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来源：百度知道 编辑：UC知道 时间：2024/06/20 17:45:16
Apart from factor analysis, Luk et al. (1996) calculate the ratings for each item, both for the total and across four segments where the major proportion of sales comes from relatives, friends, referrals, or cold calls. The ANOVA results for Australia are indicated in Table 2. Salespeople who emphasize cold calls are statistically less likely than those emphasizing friends and relatives to rate relationship elements such as friendship and trust as important. The same salespeople are also more likely to rate product reasons such as low price or product quality as important. This pattern of results is not very different from the Chinese results. In both countries there is a subset of salespeople for whom product elements are important and another subset for whom relationship elements are important.
除了因子分析,Luk等等(1996)计算为每一项目,既为总计也跨过四个部分等级,那里主要的部分销售来自亲戚,朋友,参照或者促销电话的.为澳大利亚公亩ANOVA结果指示在朝派桌子2.强调促销电话的售货员在统计上是不那么与强调朋友和有关，涉及那些估计例如友谊和责任关系原理同样地重要相比可能.是重要,同样的售货员是也例如低价格或者产品品质更可能速度产品理由.这模式的results不是非常和中国结果不同.在在两方面同样地为其产品原理是重要的售货员的countries那里存在一子集和为其关系原理是重要的另一个子集中.
除了因素分析，鹿等。 （ 1996年）计算出每个项目的评分，都完全和跨越四个部分的主要比例的销售来自亲戚，朋友，推介，或冷的来电。方差分析结果的澳大利亚表2所示。销售谁强调冷战呼吁统计几率远小于那些不强调亲友率的关系等要素的友谊和信任是很重要的。同样的销售也更可能利率产品的原因，如低价格或产品质量同样重要。这种模式的结果是不完全不同于中国的结果。在这两个国家有一个子集，其中产品销售的因素很重要，另一子人的关系的内容是很重要的。