Buyer/Customer Behavior--Perceptions-- Negotiations--Decision Making

January 2001
Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p72
Academic Journal
The article presents abstracts on sales management. They include "Comparisons of Alternative Perceptions of Sales Performance," by Paul A. Dion, "How the Packaging of Decision Explanations Affects Perceptions of Trustworthiness," by Kimberly D. Elsbach and Greg Elofson, "The Role of Nonverbal Communication in Service Encounters," by D.S. Sundaram and Cynthia Webster.


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