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浅谈市场销售人员自我设限的成因

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摘要 自我设限是指个体针对可能到来的失败威胁而事先设计障碍以自我保护或自我提升,主要包括行为的自我设限、声称的自我设限和抬举他人。自我设限在一定意义上对销售人员是有积极意义的,但是长期的自我设限对于销售人员自身提升及企业的发展构成较大阻碍。自我设限的成因包括个人及情景因素。
作者 冯海萍 成浩
出处 《现代营销(下)》 2011年第11期90-91,共2页 Marketing Management Review
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