Suchergebnisse - "SELLING & psychology"

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

Autoren: IRMAK, CAGLAR WAKSLAK, CHERYL J. TROPE, YAACOV

Quelle: Journal of Consumer Research. Aug2013, Vol. 40 Issue 2, p284-297. 14p. 4 Black and White Photographs, 1 Diagram.

Schlagwörter: *SELLING & psychology, *PRICING, *PURCHASING, *BRAND name product sales & prices, *VALUATION, *BRAND equity, PSYCHOLOGY

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

Autoren: JIANG, LAN HOEGG, JOANDREA DAHL, DARREN W. et al.

Quelle: Journal of Consumer Research. Feb2010, Vol. 36 Issue 5, p778-791. 14p. 4 Graphs.

Schlagwörter: *SALES personnel, *SELLING & psychology, *CUSTOMER relations, *CUSTOMER retention, *RELATIONSHIP marketing, *CONSUMER research, PSYCHOLOGY

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

Autoren: Chakrabarty, Subhra Brown, Gene Widing, Robert E.

Quelle: Journal of Personal Selling & Sales Management. Summer2013, Vol. 33 Issue 3, p245-260. 16p. 1 Diagram, 6 Charts.

Schlagwörter: *SELLING & psychology, *CUSTOMER orientation, *SALES personnel, *RELATIONSHIP marketing, TRUST, ADAPTABILITY (Personality), INTERPERSONAL conflict

The Role of Affect in Personal Selling and Sales Management.

Autoren: Erevelles, Sunil Fukawa, Nobuyuki

Quelle: Journal of Personal Selling & Sales Management. Winter2013, Vol. 33 Issue 1, p7-24. 18p. 2 Charts.

Schlagwörter: *SELLING & psychology, *SALES management, *SALES personnel, AFFECT (Psychology), SOCIOLOGY of emotions, PSYCHOLOGY

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

Autoren: McColl, Rod Truong, Yann

Quelle: Journal of Personal Selling & Sales Management. Winter2013, Vol. 33 Issue 1, p117-128. 12p. 1 Diagram, 1 Chart.

Schlagwörter: *SELLING & psychology, *CONSUMER research, *STREAMING video & television, INTERPERSONAL attraction, FACE, GENDER

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

Autoren: Borg, Susanne Wiatr Johnston, Wesley J.

Quelle: Journal of Personal Selling & Sales Management. Winter2013, Vol. 33 Issue 1, p39-52. 14p. 3 Diagrams, 1 Chart.

Schlagwörter: *SELLING & psychology, *BUSINESS-to-business transactions, *INTERPERSONAL relations, *SOFT skills, EMOTIONAL intelligence, PSYCHOLOGY

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

Autoren: DeCarlo, Thomas E. Barone, Michael J.

Quelle: Journal of Personal Selling & Sales Management. Winter2013, Vol. 33 Issue 1, p53-66. 14p. 1 Diagram, 2 Charts, 1 Graph.

Schlagwörter: *SELLING & psychology, *CONSUMER psychology, *SALES presentations, SUSPICION, MOOD (Psychology), RATING of sales personnel

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

Autoren: Guenzi, Paolo De Luca, Luigi M. Troilo, Gabriele

Quelle: Journal of Personal Selling & Sales Management. Summer2011, Vol. 31 Issue 3, p269-285. 17p. 1 Diagram, 3 Charts.

Schlagwörter: *CUSTOMER orientation, *SELLING & psychology, *INTERPERSONAL relations, *SALES personnel, *SALES executives, MOTIVATION (Psychology), PSYCHOLOGY

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

Autoren: Anglin, Kenneth A. Stolman, Jeffrey J. Gentry, James W.

Quelle: Journal of Personal Selling & Sales Management. Fall90, Vol. 10 Issue 4, p81. 10p.

Schlagwörter: *SELLING, *SELLING & psychology, *JOB performance, *SALES executives, *SALES personnel, *SALES management, ADAPTABILITY (Personality)

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

Autoren: Sharma, Arun¹

Quelle: Journal of Personal Selling & Sales Management. Fall90, Vol. 10 Issue 4, p71. 10p.

Schlagwörter: *SELLING, *SELLING & psychology, *SALES personnel, *CONSUMER behavior, *PRODUCT management, *PURCHASING agents, SOCIAL influence, SOCIAL psychology, TRUTHFULNESS & falsehood, SOCIAL perception

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

Autoren: Shepherd, David Rentz, Joseph O.

Quelle: Journal of Personal Selling & Sales Management. Fall90, Vol. 10 Issue 4, p55. 16p.

Schlagwörter: *SALES personnel, *SELLING & psychology, *EXPERTISE, *PROBLEM solving, *QUANTITATIVE research, SOCIAL perception, COGNITION, COGNITIVE psychology, THEORY of knowledge

Adaptive Selling--Insights from Social Cognition.

Autoren: Morgan, Fred W. Stoltman, Jeffrey J.

Quelle: Journal of Personal Selling & Sales Management. Fall90, Vol. 10 Issue 4, p43. 12p.

Schlagwörter: *SELLING, *SELLING & psychology, *SALES management, *CONSUMER behavior, *DECISION making, SOCIAL perception, ADAPTABILITY (Personality), THEORY of knowledge

Behavioral Principles in Salesmanship Courses.

Autoren: Shaw, Steven J.¹

Quelle: Journal of Marketing. Apr1961, Vol. 25 Issue 4, p47-51. 5p.

Schlagwörter: *BUSINESS education, *SELLING & psychology, *SALES personnel, *CAREER development, PERSUASION (Psychology), BUSINESS school curriculum, CURRICULUM, COLLEGE curriculum, TWO-way communication, SOCIAL classes, PSYCHOLOGY, SOCIAL sciences

PSYCHOLOGY IN SELLING.

Autoren: McMurry, Robert N.¹

Quelle: Journal of Marketing. Oct44, Vol. 9 Issue 2, p114-118. 5p.

Schlagwörter: *SELLING & psychology, *MARKETING & psychology, *SALES, *CONSUMER preferences, *ADVERTISING campaigns, *MARKETING research, MOTIVATION (Psychology), CONSUMPTION (Economics) & psychology, PSYCHOLOGICAL research, CONSUMER behavior research, PSYCHOLOGY

MAJOR SALES. WHO REALLY DOES THE BUYING?

Autoren: Bonoma, Thomas V.^1,2

Quelle: Harvard Business Review. Jul/Aug2006, Vol. 84 Issue 7/8, p172-181. 9p. 2 Illustrations, 2 Diagrams, 3 Charts.

Schlagwörter: *SALES management, *SELLING & psychology, *DECISION making, *CONSUMER behavior, *CONSUMER attitudes, *SALES personnel, *PSYCHOLOGY of executives, *MARKETING strategy, SELF-interest, JET planes

MYTHOLOGY on Madison Avenue.

Autoren: Roberts, Jack

Quelle: Harvard Business Review. Sep/Oct62, Vol. 40 Issue 5, p98-102. 5p. 14 Cartoon or Caricatures.

Schlagwörter: *ADVERTISING, *SELLING & psychology, *FALSE advertising, *ADVERTISING campaigns, *ADVERTISERS, *CONSUMER behavior, *BUSINESS ethics, *BUSINESS enterprises, *CONSUMER fraud, *CONSUMER psychology, *ADVERTISING effectiveness

More Psychology in Selling.

Autoren: Brewster, Ray C.

Quelle: Harvard Business Review. Jul/Aug1953, Vol. 31 Issue 4, p91-99. 9p. 1 Chart.

Schlagwörter: *SELLING & psychology, *CONSUMER psychology, *SALES presentations, *CLOSING the sale, *SALES culture, *SALES management, *INTERPERSONAL communication, TRAINING of sales personnel, COMMUNICATION & psychology, DIGNITY, FACE-to-face communication

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

Autoren: Yuwei Jiang Lei Su

Quelle: Advances in Consumer Research. 2017, Vol. 45, p330-335. 6p.

Schlagwörter: *SELLING & psychology, *CONSUMER preferences, *CONSUMER attitudes, SOCIAL marginality, SOCIAL attitudes, LONELINESS

Round-number biases and informed trading in global markets.

Autoren: Chen, Tao¹ torochen@umac.mo

Quelle: Journal of Business Research. Nov2018, Vol. 92, p105-117. 13p.

Schlagwörter: *SELLING & psychology, *COMPULSIVE shopping, *PURCHASING, *PRICES, *SMALL business, PSYCHOLOGY

Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity.

Autoren: Lyngdoh, Teidorlang Liu, Annie H. Sridhar, Guda

Quelle: Journal of Business Research. Nov2018, Vol. 92, p142-153. 12p.

Schlagwörter: *SELLING & psychology, *SALES personnel, *INDUSTRIES, SUBJECTIVE well-being (Psychology), CREATIVE ability, ATTITUDE (Psychology)

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