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作者 Leynes, Sharon V
書名 Resilience factors of advertising sales representatives
國際標準書號 9780542420238
book jacket
說明 175 p
附註 Source: Dissertation Abstracts International, Volume: 66-11, Section: A, page: 3902
Adviser: Pam Hanfelt
Thesis (Ph.D.)--Capella University, 2006
This quantitative study of archival data researched the value of the seven factors of resilience on the productivity of sales representatives in a traditional advertising company. Resilience as an overall concept has been attributed to life success; however a gap exists for its specific impact on advertising sales representatives. Consent from participants and the organization allowed archival data from participant's performance and from the Resilience Factor Inventory (RFI) to be utilized. The individual's current resilience level was measured on the RFI across seven factors: emotional regulation, impulse control, causal analysis, self-efficacy, realistic optimism, empathy and reaching out. Archival performance data and the RFI measures of 120 sales representatives were input into a multiple regression model to determine if the resilience factors identified and measured by the RFI were shown to be efficacious to the participant's success. Information from this research was used to determine the direction of training interventions and hiring practices targeted to specific populations of sales representatives.*
*This dissertation is a compound document (contains both a paper copy and a CD as part of the dissertation). The CD requires the following system requirements: Adobe Acrobat
School code: 1351
DDC
Host Item Dissertation Abstracts International 66-11A
主題 Education, Adult and Continuing
Education, Industrial
Education, Business
0516
0521
0688
Alt Author Capella University
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