บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 -...

23
164 บรรณานุกรม กัลยา วานิชย์บัญชา. (2549). การใช้ SPSS for Windows ในการวิเคราะห์ข้อมูล (พิมพ์ครั ้งที8). กรุงเทพฯ: โรงพิมพ์จุฬาลงกรณ์มหาวิทยาลัย. กรมสุขภาพจิต. (2548). คู ่มือความฉลาดทางอารมณ์ (ฉบับปรับปรุง). กรุงเทพฯ: กระทรวง สาธารณสุข. นงลักษณ์ วิรัชชัย. (2542). โมเดลลิสเรล สถิติวิเคราะห์สาหรับการวิจัย. กรุงเทพฯ: สานักพิมพ์แห่ง จุฬาลงกรณ์มหาวิทยาลัย. ยุทธ ไกยวรรณ์. (2556). การวิเคราะห์สถิติหลายตัวแปรสาหรับงานวิจัย. กรุงเทพฯ: สานักพิมพ์แห่ง จุฬาลงกรณ์มหาวิทยาลัย. ลัดดาวัลย์ เพชรโรจน์ และ อัจฉรา ชานิประศาสน์. (2545). ระเบียบวิธีการวิจัย. กรุงเทพฯ: พิมพ์ดี การพิมพ์. สุภมาส อังศุโชติ , สมถวิล วิจิตรวรรณา และ รัชนีกูล ภิญโญภานุวัฒน์ . (2554). สถิติวิเคราะห์ สาหรับการวิจัยทางสังคมศาสตร์และพฤติกรรมศาสตร์ : เทคนิคการใช้โปรแกรม LISREL (พิมพ์ครั ้งที3). กรุงเทพฯ: เจริญดีมั่นคงการพิมพ์ . ศูนย์สารสนเทศเศรษฐกิจอุตสาหกรรม. (2555). เอกสาร Profile ภาคอุตสาหกรรม (ออนไลน์). เข้าถึงได้จาก: www.nesdb.go.th/portals/ 0/tasks/dev_ability/.../อุตสาหกรรมยา. pdf [2555, 15 ธันวาคม]. สมาคมผู้วิจัยและผลิตเภสัชภัณฑ์ . (2555). วารสารสมาคมผู ้วิจัยและผลิตเภสัชภัณฑ์ , 1 (6) กรุงเทพฯ: สมาคมผู้วิจัยและผลิตเภสัชภัณฑ์ _______. (2555). วารสารสมาคมผู ้วิจัยและผลิตเภสัชภัณฑ์ , 1 (8) กรุงเทพฯ: สมาคมผู้วิจัยและ ผลิตเภสัชภัณฑ์ _______. (2555). รายงานผลสารวจข้อมูลอัตราการลาออกของผู ้แทนขายในอุตสาหกรรมยา, สมาคมผู้วิจัยและผลิตเภสัชภัณฑ์ _______. (2556). วารสารสมาคมผู ้วิจัยและผลิตเภสัชภัณฑ์ , 2 (10) กรุงเทพฯ: สมาคมผู้วิจัยและ ผลิตเภสัชภัณฑ์ สานักงานเศรษฐกิจอุตสาหกรรม. (2555). สรุปภาวะเศรษฐกิจอุตสาหกรรม ปี 2554 และแนวโน้มปี 2555(อุตสาหกรรมยา) (ออนไลน์). เข้าถึงได้จาก: http://www.ryt9.com/s/oie/1325210 [2556, 22 มกราคม].

Upload: others

Post on 16-Sep-2020

1 views

Category:

Documents


0 download

TRANSCRIPT

Page 1: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

164

บรรณานุกรม

กลัยา วานิชยบ์ญัชา. (2549). การใช้ SPSS for Windows ในการวิเคราะห์ข้อมูล (พิมพค์ร้ังท่ี 8).

กรุงเทพฯ: โรงพิมพจุ์ฬาลงกรณ์มหาวทิยาลยั. กรมสุขภาพจิต. (2548). คู่มือความฉลาดทางอารมณ์ (ฉบบัปรับปรุง). กรุงเทพฯ: กระทรวง

สาธารณสุข. นงลกัษณ์ วรัิชชยั. (2542). โมเดลลิสเรล สถติิวิเคราะห์ส าหรับการวิจัย. กรุงเทพฯ: ส านกัพิมพแ์ห่ง

จุฬาลงกรณ์มหาวทิยาลยั. ยทุธ ไกยวรรณ์. (2556). การวิเคราะห์สถติิหลายตัวแปรส าหรับงานวิจัย. กรุงเทพฯ: ส านกัพิมพแ์ห่ง

จุฬาลงกรณ์มหาวทิยาลยั. ลดัดาวลัย ์เพชรโรจน์ และ อจัฉรา ช านิประศาสน์. (2545). ระเบียบวิธีการวิจัย. กรุงเทพฯ: พิมพดี์

การพิมพ.์ สุภมาส องัศุโชติ, สมถวลิ วจิิตรวรรณา และ รัชนีกลู ภิญโญภานุวฒัน์. (2554). สถติิวิเคราะห์

ส าหรับการวิจัยทางสังคมศาสตร์และพฤติกรรมศาสตร์ : เทคนิคการใช้โปรแกรม LISREL (พิมพค์ร้ังท่ี 3). กรุงเทพฯ: เจริญดีมัน่คงการพิมพ.์

ศูนยส์ารสนเทศเศรษฐกิจอุตสาหกรรม. (2555). เอกสาร Profile ภาคอุตสาหกรรม (ออนไลน์). เขา้ถึงไดจ้าก: www.nesdb.go.th/portals/0/tasks/dev_ability/.../อุตสาหกรรมยา.pdf [2555, 15 ธนัวาคม].

สมาคมผูว้จิยัและผลิตเภสัชภณัฑ์. (2555ก). วารสารสมาคมผู้วิจัยและผลิตเภสัชภัณฑ์, 1 (6) กรุงเทพฯ: สมาคมผูว้จิยัและผลิตเภสัชภณัฑ์

_______. (2555ข). วารสารสมาคมผู้วิจัยและผลิตเภสัชภัณฑ์, 1 (8) กรุงเทพฯ: สมาคมผูว้จิยัและผลิตเภสัชภณัฑ์

_______. (2555ค). รายงานผลส ารวจข้อมูลอัตราการลาออกของผู้แทนขายในอุตสาหกรรมยา, สมาคมผูว้จิยัและผลิตเภสัชภณัฑ ์

_______. (2556). วารสารสมาคมผู้วิจัยและผลิตเภสัชภัณฑ์, 2 (10) กรุงเทพฯ: สมาคมผูว้จิยัและผลิตเภสัชภณัฑ์

ส านกังานเศรษฐกิจอุตสาหกรรม. (2555). สรุปภาวะเศรษฐกจิอุตสาหกรรม ปี 2554 และแนวโน้มปี 2555(อุตสาหกรรมยา) (ออนไลน์). เขา้ถึงไดจ้าก: http://www.ryt9.com/s/oie/1325210 [2556, 22 มกราคม].

Page 2: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

165

BIBLIOGRAPHY

Abed, Ghazaleh Moghareh., & Haghighi, Mohammad. (2009). The effect of selling strategies on

sales performance. Business Strategy Series, 10 (5), pp. 266 – 282. Abeysekera, Nalin, & Wickramasinghe, Ananda. (2012). How is your boss? Impact of

transformational leadership behavior of manager on customers’ selling orientation-special reference to corporate banking sector in Sri Lanka. European Journal of

Business and Management, 4 (16), pp. 137-140. Acton, Robert G. (2012). Bill’s Wisdom: Gaining Leadership Value through Mentoring.

Minneapolis, MN: Publish Green. Ahearne, Michael, & Schillewaert, Niels. (2001). The effect of information technology on

salesperson performance. eBusiness Research Center. _______, Srinivasan, Narasimhan, & Weinstein, Luke. (2004). Effect of technology on sales

performance: progressing from technology to technology usage and consequences. Journal of Personal Selling & Sales Management, 24 (4), pp. 297–310.

_______, Jelinek, Ronald, & Rapp, Adam. (2005). Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors. Industrial Marketing Management, 34 (May), pp. 379–388.

_______, Hughes, Douglas E., & Schillewaert, Niels. (2007). Why sales reps should welcome information technology: Measuring the Impact of CRM-based IT on sales effectiveness. International Journal of Research in Marketing, 24 (December), pp. 336–349.

_______, Jones, E., Rapp, A., & Mathieu, J. (2008). High touch through high tech: The impact of salesperson technology usage on sales performance via mediating mechanisms. Management Science, 54 (4), pp. 671–685.

_______, & Rapp, A. (2010). The role of technology at the interface between salespeople and consumers. Journal of Personal Selling & Sales Management, 30 (2), pp. 111-120.

Page 3: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

166

BIBLIOGRAPHY (Continue)

Ahmad, S.Z., Basir, M.S., & Kitchen, P.J. (2010). The relationship between sales skills and

salesperson performance, and the impact of organizational commitment as a moderator: An empirical study in a Malaysian telecommunications company. International Journal of Economics and Management, 4 (2), pp. 181–211.

Ahrend, Grace, Diamond, Fred, & Webber, Pat Gill. (2010). Virtual coaching: Using technology to boost performance. Chief Learning Officer, pp. 44-47.

Ailawadi, Kusum L., Beauchamp, J. P., Donthu, Naveen, Gauri, Dinesh K., & Shankar, Venkatesh. (2009). Communication and promotion decisions in retailing: A review and directions for future research. Journal of Retailing, 85 (1), pp. 42–55.

Alliger, George, Lilienfeld, Scott., & Mitchell, Krystin. (1996). The susceptibility of overt and covert integrity tests to coaching and faking. Psychological Science, 7 (January), pp. 32-41.

Anderson, E., & Oliver, R. L. (1987). Perspectives on behavior-based versus outcome-based sale force control systems. Journal of Marketing, 51 (4), pp. 76-88.

Arndt, Aaron D., & Harkins, Jason. (2012). The role of technology in enabling sales support. Journal of Management Policy & Practice, 13 (2), pp. 66-73.

Atkinson, Tom, & Koprowski, Ron (2006). Finding the weak links. Harvard Business Review, 84 (7/8), pp. 22.

Avlonitis, George J., & Panagopoulos, Nikolaos G. (2005). Antecedents and consequences of CRM technology acceptance in the sales force, Industrial Marketing Management, 34 (4), pp. 355–368.

Babakus, Emin, Cravens, David W., Grant, Ken, Ingram, Thomas N., & LaForge, Raymond W. (1996). Investigating the relationships among sales management control, sales territory design, salesperson performance and sales organization effectiveness. International Journal of Research in Marketing, 13 (4), pp. 345–363.

Bahadori, Mohammadkarim. (2012). The effect of emotional intelligence on entrepreneurial behavior: A case study in a medical science university. Asian Journal of Business Management, 4 (1), pp. 81-85.

Page 4: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

167

BIBLIOGRAPHY (Continue)

Baker, David S., & Delpechitre, Duleep. (2013). Collectivistic and individualistic performance

expectancy in the utilization of sales automation technology in an international field sales setting. Journal of Personal Selling & Sales Management. 33 (3), pp. 277-288.

Barnett, William P., & McKendrick, David. (2004). Why are some organizations more competitive than others? Evidence from a changing global market. Administrative

Science Quarterly, 49 (4), pp. 535-571. Barone, Michael J. & DeCarlo, Thomas E. (2012). Performance trends and salesperson

evaluations: The moderating roles of evaluation task, managerial risk propensity, and firm strategic orientation. Journal of Personal Selling & Sales Management, 32 (2), pp. 207–223.

Barrett. (2007). What makes a great sales performer? : Summary of international research findings & background to forthcoming BARRETT Australian sales benchmarking survey. Barrett Discussion Paper, pp. 1.

Basir, M.S., Ahmad, S.Z. & Kitchen, P.J. (2010). The relationship between sales skills and salesperson performance: An empirical study in the Malaysia telecommunications company. International Journal of Management and Marketing Research, 3 (1), pp. 51-73.

Behrman, Douglas N., & Perreault, William D., Jr. (1984). A role stress model of the performance and satisfaction of industrial salespersons. Journal of Marketing, 48 (Fall), pp. 9–21.

Belicove, Mikal E. (2011). Career objective. Entrepreneur, 39 (1), pp. 43-43. Beverland, Michael, Steel, Marion, & Dapiran, G. Peter. (2006). Cultural frames that drive sales

and marketing apart: An exploratory study. Journal of Business and Industrial Marketing, 21 (6), pp. 386–394.

Bhambri, Vikas, & Becker, Werner. (2006). Driving pharmaceutical sales force performance through tailored incentive management. Oracle White Paper, (May), pp. 1-4

Page 5: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

168

BIBLIOGRAPHY (Continue)

Blocker, Christopher P., & Flint, Daniel J. (2007). Customer segments as moving targets:

Integrating customer value dynamism into segment instability logic. Industrial

Marketing Management, 36 (8), pp. 810-822. Bognár, József, Géczi, Gábor, Vincze, Géza, & Szabo, Attila. (2009). Coping skills, motivational

profiles, and perceived motivational climate in young elite ice hockey and soccer players. International Quarterly of Sport Science, 1, pp. 1-11.

Borg, Susanne Wiatr., & Johnston,Wesley J. (2013). The IPS-EQ model: Interpersonal skills and emotional intelligence in a sales process. Journal of Personal Selling & Sales

Management, 33 (1), pp. 39–51. Boyer, Stefanie L., Artis, Andrew B., Solomon, Paul J., & Fleming, David E. (2012). Improving

sales performance with self-directed learning. Marketing Management Journal, Fall, pp. 61-75.

Brundin, E., Patzelt, H., & Shepherd, D. A. (2008). Managers’ emotional displays and employees’ willingness to act entrepreneurially. Journal of Business Venturing, 23 (2), pp. 221-243.

Buchanan, D. & Huczynski, A. (2010). Organizational behaviour. 7th ed. Harlow: Pearson/FT Prentice Hall.

Buehrer, R.E., Senecal, S. & Pullins, E.B. (2005). Sales force technology usage – reasons, barriers, and support: an exploratory investigation. Industrial Marketing Management,

34 (4), pp. 389-398. Bush, A.J., Moore, J.B. & Rocco, R. (2005). Understanding sales force automation outcomes: A

managerial perspective. Industrial Marketing Management, 34 (4), pp. 369-377. Butler, E. A., Lee, T. L., & Gross, J. J. (2009). Does expressing your emotion raise or lower your

blood pressure? The answer depends on cultural context. Journal of Cross Cultural

Psychology, 40 (March). p. 244. Buttle, F., Ang, L., & Iriana, R. (2006). Sales force automation: Review, critique, research

agenda. International Journal of Management Reviews, pp. 213-231.

Page 6: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

169

BIBLIOGRAPHY (Continue)

Carsrud, Alan., & Brännback, Malin. (2011). Entrepreneurial motivations: What do we still need

to know?, Journal of Small Business Management, 49 (1), pp. 9–26. Capouya, John. (1986). Jerry Falwell's team. Sport, 77 (September), pp. 72-76. Chao-Sen, Wu, Tsai, Li-Fen, & Wang, Pei-Wen. (2011). Correlation between technological

creativity, self efficacy and knowledge sharing among athletes. International Journal of Management and Marketing Research, 4 (2), pp. 77-84.

Chaudhry, Amjad Ali., & Usman, Abid. (2011). An investigation of the relationship between employees’ emotional intelligence and performance. African Journal of Business Management, 5 (9), pp. 3556-3562.

Chen, Baiyun, & Bryer, Thomas. (2012). Investigating instructional strategies for using social media in formal and informal learning. The International Review of Research in Open and Distance Learning, 13 (1), (Online). Available: http://www.irrodl.org/index.php/irrodl/article/view/1027/2073 [2013, August 10].

Cheng, Yung-Ming. (2011). Antecedents and consequences of e-learning acceptance. Information Systems Journal, 21, pp. 269–299.

Chi, Hsin-Kuang, Tsai, Hsien-Pei, & Chang, Pi-Fen. (2007). Investigating the relationship among leadership styles, emotional intelligence and organization commitment on job performance: A study of salespeople in Thailand. The Journal of Human Resource and Adult Learning, 3 (2), pp. 199-212.

Churchill, Gilbert A. Jr., Ford, Neil M., Hartley, Steven W., & Walker, Orville C. Jr. (1985). The determinants of salesperson performance: A meta-analysis. Journal of Marketing Research, 22 (May), pp. 103-118.

Cron, William L., Marshall, Greg, Singh, Jagdip, Spiro, Rosann, & Sujan, Harish. (2005). Salesperson selections, training and development: Trends, implications and research opportunities. Journal of Personal Selling and Sales Management, 25 (2), pp. 123-136.

Curtis, Elizabeth, & O’Connell, Rhona. (2011). Essential leadership skills for motivating and developing staff. Nursing Management, 18 (5), pp. 32-35.

Page 7: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

170

BIBLIOGRAPHY (Continue)

Dahling, Jason J., Chau, Samantha L., & O’Malley, Alison. (2012). Correlates and consequences

of feedback orientation in organizations. Journal of Management, 38 (2), pp. 531-546. David, Mark. (2012). Turning your sales manager into a great sales coach. American Salesman,

57 (11), pp. 20-24. Davis, Fred D. (1989). Perceived usefulness, perceived ease of use, and user acceptance of

information technology. MIS Quarterly, 13 (September), pp. 319–340. Dexter, Janice, Dexter, Graham, & Irving, Judy. (2011). An Introduction to Coaching. London:

SAGE Publishing. Dixon, Marlene A. & Warner, Stacy. (2010). Employee satisfaction in sport: Development of a

multi-dimensional model in coaching. Journal of Sport Management, 24, pp. 139-168. Downey, Luke A., Roberts, Jason, & Stough, Con. (2011). Workplace culture emotional

intelligence and trust in the prediction of workplace outcomes. Int. Journal of Business Science and Applied Management, 6 (1), pp. 30-40

Eggert, Andreas, & Serdaroglu, Murat. (2011). Exploring the impact of sales technology on salesperson performance: A task-base d approach. Journal of Marketing Theory and

Practice, 19 (2), pp. 169–185. Ellenport, Craig. (1988). Skate, stick and foreign relations. Sport, 79 (April), pp. 93-98. Erkus, Ahmed, & Aslan, Sebnem. (2008). Measurement of emotional intelligence: Validity and

reliability studies of two scales. World Applied Sciences Journal, 4 (3), pp. 430-438. Esmaeel, Afkhami, Poone, Mokhtari, Farshad, Tojjari, Mahdi, Bashiri, & Salehian, Mir Hamid.

(2011). Relationship between Emotional Intelligence and Coaching Efficacy in Coaches. Annals of Biological Research, 2 (4), pp. 469-475.

Evans, Kenneth R., McFarland, Richard G., Dietz, Bart., & Jaramillo, Fernando. (2012). Advancing sales performance research: A focus on five underresearched topic areas. Journal of Personal Selling & Sales Management, 32 (1), pp. 89–105.

Favor, Judy K. (2011). Evaluating coachability in prospective college athletes. Journal of Coaching Education, 4, pp. 65-82.

Page 8: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

171

BIBLIOGRAPHY (Continue)

Ferrell, Linda, Gonzalez-Padron, Tracy L., & Ferrell, O.C. (2010). An assessment of the use of

technology in the direct selling industry. Journal of Personal Selling & Sales

Management, 30 (2), pp. 157–165. Ford, Neil. M., Churchill, Gilbert A., Jr., & Walker, Orville C., Jr. (1985). SalesForce.

Performance. Lexington, MA: D.C. Health and Company. Francis, Ronald D. & Armstrong, Anona. (2008). Personal ethics in a corporate world. Journal of

Business Systems, Governance and Ethics, 3 (1), pp. 27-33. Frunzi, G. L. & Savini, P. L. (1997). Supervision: The art of management. Prentice Hall. Upper

Saddle River, N.J. Ghoniem, A., Khouly, S. E., Mohsen, G. H., & Ibrahim, M. (2011). Impact of emotional

intelligence and gender on job satisfaction among Egyptian governmental sector employees. Current Research Journal of Social Sciences, 3 (1), pp. 22-27.

Giacobbi, P. R., Roper, E., Whitney, J., & Butryn, T. (2002). College coaches' views about the development of successful athletes: A descriptive exploratory investigation. Journal of Sport Behavior, 25, 164-180.

Gignac, Gilles E., Harmer, Richard J., Jennings, Sue., & Palmer, Benjamin R. (2012). EI training and sales performance during a corporate merger. Cross Cultural Management, 19 (1), pp. 104-116.

Gould, Daniel, & Dieffenbach, Kristen. (2002). Psychological characteristics and their development in Olympic champions. Journal of Applied Sport Psychology, 14 (3), pp. 172-204.

Grande, David, Shea, Judy, & Armstrong, Katrina. (2012). Pharmaceutical industry gifts to physicians: Patient beliefs and trust in physicians and the health care system. Journal of General Internal Medicine, 27 (3), pp. 274-279.

Greenfield, Geoffrey, & Rohde, Fiona. (2009). Technology acceptance: Not all organizations or workers may be the same. International Journal of Accounting Information Systems, 10, pp. 263-272.

Page 9: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

172

BIBLIOGRAPHY (Continue)

Greif, S. (2007). Advances in research on coaching outcomes. International Coaching

Psychology Review, 2 (3), pp. 222–249. Gulati, Rajesh, Bristow, Dennis N., & Dou, Wenyu. (2004). The impact of personality variables,

prior experience, and training on sales agents’ internet utilization and performance. Journal of Business-to-Business Marketing, 11 (1/2), pp. 153-179.

Hall, Bronwyn Hughes, & Khan, Beethika. (2004). Adoption of New Technology, Development and Comp Systems, EconWPA.

Heffernan, T., O’Neill, G., Travaglione, T., & Droulers, M. (2008). Relationship marketing: The impact of emotional intelligence and trust on bank performance. International Journal of Bank Marketing, 26 (3), pp. 183-199.

Ho, Joseph Kim-Keung. (2008). E-coaching for management development in Hong Kong: An examination of market potential and business value from knowledgement management perspective. In Joseph Fong, Reggie Kwan, Fu Lee Wang (Eds.), Hybrid Learning: A

New Frontier, (pp. 69-77). Hong Kong. Homburg, Christian, Wieseke, Jan., & Bornemann, Torsten. (2009). Implementing the marketing

concept at the employee–customer interface: The role of customer need knowledge. Journal of Marketing, 73 (July), pp. 64–81.

_______, Wieseke, Jan., & Kuehnl, Christina. (2010). Social influence on salespeople’s adoption of sales technology: A multilevel analysis. Journal of the Academy of Marketing Science, 38, pp. 159–168.

Honeycutt, Earl D., Jr., Thelen, Tanya, Thelen, Shawn T., & Hodge, Sharon K. (2005). Impediments to Sales Force Automation. Industrial Marketing Management, 34 (4), pp. 313–322.

Hooper, Daire, Coughlan, Joseph, & Mullen, Michael R. (2008). Structural equation modeling: Guidelines for determining model fit. Electronic Journal of Business Research Methods, 6 (1), pp. 53-60.

Page 10: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

173

BIBLIOGRAPHY (Continue)

Hunter, Gary K., & Perreault, William D. (2006). Sales technology orientation, information

effectiveness, and sales performance. Journal of Personal Selling and Sales

Management, 36 (2), pp. 95-113. _______, & _______. (2007). Making sales technology effective. Journal of Marketing, 71 (1),

pp. 16-34. _______, & Goebel, Daniel J. (2008). Salespersons’ information overload: Scale development,

validation, and its relationship to salesperson job satisfaction and performance. Journal

of Personal Selling and Sales Management, 38 (1), pp. 21-35. International Federation of Pharmaceutical Manufacturers and Associations. (2012). The

Pharmaceutical Industry and Global Health: Facts and Figures Issue 2012. Switzerland: IFPMA

IMS Health. (2013). Thailand Pharmaceutical Market Overview: IMS Quarterly Market

Review 4Q12-December 2012. (Feb), Bangkok. Jadhav, Shutika, & Mulla, Zubin R. (2010). Do emotionally intelligent people do well in all jobs?

Exploring the moderating role of inter-personal interaction. The Journal of Business

Perspective, 14 (4), pp. 247-254. Jaramillo, F., Carrillat, F.A. & Locander, W.B. (2005). A meta-analytic comparison of managerial

ratings and self-evaluations. Journal of Personal Selling & Sales Management, 25 (4), pp. 315-328.

_______, Grisaffe, Douglas B., Chonko, Lawrence B., & Roberts, James A. (2009). Examining the impact of servant leadership on sales force performance. Journal of Personal

Selling & Sales Management, 29 (3), pp. 257–275. Jayachandran, S., Sharma, S., Kaufman, P., & Raman, P. (2005). The role of relational

information processes and technology use in customer relationship management. Journal of Marketing, 69 (4), pp. 177-192.

Jelinek, R., Ahearne, M., Mathieu, J., & Schillewaert, N. (2006). A longitudinal examination of individual, organizational and contextual factors on technology adoption and job performance. Journal of Marketing Theory and Practice, 14 (1), pp. 7-23.

Page 11: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

174

BIBLIOGRAPHY (Continue)

_______, & Ahearne, Michael. (2010). Be careful what you look for: The effect of trait

competitiveness and long hours on salesperson deviance and whether meaningfulness of work matters. Journal of Marketing Theory and Practice, 18 (4), pp. 303–321.

Jennings, S., & Palmer, B. R. (2007). Enhancing sales performance through emotional intelligence development. Organizations and People, 14 (2), pp. 55-61.

Jobber, David, & Lancaster, Geoff. (2009). The nature and role of selling, Selling and Sales Management (8th ed.) (pp. 4). Prentice Hall.

Johnson, Devon S., & Bharadwaj, Sundar. (2005). Digitization of selling activity and sales force performance: An empirical investigation. Journal of Academy of Marketing Science, 33 (1), pp. 3–19.

Johnston, Mark W., & Marshall, Greg W. (2005). Relationship Selling and Sales Management, Boston: McGraw-Hill Irwin.

_______. (2009). Sales Force Management, 9th ed., McGraw-Hill, New York, NY. Jones, Eli, Sundaram, Suresh, & Chin, Wynne. (2002). Factors leading to sales force automation

use: A longitudinal analysis. Journal of Personal Selling & Sales Management, 22 (3), pp. 145–156.

Kidwell, Blair, Hardesty, David M., Murtha, Brian R., & Sheng, Shibin. (2011). Emotional intelligence in marketing exchanges. Journal of Marketing, 75 (January), pp. 78 –95.

Kim, Sang Hee. (2010). The effect of emotional intelligence on salesperson's behavior and customers' perceived service quality. African Journal of Business Management, 4 (11), pp. 2343-2353.

Kulkarni, Praveen M., Janakiram, B., & Kumar, D.N.S. (2009). Emotional intelligence and employee performance as an indicator for promotion, a study of automobile industry in the city of Belgaum, Karnataka, India. International Journal of Business and

Management, 4 (4), pp. 161-170. Kuruzovich, Jason. (2013). Sales technologies, sales force management, and online infomediaries.

Journal of Personal Selling & Sales Management, 33 (2), pp. 211–224.

Page 12: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

175

BIBLIOGRAPHY (Continue)

Laabs, Jennifer. (2000). Need peak HR performance? Consider a coach. Workforce, 79 (10), pp.

132-137. Landry, Timothy D., Arnold, Todd J., & Arndt, Aaron. (2005). A compendium of sales-related

literature in customer relationship management: processes and technologies with managerial implications. Journal of Personal Selling & Sales Management, 25 (3), pp. 231–251.

Law, Kenneth S., Wong, Chi-Sum, & Song, Lynda J. (2004). The construct and criterion validity of emotional intelligence and its potential utility for management studies. Journal of Applied Psychology, 89 (3), pp. 483–496.

Leigh, Thomas W., & Tanner Jr., John F. (2004). Introduction: JPSSM special issue on customer relationship management. Journal of Personal Selling & Sales Management, 24 (4), pp. 259-262.

Lievens, Filip, Klehe, Ute-Christine, & Libbrecht, Nele. (2011). Applicant versus employee scores on self-report emotional intelligence measures. Journal of Personnel Psychology, 10 (2), pp. 89–95.

Libbrecht, Nele, Lievens, Filip, & Schollaert, Eveline. (2010). Measurement equivalence of the wong and law emotional intelligence scale across self and other ratings. Educational and Psychological Measurement, 70 (6), pp. 1007–1020.

Liu, Annie H., & Leach, Mark P. (2001). developing loyal customers with a value-adding sales force: examining customer satisfaction and the perceived credibility of consultative salespeople. Journal of Personal Selling & Sales Management, 21 (2), pp. 147–156.

Lucas, Henry C., Jr., & Spitler, V. K. (1999). Technology use and performance: A field study of broker workstations. Decision Sciences, 30 (2), pp. 291–311.

Maddox, Kate. (2008). Moving Past the Culture of Blame. BtoB, 93 (12), 1-2. (Online). Available:http://www.btobonline.com/apps/pbcs.dll/article?AID=/20080915/FREE/309159975/1363.

Page 13: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

176

BIBLIOGRAPHY (Continue)

Malik, Muhammad Ehsan, Naeem, Basharat, & Ali, Basit Bin. (2012). How do workplace

spirituality and organizational citizenship behavior influence sales performance of FMCG sales force? Interdisciplinary Journal of Contemporary Research in Business, 3 (8), pp. 610-620.

Markose, B. & Jayachandran, S. (2009). The impact of organizational citizenship behaviors on goal orientation and performance of salespeople. International Journal of Business Insights & Transformation, 2 (1), pp. 16-27.

Marone, Mark, & Blauth, Chris. (2011). A Survey of Sales Effectiveness: Global Research on What Drives Sales Success. AchieveGlobal.

Mathieu, Anne, & Pousa, Claudio. (2011). Does supervisory coaching behaviour reduce salespeople’s lies?. International Journal of Evidence Based Coaching and Mentoring, 9 (1), pp. 16-28.

Matthyssens, Paul, & Johnston, Wesley J. (2006). Marketing and sales: Optimization of a neglected relationship. Journal of Business and Industrial Marketing, 21 (6), pp. 338–345.

Mayer, J. D., Salovey, P., Caruso, D. R., & Sitarenios, G. (2003). Measuring emotional intelligence with the MSCEIT V2.0, Emotion, 3 (1), pp. 97-105.

McCutcheon, Lynn E. & Ashe, Diane. (1999). Can individualists find satisfaction participating in interactive team sports?, Journal of Sport Behavior, 22 (4).

McLean, Pamela. (2012). The Completely Revised Handbook of Coaching: A Developmental Approach. (2nd ed.). San Francisco: Jossey-Bass.

Meister, J., & Willyerd, K. (2010). Mentoring millennials. Harvard Business Review, 2010 (5), pp. 69-72.

Miao, C. Fred, & Evans, Kenneth R. (2007). The impact of salesperson motivation on role perceptions and job performance - A cognitive and affective perspective. Journal of Personal Selling & Sales Management, 27 (1), pp. 89–101.

Page 14: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

177

BIBLIOGRAPHY (Continue)

Miller, Corey E., & Barrett, Gerald V. (2008). the coachability and fakability of personality-based

selection tests used for police selection. Public Personnel Management, 37 (3), pp. 339-351.

Mithas, Sunil, Tafti, Ali, Bardhan, Indranil, & Goh, Jie Mein. (2012). Information technology and firm profitability: Mechanisms and empirical evidence. MIS Quarterly, 36 (1), pp. 205-224.

Moncrief, William C. (1986). Selling activities and sales position taxonomies for the industrial sales forces. Journal of Marketing Research, 23 (August), pp. 261–271.

Morehouse, M. (2007). An exploration of emotional intelligence across career arenas. Leadership

& Organizational Development Journal, 28 (4), pp. 296-307. Morellia, Gabriel, & Braganza, Ashley. (2012). Goal setting barriers: A pharmaceutical sales

force case study. The International Journal of Human Resource Management, 23 (2), pp. 312–332.

Morgan, A. & Inks, S.A. (2001). Technology and the sales force: Increasing acceptance of sales force automation. Industrial Marketing Management, 30 (5), pp. 463-472.

Mosca, Joseph B., Fazzari, Alan, & Buzza, John. (2010). Coaching to win: A systematic approach to achieving productivity through coaching. Journal of Business & Economics Research, 8 (5), pp. 115-130.

Moutot, Jean-Michel, & Bascoul, Ganael. (2008). Effects of sales force automation use on sales force activities and customer relationship management processes. Journal of Personal

Selling and Sales Management, 28 (2), pp. 167-184. Murayama, Kou, & Elliot, Andrew J. (2012). Further clarifying the competition–performance

relation: Reply to D. W. Johnson et al. (2012). Psychological Bulletin, 138 (6), pp. 1079–1084.

Murphy, Mark. (2006). Leadership IQ Study: Why new hires fail. Public Management, 88 (2), pp. 33-37.

Page 15: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

178

BIBLIOGRAPHY (Continue)

Naseer, Zainab, Chishti, Saeed-ul-Hassan, Rahman, Fazalur, & Jumani, Nabi Bux. (2011). Impact

of emotional intelligence on team performance in higher education institutes. International Online Journal of Educational Sciences, 3 (1), pp. 30-46.

O’boyle, Ernest H. Jr., Humphrey, Ronald H., Pollack, Jeffrey M., Hawver, Thomas H., & Story, Paul A. (2011). The relation between emotional intelligence and job performance: A meta-analysis, Journal of Organizational Behavior, 32, pp. 788–818.

Onyemah, Vincent, Swain, Scott D., & Hanna, Richard. (2010). A social learning perspective on sales technology usage: Preliminary evidence from an emerging economy. Journal of Personal Selling & Sales Management, 30 (2), pp. 131–142.

Othman, Abdul Kadir, Daud, Norzaidi Mohd, & Kassim, Raja Suzana Raja. (2011). The moderating effect of neuroticism on the relationship between emotional intelligence and job performance. Australian Journal of Basic and Applied Sciences, 5 (6), pp. 801-813.

Pando García, Julián, & Rincón Diez, Virginia. (2013). Sales force's attitudes toward technology: Evidence from Spain. Global Journal of Business Research, 7 (3), pp. 89-100.

Park, Jeong Eun, & Deitz, George. (2005). The effect of working quality on salesperson performance and job satisfaction: Adaptive selling behavior in Korean automobile sales representatives. Journal of Business Research, 59 (2), pp. 204-213.

Pass, Michael W., Evans, Kenneth R., & Schlacter, John L. (2004). Sales force involvement in CRM information systems: Participation, support, and focus. Journal of Personal

Selling & Sales Management, 24 (3), pp. 229–234. Pedan, Alex, & Wu, Hongsheng. (2011). Asymmetric responsiveness of physician prescription

behavior to drug promotion of competitive brands within an established therapeutic drug class. Health Marketing Quarterly, 28, pp. 133–154.

Pettijohn, Charles E., Rozell, Elizabeth J., & Newman, Andrew. (2010). The relationship between emotional intelligence and customer orientation for pharmaceutical salespeople: A UK perspective. International Journal of Pharmaceutical and Healthcare Marketing, 4 (1), pp. 21-39.

Page 16: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

179

BIBLIOGRAPHY (Continue)

Piercy, Nigel F., Cravens, David W., & Lane, Nikala. (2012). Sales manager behavior-based

control and salesperson performance: The effects of manager control competencies and organizational citizenship behavior. Journal of Marketing Theory and Practice, 20 (1), pp. 7–22.

Piotrowska, A. (2006). Coaching as a new method of improving personnel qualifications in polish companies. Management Theory & Studies for Rural Business & Infrastructure

Development. 7, pp. 115-117. Plouffe, Christopher R., Williams, Brian C., & Leigh, Thomas W. (2004). Who’s on first?

Stakeholder differences in customer relationship management and the elusive notion of ‘shared understanding. Journal of Personal Selling & Sales Management, 24 (4), pp. 323–338.

_______, Sridharan, S., & Barclay, D. W. (2010). Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts. Industrial Marketing Management, 39, pp. 528-550.

_______, Nelson, Yvette Holmes., & Beuk, Frederik. (2013). Testing an enhanced, process-based view of the sales process. Journal of Personal Selling & Sales Management, 33 (2), pp. 141–163.

Pullig, C., Maxham, J.C., & Hair, J.F. (2002), Sales force automation systems: An exploratory examination of organizational factors associated with effective implementation and salesforce productivity. Journal of Business Research, 55, pp. 401-415.

Rafiq, Mohammed, & Saxon, Tim. (2000). R&D and marketing integration in NPD in the pharmaceutical industry. European Journal of Innovation Management, 3 (4), pp. 222-231.

Rains, David. (2010). Attracting and retaining the best BDOs. Secured Lender, 66 (6), pp. 32-34. Rapp, Adam, Agnihotri, Raj, & Forbes, Lukas P. (2008). The sales force technology–performance

chain: The role of adaptive selling and effort. Journal of Personal Selling & Sales Management, 27 (4), pp. 335–350.

Page 17: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

180

BIBLIOGRAPHY (Continue)

Reepmeyer, Gerrit, Gassmann, Oliver, & Rüther, Frauke. (2011). Out-licensing in markets with

asymmetric information: The case of the pharmaceutical industry. International

Journal of Innovation Management, 15 (4), pp. 755–795. Rigby, D. K., Reichheld, F. F., & Schefter, P. (2002). Avoid the four perils of CRM. Harvard

Business Review, 80 (2), pp. 101-108. Ritchie, William J., Drew, Stephen A., Srite, Mark., Andrews, Peirce., & Carter, John E. (2011).

Application of a learning management system for knowledge management: Adoption and cross‐cultural factors. Knowledge and Process Management, 18 (2), pp. 75–84.

Robinson, Leroy J., Marshall, Greg W., & Stamps, Miriam B. (2005). An empirical investigation of technology acceptance in a field sales force setting. Industrial Marketing

Management, 34 (4), pp. 407–415. Rodriguez, Michael, & Honeycutt, Earl D., Jr. (2011). Customer relationship management

(CRM)’s impact on B to B sales professionals’ collaboration and sales performance. Journal of Business-to-Business Marketing, 18, pp. 335–356.

Rogers, E. M. (2003). Diffusion of innovations (5th ed.). New York: Free Press. Rossett, Allison, & Marino, Gerald. (2005). If coaching is good, then e-coaching is. Training and

Development, 59 (11), pp. 46-49. Rutherford, Brian, Park, JungKun, & Han, Sang-Lin. (2011). increasing job performance and

decreasing salesperson propensity to leave: An examination of an asian sales force. Journal of Personal Selling & Sales Management, 31 (2), pp. 171–183.

Ryerson, Annette. (2008). Pharmaceutical sales performance: A proposed study measuring behavioral aspects of self-efficacy as compared to general self-efficacy. International

Journal of Pharmaceutical and Healthcare Marketing, 2 (3), pp. 181-194. Sarosa, Samiaji, & Zowghi, Didar. (2003). Strategy for adopting information technology for

SMEs: Experience in adopting email within an Indonesian furniture company. Electronic Journal of Information Systems Evaluation, 6 (2), pp. 165-176.

Page 18: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

181

BIBLIOGRAPHY (Continue)

Schillewaert, Niels, Ahearne, Michael J., Frambach, Ruud T., & Moenaert, Rudy K. (2005). The

adoption of information technology in the sales force. Industrial Marketing

Management, 34 (May), pp. 323–326. Schwepker, Charles H. Jr., & Good, David J. (2012). Sales quotas: Unintended consequences on

trust in organization, customer-oriented selling, and sales performance. Journal of Marketing Theory and Practice, 20 (4), pp. 437–452.

Senecal, Sylvain, Pullins, Ellen Bolman, & Buehrer, Richard E. (2007). The extent of technology usage and salespeople: An exploratory investigation. Journal of Business & Industrial Marketing, 22 (1), pp. 52-61.

Shannahan, Kirby L. J., Bush, Alan J., Shannahan, Rachelle J. (2013). Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance. Journal of The Academy of Marketing Science, 41 (1), pp. 40-54.

_______, Shannahan, Rachelle & Bush, Alan (2013). Salesperson coachability: What it is and why it matters. Journal of Business & Industrial Marketing. 28.

Shahhosseini, Mohmmad, Silong, Abu Daud, Ismaill, Ismi Arif, & Uli, Jegak nak. (2012). The role of emotional intelligence on job performance. International Journal of Business and Social Science, 3 (21), pp. 241-246.

Shamnad, Basheer. (2012). The invention of an investment incentive for pharmaceutical innovation. Journal of World Intellectual Property, 15 (5/6), pp. 305-364.

Sharma, Arun, Rich, Gregory A., & Levy, Michael. (2004). Starting to solve the method puzzle in salesperson self‐report evaluations. Journal of Personal Selling and Sales

Management, 14, 2, pp. 135–139. _______, & Sheth, Jagdish N. (2010). A framework of technology mediation in consumer selling:

Implications for firms and sales management. Journal of Personal Selling & Sales Management, 30 (2), pp. 121–129.

Page 19: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

182

BIBLIOGRAPHY (Continue)

Sheth, Jagdish N., & Sharma, Arun. (2008). The impact of the product to service shift in

industrial markets and the evolution of the sales organization. Industrial Marketing

Management, 37 (3), pp. 260-269. Shim, Sung J., & Viswanathan, Viswa. (2007). User assessment of personal digital assistants used

in pharmaceutical detailing: System features, usefulness and ease of use. Journal of Computer Information Systems, Fall, pp. 14-21.

Shoemaker, Mary E. (2001). A framework for examining IT enabled market relationships. Journal of Personal Selling & Sales Management, 21 (2), pp. 177–185.

Shooshtarian, Zakieh, Ameli, Fatemeh, & Aminilari, Mahmood. (2013). The effect of labor's emotional intelligence on their job satisfaction, job performance and commitment. Iranian Journal of Management Studies (IJMS), 6 (1), pp. 29-45.

Singh, Ramendra. (2008). Network connectedness of pharmaceutical sales rep (FLE)-physician dyad and physician prescription behaviour: A conceptual model. Journal of Medical

Marketing. 8 (3), pp. 257-268. Solomon, G. B., & Rhea, D. J. (2008). Sources of expectancy information among college

coaches: A qualitative test of expectancy theory. International Journal of Sports

Science & Coaching, 3, pp. 251-268. Solomon, Gloria B. (2010). The assessment of athletic ability at the junior college level.

International Journal of Sports Science & Coaching, 5 (1), pp. 37-46. Song, Michael, Parry, Mark E., & Kawakami, Tomoko. (2009). Incorporating network

externalities into the technology acceptance model. Journal of Product Innovation Management, 26, pp. 291–307.

Sparrowe, R. T., & Liden, R. C. (1997). Process and structure in leader-member exchange. Academy of Management Review, 22 (2), pp. 522-552.

Speier, Cheri, & Venkatesh, Viswanath. (2002). The hidden minefields in the adoption of sales force automation technologies. Journal of Marketing, 66 (July), pp. 98–111.

Page 20: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

183

BIBLIOGRAPHY (Continue)

Suhendra, A., Mutiara, A.B., & Laily, H.N. (2013). The factors of influencing acceptance of

software as a service model, toward sales force automation system, on pharmaceutical company in Indonesia. Journal of Theoretical and Applied Information Technology, 47 (2), pp. 496-503.

Sundaram, Suresh, Schwarz, Andrew, Jones, Eli, & Chin, Wynne W. (2007). Technology use on the front line: How information technology enhances individual performance. Journal of the Academy of Marketing Science, 35 (1), pp. 101–112.

Taiwo, Ayankunle Adegbite, & Downe, Alan G. (2013). The theory of user acceptance and use of technology (UTAUT): A meta-analytic review of empirical findings. Journal of Theoretical and Applied Information Technology, 49 (1), pp. 48-58.

Tanner, John F., Jr., & Shipp, Shannon. (2005). Sales technology within the salesperson’s relationships: A research agenda. Industrial Marketing Management, 34 (May), pp. 305–312.

_______, Fournier, Christophe, Wise, Jorge A., Hollet, Sandrine, & Poujol, Juliet. (2008). Executives’ perspectives of the changing role of the sales profession: Views from France, the United States, and Mexico. Journal of Business and Industrial Marketing, 23 (3), pp. 193-202.

Teas, R. Kenneth. (1981). An empirical test of models of salespersons’ job expectancy and instrumentality perceptions. Journal of Marketing Research, 18 (May), pp. 209–227.

Teo, Timothy. (2011). Technology Acceptance in Education: Research and Issue, eBook, Springer, p. 221.

Thibaut, John W., & Kelley, Harold H. (1959). The Social Psychology of Groups, New York: John Wiley & Sons.

Thompson, J. L. (2004). Innovation through people. Management Decision, 42 (9), pp. 1082-1094.

Thong, J. Y. L. (1999). An integrated model of information systems adoption in small businesses. Journal of Management Information Systems, 15 (4), pp. 187-214.

Page 21: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

184

BIBLIOGRAPHY (Continue)

Thorpe, Sara, & Clifford, Jackie. (2003). The Coaching Handbook-An Action Kit For Trainers

& Managers. USA: Kogan Page Limited. Tsiotsou, Rodoula. (2012). Developing a scale for measuring the personality of sport teams.

Journal of Services Marketing, 26 (4-5), pp. 238-252. Venkatesh, Viswanath, & Davis, Fred D. (2000). A theoretical extension of the technology

acceptance model: Four longitudinal field studies. Management Science, 46 (February), pp. 186–204.

_______, Morris, M.G., Davis, G.B., & Davis, F.D. (2003). User acceptance of information technology: Toward a unified view. MIS Quarterly, 27 (3), pp. 425-478.

Verbeke, Willem, Dietz, Bart, & Verwaal, Ernst. (2011). Drivers of sales performance: A contemporary meta-analysis - Have salespeople become knowledge brokers? Journal

of the Academy of Marketing Science, 39 (3), pp. 407–428. Vigoda-Gadot, Eran, & Meisler, Galit. (2010). Emotions in management and the management of

emotions: The impact of emotional intelligence and organizational politics on public sector employees. Public Administration Review, January-February 2010, pp. 72-86.

Vroom, Victor H. (1964), Work and Motivation, New York: John Wiley & Sons. Walker, Orville C. Jr., Churchill, Gilbert A. Jr., & Ford, Neil M. (1979). Where do we go from

here? Selected conceptual and empirical issues concerning the motivation and performance of the industrial salesforce. In G. Albaum, & G. A. Churchill (Eds.) Critical Issues in Sales, NewYork.

Wang, G., & Netemeyer, R. (2002). The effects of job autonomy, customer demandingness, and trait competitiveness on salesperson learning, self-efficacy and performance. Journal of the Academy of Marketing Science, 30 (3), 217-228.

Warner, Teri. (2012). E-coaching systems: Convenient, anytime, anywhere, and nonhuman. Performance Improvement, 51 (9), pp. 22-28.

Weihrich, H. & Koontz, H. (2005). Management: A Global Perspective. Mcgraw-Hill, Singapore, International Ed., p. 351.

Page 22: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

185

BIBLIOGRAPHY (Continue)

Weinberg, R. S., & Gould, D. (2007). Foundations of sport and exercise psychology.

Champaign, IL: Human Kinetics. Weinberger, L. (2002). Emotional intelligence: Its connection to HRD theory and practice.

Human Resource Development Review, 1 (2), pp. 215-243. Weinstein, Luke, & Mullins, Ryan. (2012). Technology usage and sales teams: A multilevel

analysis of the antecedents of usage. Journal of Personal Selling & Sales Management, 32 (2), pp. 245-260.

Wernham, Lynn. (2012). The social media coach: Social media and coaching. A qualitative study of coach practice (Online). Available: http://2coach.files.wordpress.com/2012/03/social_media_coaching_research_lynnwernham1.pdf [2013, August 10].

Wettermark, B., Godman, B., Andersson, K., Gustafsson, L., Haycox, A., & Bertele, V. (2008). Recent national and regional drug reforms in Sweden: Implications for pharmaceutical companies in Europe, PharmacoEconomics, 26 (7), pp. 537-550. (Online). Abstract from: http://www.ncbi.nlm.nih.gov/pubmed/18563945

Widmier, Scott M., Jackson, Donald W. Jr., & McCabe, Deborah Brown. (2002). Infusing technology into personal selling. Journal of Personal Selling & Sales Management, 22 (3), pp. 189–198.

Wong, C. S., Wong, P. M., & Peng, K. Z. (2010). Effect of Middle-Level Leader and Teacher Emotional Intelligence on School Teachers' Job Satisfaction. Educational

Management Administration and Leadership, 38 (1), pp. 59-70. Yang, Byunghwa, Kim, Youngchan, & McFarland, Richard G. (2011). Individual differences and

sales performance: A distal-proximal mediation model of self-efficacy, conscientiousness, and extraversion. Journal of Personal Selling & Sales

Management, 31 (4), pp. 371–381. Yunus, Noorlaila H., & Anuar, Siti Raibah. (2012). Trust as moderating effect between emotional

intelligence and transformational leadership styles. Interdisciplinary Journal of

Contemporary Research in Business, 3 (10), pp. 650-663.

Page 23: บรรณานุกรมdspace.spu.ac.th/bitstream/123456789/5032/14/14 - บรรณานุกรม... · Effect of technology on sales performance: progressing from technology

186

BIBLIOGRAPHY (Continue)

Zablah, Alex R., Bellenger, Danny N., & Johnston, Wesley J. (2004). Customer relationship

management implementation gaps. Journal of Personal Selling & Sales Management, 24 (4), pp. 279–295.

Zampetakis, Leonidas A., Kafetsios, Konstantinos, Bouranta, Nancy, Dewett, Todd. & Moustakis, Vassilis S. (2009). On the relationship between emotional intelligence and entrepreneurial attitudes and intentions. International Journal of Entrepreneurial Behaviour & Research, 15 (6), pp. 595-618.

Zeidner, M., Matthews, G., & Roberts, R. (2004). Emotional intelligence in the workplace: A critical review. Applied psychology: An international review, 53, pp. 371-399.

Zenobia, Brent A., & Weber, Charles M. (2011). opening the black box of technology adoption: The motive-technology-belief framework. International Journal of Innovation and

Technology Management, 8 (4), pp. 535–555.