Works matching DE "SELLING %26 psychology"
Results: 50
Selling the Forest, Buying the Trees: The Effect of Construal Level on Seller- Buyer Price Discrepancy.
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- Journal of Consumer Research, 2013, v. 40, n. 2, p. 284, doi. 10.1086/670020
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- Article
The Persuasive Role of Incidental Similarity on Attitudes and Purchase Intentions in a Sales Context.
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- Journal of Consumer Research, 2010, v. 36, n. 5, p. 778, doi. 10.1086/605364
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- Article
Losers, Winners, and Biased Trades.
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- Journal of Consumer Research, 2005, v. 32, n. 2, p. 324, doi. 10.1086/432241
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- Article
THE SOCIOLINGUISTIC BASIS OF MANAGING RAPPORT WHEN OVERCOMING BUYING OBJECTIONS.
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- Journal of Business Communication, 2006, v. 43, n. 1, p. 43, doi. 10.1177/0021943605282098
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- Article
The Effect of Compliance-Gaining Strategy Choice and Communicator Style on Sales Success.
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- Journal of Business Communication, 1994, v. 31, n. 4, p. 291, doi. 10.1177/002194369403100404
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- Publication type:
- Article
EXCHANGE-SPECIFIC SELF-DISCLOSURE, SOCIAL SELF-DISCLOSURE, AND PERSONAL SELLING.
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- Journal of Marketing Theory & Practice, 2001, v. 9, n. 1, p. 48, doi. 10.1080/10696679.2001.11501885
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- Article
Possibly-Final Offers.
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- Journal of Economics & Management Strategy, 2006, v. 15, n. 3, p. 789, doi. 10.1111/j.1530-9134.2006.00118.x
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- Article
«Customers are no inheritance but must be earned»:Commercial travellers in modern practical guide literature,1880 to 1960.
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- Zeitschrift für Unternehmensgeschichte, 2014, v. 59, n. 2, p. 154
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- Article
Distinguishing between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer-Seller Relationships.
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- Journal of Personal Selling & Sales Management, 2013, v. 33, n. 3, p. 245, doi. 10.2753/PSS0885-3134330301
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- Article
The Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase Intentions.
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- Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 53, doi. 10.2753/PSS0885-3134330105
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- Article
The Effects of Facial Attractiveness and Gender on Customer Evaluations During A Web-Video Sales Encounter.
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- Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 117, doi. 10.2753/PSS0885-3134330110
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- Article
The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process.
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- Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 39, doi. 10.2753/PSS0885-3134330104
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- Article
Introduction to the Special Issue on the Role of Affect in Personal Selling and Sales Management.
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- Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 5, doi. 10.2753/PSS0885-3134330101
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- Publication type:
- Article
The Role of Affect in Personal Selling and Sales Management.
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- Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 7, doi. 10.2753/PSS0885-3134330102
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- Publication type:
- Article
ORGANIZATIONAL DRIVERS OF SALESPEOPLE'S CUSTOMER ORIENTATION AND SELLING ORIENTATION.
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- Journal of Personal Selling & Sales Management, 2011, v. 31, n. 3, p. 269, doi. 10.2753/PSS0885-3134310305
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- Publication type:
- Article
MEASURING CORPORATE AFFINITY FOR TECHNOLOGY: A SCALE FOR CUSTOMERS AND EMPLOYEES.
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- Journal of Personal Selling & Sales Management, 2010, v. 30, n. 2, p. 167, doi. 10.2753/PSS0885-3134300207
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- Article
Psychological Adaptiveness and Sales Performance.
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- Journal of Personal Selling & Sales Management, 1992, v. 12, n. 2, p. 51, doi. 10.1080/08853134.1992.10753907
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- Publication type:
- Article
The Congruence of Manager Perception of Salesperson Performance and Knowledge-Based Measures of Adaptive Selling.
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- Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 81, doi. 10.1080/08853134.1990.10753851
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- Publication type:
- Article
The Persuasive Effect of Salesperson Credibility: Conceptual and Empirical Examination.
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- Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 71, doi. 10.1080/08853134.1990.10753850
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- Publication type:
- Article
A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople.
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- Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 55, doi. 10.1080/08853134.1990.10753849
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- Publication type:
- Article
Adaptive Selling--Insights from Social Cognition.
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- Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 43, doi. 10.1080/08853134.1990.10753848
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- 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
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- Publication type:
- Case Study
Competition between auctions.
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- Marketing Letters, 2008, v. 19, n. 3/4, p. 431, doi. 10.1007/s11002-008-9037-2
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- 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.
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- Journal of Strategic Marketing, 2008, v. 16, n. 5, p. 413, doi. 10.1080/09652540802480837
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- Publication type:
- Article
How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition.
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- Psychology & Marketing, 2014, v. 31, n. 6, p. 387, doi. 10.1002/mar.20702
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- Publication type:
- Article
Decision Making in Personal Selling: Testing the "K.I.S.S. Principle".
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- 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
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- Publication type:
- Article
Verbal Responses to Difference Bargaining Strategies: A Content Analysis of Real-Life Buyer-Seller Interaction.
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- Journal of Applied Social Psychology, 1988, v. 18, n. 2, p. 160, doi. 10.1111/j.1559-1816.1988.tb00012.x
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- Publication type:
- Article
On Socially Responsible Investing: A Critical Comment.
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- 2003
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- Publication type:
- Editorial
Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness.
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- Journal of Marketing, 1986, v. 50, n. 4, p. 174, doi. 10.1177/002224298605000404
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- Publication type:
- Article
Relational Communication: Form Versus Content in Sales Interaction.
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- Journal of Marketing, 1984, v. 48, n. 1, p. 84, doi. 10.1177/002224298404800109
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- Publication type:
- Article
EFFECTIVE SELLING THROUGH PSYCHOLOGY.
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- 1973
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- Publication type:
- Book Review
Fear Appeals in Marketing--A Social Perspective.
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- Journal of Marketing, 1972, v. 36, n. 3, p. 39, doi. 10.2307/1251038
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- Publication type:
- Article
Some Thoughts on the Advertising Process.
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- Journal of Marketing, 1970, v. 34, n. 1, p. 47, doi. 10.2307/1250295
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- Publication type:
- Article
THE NEW PSYCHOLOGY OF PERSUASION AND MOTIVATION IN SELLING.
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- 1966
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- Publication type:
- Book Review
Behavioral Principles in Salesmanship Courses.
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- Journal of Marketing, 1961, v. 25, n. 4, p. 47, doi. 10.2307/1248992
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- Publication type:
- Article
Public Relations and the Challenge of the Marketing Revolution.
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- Journal of Marketing, 1959, v. 24, n. 2, p. 1, doi. 10.2307/1248839
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- Publication type:
- Article
THE TALKING PICTURE: AN EXAMPLE OF THE MACHINE METHOD APPLIED TO SELLING.
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- Journal of Marketing, 1944, v. 9, n. 2, p. 119, doi. 10.2307/1245981
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- Publication type:
- Article
PSYCHOLOGY IN SELLING.
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- Journal of Marketing, 1944, v. 9, n. 2, p. 114, doi. 10.2307/1245980
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- Publication type:
- Article
An escalation of commitment perspective on allocation-of-effort decisions in professional selling.
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- Journal of the Academy of Marketing Science, 2018, v. 46, n. 5, p. 879, doi. 10.1007/s11747-018-0591-8
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- Publication type:
- Article
A familiarity-based trust model for effective selection of sellers in multiagent e-commerce systems.
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- International Journal of Information Security, 2007, v. 6, n. 5, p. 333, doi. 10.1007/s10207-007-0025-y
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- Publication type:
- Article
The Outside Salesman: Interorganizational Link.
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- California Management Review, 1969, v. 12, n. 2, p. 57, doi. 10.2307/41164220
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- Publication type:
- Article
When Do Losses Loom Larger Than Gains?
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- Journal of Marketing Research (JMR), 2005, v. 42, n. 2, p. 134, doi. 10.1509/jmkr.42.2.134.62283
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- Publication type:
- Article
Identifying Successful Industrial Salesmen by Personality and Personal Characteristics.
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- Journal of Marketing Research (JMR), 1977, v. 14, n. 4, p. 517, doi. 10.2307/3151192
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- Publication type:
- Article
The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior.
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- Journal of Marketing Research (JMR), 1974, v. 11, n. 2, p. 198, doi. 10.2307/3150562
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- Publication type:
- Article
Customer-Salesman Interaction in Appliance Retailing.
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- Journal of Marketing Research (JMR), 1973, v. 10, n. 2, p. 208, doi. 10.2307/3149831
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- Publication type:
- Article
Self-Other Orientations Among Salesmen and Nonsalesmen.
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- Journal of Marketing Research (JMR), 1973, v. 10, n. 1, p. 97, doi. 10.2307/3149417
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- Publication type:
- Article
Determining Promotional Effects by Experimental Design.
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- Journal of Marketing Research (JMR), 1970, v. 7, n. 4, p. 513, doi. 10.2307/3149646
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- 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?
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- Marketing Science & Inspirations, 2015, v. 10, n. 3, p. 46
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- Publication type:
- Article
Viewing Social Exclusion with a Broader Scope: Contemporary Consequences of Social Exclusion.
- Published in:
- 2017
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- 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
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- Publication type:
- Article