[1]
Abdullah, S.M. (2003) Hubungan Efikasi Diri dengan Adaptive Selling pada Agen Asuransi Jiwa. Insight, No. 2 (Agustus), 3-11.
[2]
Udika, S.R. (2011) Peluang di tengah tantangan.
http://www.Stabilitas.co.id
[3]
Purwanto, D. and Djumena, E. (2002) Dibanding Thailand, Penetrasi Asuransi di Indonesia Masih Ketinggalan.
http://lipsus.kompas.com/cerdasberasuransi/read/
[4]
Supriyatna, A. (2012) Profesi Perencana Keuangan vs Agen Asuransi Profesional.
http://www.wirausaha-online.com/2011/12/
[5]
Spiro, R.L. and Weitz, B.A. (1990) Adaptive Selling: Conceptualization, Measurement, and Nomological Validity. Journal of Marketing Research, 27, 61-69.
http://dx.doi.org/10.2307/3172551
[6]
Grewal and Sharma (1991)
[7]
Luthans, F., Luthans, K.W., Luthans, B.C. (2004) Positive Psychological Capital: Beyond Human and Social Capital. Business Horizon, 47, 45-50.
http://dx.doi.org/10.1016/j.bushor.2003.11.007
[8]
Luthans, F., Avolio, B.J., Avey, J.B. and Norman, S.M. (2007) Positive Psychological Capital: Measurement and Relationship with Performance and Satisfaction. Personnel Psychology, 60, 541-572.
http://dx.doi.org/10.1111/j.1744-6570.2007.00083.x
[9]
Luthans, F., Avolio, B.J., Walumbwa, F.O. and Li, W.X. (2005) The Psychological Capital of Chinese Workers: Exploring the Relationship with Performance. Management and Organization Review, 1, 249-271.
http://dx.doi.org/10.1111/j.1740-8784.2005.00011.x
[10]
Bass, B.M. and Reggio, R.E. (2006) Transformational Leadership. 2nd Edition, Psychology Press, New York.
[11]
Tanner Jr., J.F. and Castleberry, S.B. (1990) Vertical Exchange Quality and Performance: Studying the Role of the Sales Manager. Journal of Personal Selling and Sales Management, 10, 17-27.
[12]
Park, E.J. and George, D. (2006) The Effect of Working Relationship Quality on Salesperson Performance and Job Satisfaction: Adaptive Selling Behavior in Korean Automobile Sales Representatives. Journal of Business Research. 59, 204-213.
http://dx.doi.org/10.1016/j.jbusres.2005.04.002
[13]
Omar, M.W., Jusoff, K. and Ali, M.N.M. (2009) The Contribution of Adaptive Selling to Positive Word-of-Mouth. Malaysian Computer Retail Business, 6, 570-580.
[14]
Roman, S. and Iacobucci, D (2010) Antecedent & Consequences of Adaptive Selling Confidence Behavior: A Dyadic Analysis of Sales People and Their Customers. Journal of the Academic Marketing Science, 38, 363-382.
http://dx.doi.org/10.1007/s11747-009-0166-9
[15]
McFarland, R.G., Challagalla, G.N. and Shervani, T.A. (2006) Influence Tactics for Effective Adaptive Selling. Journal of Marketing, 70, 103-117.
http://dx.doi.org/10.1509/jmkg.70.4.103
[16]
Rentz, J.O., Shepherd, D., Tashchian, A., Dabholkar, P.A. and Ladd, R.T. (2002) A Measure of Selling Skill: Scale Development and Validation. Journal of Personal Selling & Sales Management, 22, 13-21.
[17]
Sendra, K. (2002) Panduan Sukses Menjual Asuransi. Penerbit PPM, Jakarta.
[18]
Bensi, D.A.F. (2004) Analisis Faktor-Faktor yang Mempengaruhi Kemampuan Bertanya Terhadap Kinerja Penjualan. Jurnal Sains Pemasaran, III, 149-164.
[19]
Spector, P.E. (1997). Job Satisfaction: Application, Assessment, Causes and Consequences. Sage, London
[20]
Greenberg and Baron, R.A. (2003) Behavior in Organization: Understanding and Managing the Human Side of Work. 7th Edition, Prentice Hall, Upper Sadle River.
[21]
Sousa-Poza & Sousa-Poza (2000)
[22]
Rose (2001)
[23]
Luthans, F., Youssef, C.M. and Avolio, B.J. (2007) Psychological Capital. Oxford University Press, New York.
[24]
Feist, J. and Feist, G.J. (2006) Theories of Personality. 6th Edition, McGraw Hill, New York.
[25]
Shahnawaz, M.G. and Jafri, M.H. (2009) Psychological Capital as Predictors of Organizatioanl Commitment and Organizational Citizenship Behavior. Journal of the Indian Academiy of Applied Psychology, 35, 78-84.
[26]
Snyder, C.R., Rand, K.L. and Sigmon, D.R (2005) Hope Theory: A Member of the Positive Psychology Family. In: Snyder and Lopez, Eds., Handbook of Positive Psychology, Oxford University Press, NY.
[27]
Avey, J.B., Luthans, F., Smith, R.M. and Palmer, N.F (2010) Impact of Positive Psychological Capital on Employee Well Being Overtime. Management Departement Faculty Publication, Paper 55.
http://digitalcommons.unl.edu/managementfacpub/55
[28]
Carver, C.S. and Scheier, M.F. (2005) Optimism. In Snyder and Lopez, Eds. Handbook of Positive Psychology, Oxford University Press, NY.
[29]
Dubrin, A., Dalglish, C. and Miller, P. (2006) Leadership: Asia-Facific. 2nd Edition, John Wiley and Son, Australia.
[30]
Luthans, F., Norman, S.M., Avolio, B.J. and Avey, J.B (2008) The Mediating Role of Psychological Capital in the Supportive Organizational Climate-Employee Performance Relationship. Journal of Organizational Behaviour, 29, 219-238.
http://dx.doi.org/10.1002/job.507
[31]
Bass, B.M. (1985) Leadership and Performance. Free Press, NY.
[32]
Burns, J.M. (1978) Leadership. Harper and Raw, NY.
