Works matching DE "SELLING %26 psychology"

Results: 50

An escalation of commitment perspective on allocation-of-effort decisions in professional selling.

Published in:

Journal of the Academy of Marketing Science, 2018, v. 46, n. 5, p. 879, doi. 10.1007/s11747-018-0591-8

By:

Mayberry, Robert;
Boles, James Sanders;
Donthu, Naveen

Publication type:

Article

Studying the Relationship between Relational Selling Behaviors and Sale Performance by Emphasis on Salesperson Organizational Citizenship Behavior (Case Study: Sales Persons in Audio - Video Agents).

Published in:

2015

By:

Emani, Abbas

Publication type:

Case Study

«Customers are no inheritance but must be earned»:Commercial travellers in modern practical guide literature,1880 to 1960.

Published in:

Zeitschrift für Unternehmensgeschichte, 2014, v. 59, n. 2, p. 154

By:

Rossfeld, Roman

Publication type:

Article

How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition.

Published in:

Psychology & Marketing, 2014, v. 31, n. 6, p. 387, doi. 10.1002/mar.20702

By:

Locander, David A.;
Mulki, Jay P.;
Weinberg, Frankie J.

Publication type:

Article

Selling the Forest, Buying the Trees: The Effect of Construal Level on Seller- Buyer Price Discrepancy.

Published in:

Journal of Consumer Research, 2013, v. 40, n. 2, p. 284, doi. 10.1086/670020

By:

IRMAK, CAGLAR;
WAKSLAK, CHERYL J.;
TROPE, YAACOV

Publication type:

Article

The Persuasive Role of Incidental Similarity on Attitudes and Purchase Intentions in a Sales Context.

Published in:

Journal of Consumer Research, 2010, v. 36, n. 5, p. 778, doi. 10.1086/605364

By:

JIANG, LAN;
HOEGG, JOANDREA;
DAHL, DARREN W.;
CHATTOPADHYAY, AMITAVA

Publication type:

Article

Losers, Winners, and Biased Trades.

Published in:

Journal of Consumer Research, 2005, v. 32, n. 2, p. 324, doi. 10.1086/432241

By:

JOHNSON, JOSEPH;
TELLIS, GERARD J.;
MACINNIS, DEBORAH J.

Publication type:

Article

THE SOCIOLINGUISTIC BASIS OF MANAGING RAPPORT WHEN OVERCOMING BUYING OBJECTIONS.

Published in:

Journal of Business Communication, 2006, v. 43, n. 1, p. 43, doi. 10.1177/0021943605282098

By:

Campbell, Kim Sydow;
Davis, Lenita

Publication type:

Article

The Effect of Compliance-Gaining Strategy Choice and Communicator Style on Sales Success.

Published in:

Journal of Business Communication, 1994, v. 31, n. 4, p. 291, doi. 10.1177/002194369403100404

By:

Parrish-Sprowl, John;
Carveth, Rod;
Senk, Marshall

Publication type:

Article

Verbal Responses to Difference Bargaining Strategies: A Content Analysis of Real-Life Buyer-Seller Interaction.

Published in:

Journal of Applied Social Psychology, 1988, v. 18, n. 2, p. 160, doi. 10.1111/j.1559-1816.1988.tb00012.x

By:

Galina, Withold H.;
Müller, Gunther F.

Publication type:

Article

An Exploratory Study of the Influence of Sales Training Content and Salesperson Evaluation on Salesperson Adaptive Selling, Customer Orientation, Listening, and Consulting Behaviors.

Published in:

Journal of Strategic Marketing, 2008, v. 16, n. 5, p. 413, doi. 10.1080/09652540802480837

By:

Pelham, AlfredM.;
Kravitz, Pamela

Publication type:

Article

Psychological Adaptiveness and Sales Performance.

Published in:

Journal of Personal Selling & Sales Management, 1992, v. 12, n. 2, p. 51, doi. 10.1080/08853134.1992.10753907

By:

Goolsby, Jerry R.;
Lagace, Rosemary R.;
Boorom, Michael L.

Publication type:

Article

The Congruence of Manager Perception of Salesperson Performance and Knowledge-Based Measures of Adaptive Selling.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 81, doi. 10.1080/08853134.1990.10753851

By:

Anglin, Kenneth A.;
Stolman, Jeffrey J.;
Gentry, James W.

Publication type:

Article

A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 55, doi. 10.1080/08853134.1990.10753849

By:

Shepherd, David;
Rentz, Joseph O.

Publication type:

Article

The Persuasive Effect of Salesperson Credibility: Conceptual and Empirical Examination.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 71, doi. 10.1080/08853134.1990.10753850

By:

Sharma, Arun

Publication type:

Article

Adaptive Selling--Insights from Social Cognition.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 43, doi. 10.1080/08853134.1990.10753848

By:

Morgan, Fred W.;
Stoltman, Jeffrey J.

Publication type:

Article

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness.

Published in:

Journal of Marketing, 1986, v. 50, n. 4, p. 174, doi. 10.1177/002224298605000404

By:

Weitz, Barton A.;
Sujan, Harish;
Sujan, Mita

Publication type:

Article

Relational Communication: Form Versus Content in Sales Interaction.

Published in:

Journal of Marketing, 1984, v. 48, n. 1, p. 84, doi. 10.1177/002224298404800109

By:

Soldow, Gary F.;
Thomas, Gloria Penn

Publication type:

Article

EFFECTIVE SELLING THROUGH PSYCHOLOGY.

Published in:

1973

By:

Shawver, Donald L.;
Hackleman Jr., Edwin C.

Publication type:

Book Review

Fear Appeals in Marketing--A Social Perspective.

Published in:

Journal of Marketing, 1972, v. 36, n. 3, p. 39, doi. 10.2307/1251038

By:

Spence, Homer E.;
Moinpour, Reza

Publication type:

Article

Some Thoughts on the Advertising Process.

Published in:

Journal of Marketing, 1970, v. 34, n. 1, p. 47, doi. 10.2307/1250295

By:

Stidsen, Bent

Publication type:

Article

THE NEW PSYCHOLOGY OF PERSUASION AND MOTIVATION IN SELLING.

Published in:

1966

By:

Youngberg, Charles F.;
Payne, Stanley L.

Publication type:

Book Review

Competition between auctions.

Published in:

Marketing Letters, 2008, v. 19, n. 3/4, p. 431, doi. 10.1007/s11002-008-9037-2

By:

Haruvy, Ernan;
Popkowski Leszczyc, Peter;
Carare, Octavian;
Cox, James;
Greenleaf, Eric;
Jank, Wolfgang;
Jap, Sandy;
Park, Young-Hoon;
Rothkopf, Michael

Publication type:

Article

Possibly-Final Offers.

Published in:

Journal of Economics & Management Strategy, 2006, v. 15, n. 3, p. 789, doi. 10.1111/j.1530-9134.2006.00118.x

By:

Miller, Nolan H.;
Piankov, Nikita E.;
Zeckhauser, Richard J.

Publication type:

Article

Behavioral Principles in Salesmanship Courses.

Published in:

Journal of Marketing, 1961, v. 25, n. 4, p. 47, doi. 10.2307/1248992

By:

Shaw, Steven J.

Publication type:

Article

Public Relations and the Challenge of the Marketing Revolution.

Published in:

Journal of Marketing, 1959, v. 24, n. 2, p. 1, doi. 10.2307/1248839

By:

Lesly, Philip

Publication type:

Article

THE TALKING PICTURE: AN EXAMPLE OF THE MACHINE METHOD APPLIED TO SELLING.

Published in:

Journal of Marketing, 1944, v. 9, n. 2, p. 119, doi. 10.2307/1245981

By:

Francisco, L. Mercer

Publication type:

Article

PSYCHOLOGY IN SELLING.

Published in:

Journal of Marketing, 1944, v. 9, n. 2, p. 114, doi. 10.2307/1245980

By:

McMurry, Robert N.

Publication type:

Article

Viewing Social Exclusion with a Broader Scope: Contemporary Consequences of Social Exclusion.

Published in:

2017

By:

Yuwei Jiang;
Lei Su

Publication type:

Abstract

To Retain or To Relinguish: Exploring the Disposition Practices of Packrats and Purgers.

Published in:

Advances in Consumer Research, 2003, v. 30, n. 1, p. 38

By:

Coulter, Robin A.;
Ligas, Mark

Publication type:

Article

EXCHANGE-SPECIFIC SELF-DISCLOSURE, SOCIAL SELF-DISCLOSURE, AND PERSONAL SELLING.

Published in:

Journal of Marketing Theory & Practice, 2001, v. 9, n. 1, p. 48, doi. 10.1080/10696679.2001.11501885

By:

Jacobs, Richard S.;
Hyman, Michael R.;
McQuitty, Shaun

Publication type:

Article

A familiarity-based trust model for effective selection of sellers in multiagent e-commerce systems.

Published in:

International Journal of Information Security, 2007, v. 6, n. 5, p. 333, doi. 10.1007/s10207-007-0025-y

By:

Zhang, Jie;
Ghorbani, Ali;
Cohen, Robin

Publication type:

Article

The Outside Salesman: Interorganizational Link.

Published in:

California Management Review, 1969, v. 12, n. 2, p. 57, doi. 10.2307/41164220

By:

Pruden, Henry O.

Publication type:

Article

On Socially Responsible Investing: A Critical Comment.

Published in:

2003

By:

Strudler, Alan

Publication type:

Editorial

Distinguishing between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer-Seller Relationships.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 3, p. 245, doi. 10.2753/PSS0885-3134330301

By:

Chakrabarty, Subhra;
Brown, Gene;
Widing, Robert E.

Publication type:

Article

The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 39, doi. 10.2753/PSS0885-3134330104

By:

Borg, Susanne Wiatr;
Johnston, Wesley J.

Publication type:

Article

The Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase Intentions.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 53, doi. 10.2753/PSS0885-3134330105

By:

DeCarlo, Thomas E.;
Barone, Michael J.

Publication type:

Article

The Effects of Facial Attractiveness and Gender on Customer Evaluations During A Web-Video Sales Encounter.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 117, doi. 10.2753/PSS0885-3134330110

By:

McColl, Rod;
Truong, Yann

Publication type:

Article

Introduction to the Special Issue on the Role of Affect in Personal Selling and Sales Management.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 5, doi. 10.2753/PSS0885-3134330101

By:

Erevelles, Sunil

Publication type:

Article

The Role of Affect in Personal Selling and Sales Management.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 7, doi. 10.2753/PSS0885-3134330102

By:

Erevelles, Sunil;
Fukawa, Nobuyuki

Publication type:

Article

ORGANIZATIONAL DRIVERS OF SALESPEOPLE'S CUSTOMER ORIENTATION AND SELLING ORIENTATION.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 3, p. 269, doi. 10.2753/PSS0885-3134310305

By:

Guenzi, Paolo;
De Luca, Luigi M.;
Troilo, Gabriele

Publication type:

Article

MEASURING CORPORATE AFFINITY FOR TECHNOLOGY: A SCALE FOR CUSTOMERS AND EMPLOYEES.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 2, p. 167, doi. 10.2753/PSS0885-3134300207

By:

Fleming, David E.;
Artis, Andrew B.

Publication type:

Article

Decision Making in Personal Selling: Testing the "K.I.S.S. Principle".

Published in:

Psychology & Marketing, 1999, v. 16, n. 5, p. 393, doi. 10.1002/(SICI)1520-6793(199908)16:5<393::AID-MAR2>3.0.CO;2-N

By:

Macintosh, Gerard;
Gentry, James W.

Publication type:

Article

CULTURAL DISTINCTIONS BETWEEN THE COUNTRIES AND DIFFERENCES IN LEVEL OF DEVELOPMENT OF REGIONS IN THE SAME COUNTRY: WHAT IT IS MORE IMPORTANT FOR SALES ON B2B MARKETS?

Published in:

Marketing Science & Inspirations, 2015, v. 10, n. 3, p. 46

By:

KLIMIN, ANASTASII;
TIKHONOV, DMITRII;
IZBASH, KATSIARIYNA

Publication type:

Article

When Do Losses Loom Larger Than Gains?

Published in:

Journal of Marketing Research (JMR), 2005, v. 42, n. 2, p. 134, doi. 10.1509/jmkr.42.2.134.62283

By:

ARIELY, DAN;
HUBER, JOEL;
WERTENBROCH, KLAUS

Publication type:

Article

Identifying Successful Industrial Salesmen by Personality and Personal Characteristics.

Published in:

Journal of Marketing Research (JMR), 1977, v. 14, n. 4, p. 517, doi. 10.2307/3151192

By:

Lamont, Lawrence M.;
Lundstrom, William J.

Publication type:

Article

The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior.

Published in:

Journal of Marketing Research (JMR), 1974, v. 11, n. 2, p. 198, doi. 10.2307/3150562

By:

Woodside, Arch G.;
Davenport Jr., J. William

Publication type:

Article

Customer-Salesman Interaction in Appliance Retailing.

Published in:

Journal of Marketing Research (JMR), 1973, v. 10, n. 2, p. 208, doi. 10.2307/3149831

By:

Olshavsky, Richard W.

Publication type:

Article

Self-Other Orientations Among Salesmen and Nonsalesmen.

Published in:

Journal of Marketing Research (JMR), 1973, v. 10, n. 1, p. 97, doi. 10.2307/3149417

By:

Scheibelhut, John H.;
Albaum, Gerald

Publication type:

Article

Determining Promotional Effects by Experimental Design.

Published in:

Journal of Marketing Research (JMR), 1970, v. 7, n. 4, p. 513, doi. 10.2307/3149646

By:

Miller, Bill R.;
Strain, Charles E.

Publication type:

Article