).Self-reports in organizational research: Problems and prospects.Journal of Management,12(4),531-544.
  74. Pryor, R.(1979).In search of a concept: Work values.Vocational Guidance Quarterly,27(3),250-258.
  75. Putti, J. M.,Aryee, S.,Liang, T. K.(1989).Work values and organizational commitment: A study in the Asian context.Human Relations,42(3),275-288.
  76. Ravin, E. C.,Meglino, B. M.(1989).The transitivity of work values: Hierarchical preference ordering of social desirable stimuli.Organizational Behavior and Human Decision Processes,44(3),494-508.
  77. Robbins, S. P.(1998).Organizational behavior, concept, controversies and application.Englewood Cliffs, NJ:Prentice-Hall.
  78. Rogers, C. R.(1969).Freedom to learn.Ohio, OH:Charles E. Merrill.
  79. Rokeach, M.(1973).The nature of human values.New York, NY:The Free Press.
  80. Rounds, J. B.(1990).The comparative and combined utility of work value and interest data career counseling with adults.Journal of Vocation Behavior,37(1),32-45.
  81. Sagie, A.,Elizur, D.,Koslowsky, M.(1996).Work values: A theoretical overview and a model of their effects.Journal of Organizational Behavior,17(1),503-514.
  82. Schwab, D.P.(2005).Research methods for organizational studies.Mahwah, NJ:Lawrence Erlbaum Associates.
  83. Schwartz, S.H.,Bilsky, W.(1987).Toward a universal psychological structure of human values.Journal of Personality and Social Psychology,53(3),550-562.
  84. Scott, W.A.(1965).Value and organization.Chicago, IL:Rand McNally.
  85. Seligman, M. E. P.,Schulman, P.(1986).Explanatory style as a predictor of productivity and quitting among life insurance sales agents.Journal of Personality and Social Psychology,50(4),832-838.
  86. Shemwell, D. J.,Yavas, U.(1999).Measuring service quality in hospital: Scale development & managerial application.Journal of Marketing Theory and Practice,7(3),65-75.
  87. Shertzer, B. S.,Stone, S. C.(1981).Fundamentals of guidance.Boston, MA:Houghton Mifflin Company.
  88. Smola, K. W.,Sutton, C. D.(2002).Generational differences: Revisiting generational work values for the new millennium.Journal of Organizational Behavior,23(4),363-382.
  89. Spector, P. E.(1988).Development of the work locus of control scale.Journal of Occupational Psychology,61(4),335-340.
  90. Spector, P. E.,Fox, S.(2003).Reducing subjectivity in the assessment of the job environment: Development of the Factual Autonomy Scale (FAS).Journal of Organizational Behavior,24(4),417-432.
  91. Super, D. E.(1970).Manual for the work values inventory.Chicago, IL:Riverstde Publishing Company.
  92. Super, D. E.,D. G. Zytowski (Ed.)(1973).Contemporary approaches to interest measurement.Minneapolis, MN:University of Minnesota Press.
  93. Tracey, J. B.,Tews, M. J.(2005).Construct validity of a general training climate scale.Organizational Research Methods,8(4),353-374.
  94. Vanus, D.,McAllister, I.(1991).Gender and work orientation.Work and Occupations,18(1),72-93.
  95. Xenikou, A.,Furnham, A.,McCarrcy, M.(1997).Attributional style for negative events: A proposition for a more reliable and valid measure of attributional style.British Journal of Psychology,88(1),53-69.
  96. Zadeh, L. A.(1995).Discussion: Probability theory and fuzzy logic are complementary rather than competitive.Technometrics,37(3),271-276.
  97. 王叢桂(1992)。國家科學委員會專題研究報告國家科學委員會專題研究報告,未出版
  98. 王叢桂(1993)。三個世代大學畢業工作者的價值觀。本土心理學研究，2，206-250。
  99. 余名寧(1993)。次序性資料的內容效度係數和同質性信度係數之計算。中國測驗學會測驗年刊，40，199-214。
  100. 吳成豐(1998)。台灣企業主管工作價值、決策型態及其與企業倫理的相關性之研究。人力資源學報，10，158-174。
  101. 吳聰賢(1983)。農村青年職業興趣、工作價值與職業選擇之關係研究。台北:行政院青年輔導委員會。
  102. 吳鐵雄、李坤崇、劉佑星、歐慧敏(1996)。工作價值觀量表之編製研究。台北:行政院青年輔導委員會。
  103. 沈慶龍(2002)。業務員人格特質、推銷行為及其績效之研究－以汽車代理商為例。人力資源管理學報，2(4)，107-126。
  104. 房美玉(2002)。儲備幹部人格特質甄選量表之建立與應用以某高科技公司為例。人力資源學報，2(1)，1-18。
  105. 林財丁(1994)。業務人員心理學。台北:學英出版社。
  106. 林淑姬(1992)。博士論文(博士論文)。國立政治大學企業管理研究所未出版之博士論文。
  107. 夏林清、游慧卿(1984)。工作價值觀問卷介紹與初步修訂報告。測驗與輔導，60，1030-1036。
  108. 張春興(1996)。張氏心理學辭典。台北:東華書局。
  109. 曹國雄(1994)。工作價值對員工工作態度的影響。人力資源學報，4，1-20。
  110. 陳正沛(1983)。碩士論文(碩士論文)。國立政治大學企業管理研究所未出版之碩士論文。
  111. 陳英豪、汪榮才、劉佑星、歐滄和、李坤祟(1987)。工作價值觀量表修訂報告。台南師專學報，20，1-33。
  112. 黃光國編(1987)。中國人的權力遊戲。台北:巨流圖書。
  113. 楊國樞編(1993)。中國人的價值觀－社會科學觀點。台北:桂冠出版社。
  114. 葛樹人(1994)。心理測驗學。台北:桂冠出版社。
被引用次数
  1. 張子廉(2017)。中國大陸地區中高齡者退休後再就業意願之影響因素探討。義守大學企業管理學系學位論文。2017。1-102。
print cancel